Key Account Manager - Tatcha

National Account Manager – Tatcha UK/EU

Business Context

Tatcha was founded in 2009 by Vicky Tsai who unexpectedly found herself in Kyoto, where she encountered a culture of harmony, beauty, and well-being that healed her from skin to soul. Every Tatcha formula is crafted at the Tatcha Institute in Tokyo, where leading scientists innovate within tradition: balancing timeless Japanese botanicals with proven clinical ingredients to work with skin, not against it.

The Role Description: National Account Manager

We have an exciting opportunity to hire an ambitious, passionate, and driven National Account Manager for Tatcha UK/EU.

In this role you will be responsible for managing key UK/EU National Accounts: driving sales performance, growing market share and developing enriched retailer relationships at senior levels. You will be responsible for creating and delivering 3 year business plans, leading & executing our brand strategy with retail partners & managing sales targets within agreed budgets.

In this role you will report into the Head of National Accounts UK & EU and you will be responsible for one direct report.

Each day at Tatcha is different with new challenges to solve and tasks to tackle, but here is an idea of some of the things you will work on:

COMMERCIAL LEADERSHIP

• Build 3 year brand commercial and budget plans & develop GTM strategy to achieve brand sales ambitions and goals
• Establish, nurture and maintain amazing and collaborative relationships with key accounts to deliver 360 marketing plans to launch innovation/brand campaigns
• Creates & agrees winning JBP with clear KPIs and regularly monitors performance and course corrects where necessary
• Incredible negotiator, liaising with key stake stakeholders to optimize brand performance
• Leads plan to achieve brand sales and profitability goals while monitoring stock levels with retailers
• Fully accountable on net sales forecasting for the retailers, meeting all financial deadlines and budget submissions, flagging risks and opportunities in a timely and quantified manner.
• Passionate leader adept at coaching junior team members within the team and brand.

RETAIL PARTNERSHIPS

• Ensure flawless execution of brand vision and campaign partnership with retailer partners across all touchpoints of web, app, mobile, social
• Analyse market trends, consumer behavior, and competitor activities
• Robust planning to ensure delivery of sell-in and sell-out goals
• Lead and manage retailer partnership activations. Work closely with Marketing, Visual Merchandising and PR, and Field Sales to create and deliver an annual plan for each retailer covering: activation of key launches and marketing moments, eventing, retailer animation, considering both customer acquisition and retention.
• Manage each account P&L, balancing investment with top-line opportunity; to measure and deliver ROI

OPERATIONAL EXCELLENCE

• Build strong working relationships with store and field teams, utilising insight from the field and translating learnings into commercial growth.
• Drive product and brand excellence in all environments (online + bricks)
• Collaborate with internal teams including sales, marketing, and product development to ensure alignment with account-specific needs and strategies.
• Work with planning to align accurate forecasting for NPD and core lines, and proactive inventory and assortment management.
• Analytical ability – to forward plan and provide insights to assist in future growth, opportunities and business development
• Review implementation and performance vs expectations on a regular basis.
• Prepare regular internal and external reports and presentations to communicate key metrics, trends, and insights.

Qualifications & Experience:

• Min 5+ years relevant experience in National Account role, preferably within prestige beauty industry, focused on skincare
• French speaking, Italian and Spanish a plus
• Sephora EU Experience would be advantageous
• A natural storyteller with enhanced persuasive selling skills & an adept negotiator with proven examples of success
• Excellent written and verbal communication skills, and confidant presenter
• Strong analytical skills with the ability to interpret data and make strategic recommendations.
• Proficiency in Microsoft Office Suite; PowerPoint and Word, with advanced Excel skills
• Innovator with the ability to work independently and handle multiple tasks in a fast-paced environment
• Ability to network and influence senior stakeholders and clearly communicate recommendations concisely & persuasively
• Should have an energetic, positive, and service-oriented personality and be skilled at relationship-building.
• Must be focused, show excellent attention to detail, and demonstrate an entrepreneurial approach to their work.

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