Account Executive - Department Stores

Overview

Account Executive - Department Stores

ACCOUNT EXECUTIVE, DEPARTMENT STORE CHANNEL

DENVER, COLORADO OR SALT LAKE CITY, UTAH - LUXURY FIELD SALES

Coty is looking for smart leaders who are fast and passionate. The Account Executive (AE) position offers global impact through iconic brands and a culture that inspires authentic beauty expression. The AE role shapes prestige beauty within an international organization.

Your primary responsibility is to deliver retail sales goals and strengthen local account penetration and retailer joint business planning, with growth in top door potential. You will lead and coach Brand Ambassadors to deliver excellent in-store execution, and may lead special project work.

Your main focus:

Achieve/Exceed Quarterly/Seasonal/Annual Retail Sales Goals

• Consistently deliver on commitments, proactively communicate solutions to capture upside revenue or mitigate downside risk to goal.
• Regularly analyze daily/weekly retail sales and adjust to trends or upcoming support changes.
• Partner with internal and external support teams; communicate results, maximize opportunities, and minimize risk while maintaining adequate stock levels (basic stock, gift sets, testers).
• Utilize brand ranking, penetration, stock status reports; maximize promo tools to drive sales and ROI.
• Understand retailers’ CRM/Clientele systems; create and drive local plans to maximize retail sales.
• Own joint business planning with retailer partners to drive accountability and seasonal sufficiency planning.
• Plan to leverage promotional calendars, new product introductions, storewide promotions, holiday plans, anniversary plans, and competitive activity.
• Ensure Brand Ambassadors execute Coty-branded events in-store with excellence; coordinate with local Special Event, Marketing, Visual, and Personal Shopper teams to drive sales.
• Own Leadership Visits to review trends and data, share successes, identify needs, and develop gap-closing strategies.

Leading, Scheduling and Coaching Part-Time Brand Ambassadors

• Execute corporate scheduling guidance and retail sales expectations by door.
• Ensure Brand Ambassadors meet exact schedule and door-level sales goals.
• Escalate unique local needs for timely approval.
• Manage industry-best Brand Ambassador teams.
• Weekly: monitor schedule adherence, productivity vs goal, ROI, and clientele targets where relevant.
• Monthly: coach underperformers, celebrate top performers, and share learnings with regional leadership.
• Monthly: schedule Brand Ambassadors by door/bi-weekly in advance; ensure budgets are managed as directed.
• Ongoing: maintain strong store relationships to secure preferred vendor status.
• Coach through selling, events, visuals, and hands-on training; review education materials and conduct virtual or in-store coaching.
• Leverage data in coaching and apply learnings from other brands/retailers.
• Coach Specialists in negotiations and objection handling with store management.

Maximize In-Store Presence

• Secure allocated space and ensure stock sufficiency; understand S&L processes and timings per retailer.
• Resolve S&L concerns and leverage local data to improve in-store presence.
• Secure incremental visual opportunities (towers, tables, displays) as budgets permit while adhering to guidelines.
• Communicate merchandising guidelines to Brand Ambassadors for consistent in-store presence.
• Maintain installations and escalate issues to protect brand equity.

Education

• Partner with Education team to train Brand Ambassadors on new initiatives, holiday and merchandising plans, and event guidelines.
• Use market visits to confirm training retention; review materials and coach virtually or in-store.
• Display confidence in public speaking for market schools and regional/district presentations.

Stewardship

• Budget ownership: adhere to spending guidelines with minimal variance; covers part-time staffing, T&E, in-store/eventing, and Pro Card spending.
• Co-Op roles and fixed demonstration management: provide timely updates to managers and Finance.
• U.S. Audit: ensure timely compliance on quarterly proofs and data collection.
• Storage Unit: ensure compliance on storage unit audits and seasonal non-saleable delivery logs.
• Use of corporate assets: ensure compliance with rules for assets such as laptop, iPads, cards, vehicles, etc.

Key Performance Indicators (KPIs)

• Retail dollars/% goal with emphasis on top-door acceleration and new user acquisition.
• Brand rank/regional market share where applicable.
• On-time deployment of budgets within +/-2% monthly accuracy.
• Compliance with regional call cycle (field visits 80% of the time).
• Adhere to policy for scheduling and paying 3rd party Brand Ambassadors.
• T&E and Pro Card budget management within +/-2% seasonal accuracy.
• Weekly/Monthly performance reviews and coaching with in-store Brand Ambassadors.
• Develop measurable action plans and track progress.
• Adherence to in-store call guides.
• Flagship counter and staffing management where relevant.
• Top Door monthly plans aligned with retailer expectations; focus on…