Director of Sales Mustela and Babo Botanicals – Mass, Club, Drug, and Department job in Remote

Laboratoires Expanscience: Well-Being Is in Our Hands

Laboratoires Expanscience exists to preserve the health and well-being of all people, young and old. This is the mission that drives our 1,000+ employees to continue developing safe, innovative, research-driven products, as we have done for more than 70 years. An independent, 100% family-owned company headquartered in France, we reach consumers in hundreds of countries through our roster of brands that includes Mustela and Babo Botanicals (clean skincare for babies, children & the entire family) and Piascledine 300 (treatments for osteoarthritis).

Corporate Social Responsibility (CSR) is at the heart of everything we do. Constantly researching new solutions, we reconsider our practices on an ongoing basis in order to keep pace with changes in society and factor in social, societal, and environmental challenges. By capitalizing on the collective intelligence to which we have access (that of our employees, customers, suppliers, associations, etc.), we are able to make progress every day in order to more effectively meet the needs of our stakeholders. 

Proudly a certified B Corporation, Expanscience is committed to using business as a force for good; this means we are always considering the impact of our decisions on people and the planet and ensuring that anything we do is done ethically and responsibly.

Reasons for Being 

The primary purpose of this position is to be the key point of contact for strategic accounts/channels (Target, Costco, CVS, Walgreens, Meijer, and Nordstrom), administering the planning and managing of all aspects of sales (to include budget achievement, forecasting, item maintenance, trade marketing planning and execution, POS planning and management, and account analysis) as well as providing a strategic vision and building strong relationships with the accounts for short and long terms.

Principal Tasks

Mission: Target, Costco, CVS, Walgreens, Meijer, and Nordstrom – Account management and budget achievement 

• Manage all aspects of existing distribution with Target, Costco, CVS, Walgreens, Meijer, and Nordstrom with the primary objective to achieve monthly, quarterly and annual sales goals.
• Develop strategic growth plans for key customers and execute against those plans (for short, mid and long term).
• Expand distribution with additional sku’s in the POG and with secondary location placements in additional departments (e.g. Sun, Skin Care, Women’s Wellness, Eczema, etc).
• Plan and execute Mustela’s and Babo Botanical’s ongoing business development goals (including omni-channel strategy)  through the account buyer business meetings and most specifically, through the presentation planning for annual line review meetings.
• Conduct regular business meetings with each department Buyer and Planner, providing summary reports to Management.
• Build relationships with inventory analysts at customers to find opportunities to push additional inventory and proactively communicate all inventory challenges.
• Manage all aspects of online account portals: sell out analysis, item set up, digital content, promotion submissions and management of co-op funding, contracts, inventory and purchase order management, logistics support, dispute resolution, post audit claims, etc.
• Submit and maintain all digital content for Babo and Mustela on retailer websites, partnering with marketing on content and optimization to meet each customer’s individual needs and requirements
• Manage Expanscience’s relationship with Nielsen and use syndicated data to create fact based selling stories to drive growth and distribution at assigned retailers.
• Work towards the status of “category leader” among all brands
• Work towards the status of Joint Business Partner.

• Make solid attempts to attain a “retailer agreement” which outlines terms, allowances, doors, etc.
• Recommend and pursue improvements for account profitability, including optimized investment plan with highest ROI, logistics improvements, minimizing returns, assisting accounting with disputes of fines and chargebacks if/as needed, etc.
• Manage brokers with short and long-term plan of growing base and breaking into new categories (sun, adult beauty, etc.).

Mission: Manage Trade Marketing programs and POS premium leadership positioning

• With prior approval from VP Sales, manage a promotional calendar for Target, Costco, CVS, Walgreens, Meijer, and Nordstrom with the objective to drive sales while staying with in approved coop budgets.
• Pursue and secure merchandising opportunities at POS and online that will uphold Mustela’s and Babo Botanical’s POG requirements, premium positioning and category leadership
• In collaboration with the Internal Marketing and Digital teams, develop and proposed attractive Digital activations on the retailer.com site in order to optimize visibility of both brands online.
• Conduct quarterly visits to key market POS
• Communicate new support opportunities that will increase sales and brand awareness
• Collaborate with Marketing to execute and to communicate the annual Trade plan

Mission: Manage analysis and POS reporting

• Manage Target, Costco, CVS, Walgreens, Meijer, and Nordstrom sellout data
• Provide sales analysis by sku and door
• Provide ROI analysis
• Publish photos from POS at least quarterly and as requested
• Provide ongoing competitive landscape updates, reporting competitive threats in a timely manner and with necessary actions
• Assist with semi-annual business review presentation for French parent management
• Lead annual budget preparations by providing accurate unit and sales forecasts
• Attend interdepartmental sales meetings at New York headquarters

Mission: CSR

• Be brand ambassador to promote Expanscience’s CSR and sustainability commitments to your retailers.
• Constantly network with buyer and Senior Team to communicate and promote Expanscience’s commitments.
• Make sure our brands get maximum visibility on all available sustainable labels, as well as on retailer’s own program (eg. Target Zero), etc.

Positioning

Reports to Vice President Sales

Dimension:

• Functional relations:  collaborates with Logistics Manager, Accounting and Marketing on a very regular basis; broker management
• Internal  relations:  the entire organization
• External  relations: Target, Costco, CVS, Walgreens, Meijer, and Nordstrom; buyer and senior buyer relationships/coverage

Position  Requirements:

• BS/BA degree in a related discipline
• 3+ years of Target, national account experience, and broker management experience
• Key Account Management, trade marketing and/or category management
• Proven success in achieving sales goals, quotas, and business plans while maintaining margin and profitability
• Neilson and/or IRI analysis
• Ability to develop and execute effective sales strategies
• Excellent interpersonal and influencing skills
• Ability to prioritize and allocate resources
• Travel 30% - 35% (post Covid)
• Location: 100% remote (market flexibility)

PERKS

• Joining a certified B-Corp company that uses business as a force for good
• Comprehensive medical, dental, and vision package, including FSA program.
• 401K with 5% Match
• Flexible PTO Policy and 12 Company-paid Holidays
• Bi-monthly free Mustela & Babo product allocation
• Wellness and Phone Stipends
• Company Paid Volunteer Day
• Annual Corporate Offsite & Trainings
• Various Internal Initiatives throughout the year in line with our @B-Corp commitments: Health Week, Sustainable Development Week, etc
• Generous, fully paid Maternity & Paternity Leave
• Tax-free Commuter Benefits
• Joining a diverse, international team that promotes sustainability and inclusion