Key Account Manager at Estée Lauder Companies

Job Overview

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Key Account Manager at Estée Lauder Companies

Key Account Manager at Estée Lauder Companies

Key Account Manager

Location: Johannesburg, South Africa
Job ID: 241595
Company: Estée Lauder Companies

Job Overview:

As a Key Account Manager at Estée Lauder Companies, you will play a crucial role in defining and executing the go-to-market strategy and commercial plan for the assigned brands. Your responsibilities include building strong relationships with retailers, driving the company’s position in the market, and owning key account KPIs.

Key Responsibilities:

Manages Key Accounts:

  • Build and nurture lasting relationships with Retailers/Pharmacies and their buyers.
  • Enhance ELC’s position and share in collaboration with Brand Managers.
  • Develop the retailer plan across ELC brands, aligning with brand strategies.
  • Explore new business opportunities with the retailer in consultation with brand managers.
  • Collaborate with corporate and brand teams to ensure alignment.
  • Evaluate the competitive landscape through regular site visits and external reports.

Delivers the Commercial Plan:

  • Support brands in defining go-to-market strategy and commercial plan.
  • Drive negotiations with retailers based on the commercial plan, in partnership with brand managers.
  • Manage execution and governance of KAM contracts.
  • Own key account KPIs, including gross sales, returns, and accurate estimates.
  • Achieve monthly sell-through and sell-in targets in cooperation with brands.
  • Work with internal stakeholders to secure correct forecast and delivery.
  • Evaluate retailer campaigns and provide feedback to brands.
  • Collaborate with eKAM to ensure 360 account management.



  • 8-10 years’ work experience in marketing/sales and/or retail business development.
  • Degree in Business Administration, Commercial Management, or equivalent.
  • Strong negotiation and analytical skills.
  • Good understanding of the competitive landscape, retail, and market.
  • In-depth knowledge of the country’s economic, political, social, cultural, and business landscape.
  • Previous experience in similar positions, point of sales, and/or commercial areas.
  • Proficiency in Microsoft Office applications (Word, Excel, Outlook, PowerPoint) and SAP.

Key Personal Characteristics:

  • Excellent interpersonal skills and strong influence capability.
  • High attention to detail and organizational skills.
  • Strategic, creative, and innovative mindset.
  • Decisive, able to make sound decisions under pressure.
  • Strong stakeholder management and interpersonal skills.
  • Enthusiastic, proactive, and positive approach to work.
  • Good business acumen with the ability to handle confidential information.

Note: Store visits are essential for this role.

If you meet these qualifications and are excited to be part of a dynamic team, please submit your application to [Specify Application Process].

Please write in English language.



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