Lacoste Group

  • Digital Key Account Manager

    Job Locations UK-London
    Posted Date 2 weeks ago(8/3/2018 11:41 AM)
    Requisition ID
    # of Openings
  • Overview

    For Lacoste, Life is a Beautiful Sport!

    With a vision to be the leading player in the premium casual wear market, the Crocodile brand is today present in 120 countries through a selective distribution network. Two Lacoste items are sold every second in the world.

    As an international group gathering 10,000 women and men, Lacoste offers a complete range of products: apparel, leather goods, fragrances, footwear, eyewear, home wear, watches and underwear, all of them being elaborated in the most qualitative, responsible and ethical way.

    For more information:


    1. Purpose (why does the job exist within the organization?)


    The role of the e-Retail Key Account Manager is, on his/her e-perimeter, to drive a sell-through retail approach more than a sell-in one in order to develop a best-in-class sales and commercial organization for the company, while positioning the brand in the premium tiers of distribution.

    He/she ensures long term business accompanying our partners in compliance with guidelines and best practices to improve their sell-through.

    He/she is responsible to growth the business by taking orders in accordance with Brand guidelines, both quantitatively and qualitatively.

    He/she ensures the profitable growth of the sales, meeting and exceeding financial objectives and KPIs.

    Liaising with the Wholesale Director, he/she develops the business plan for existing and new customers and participates to the development of the network.

    He/she acts as a key leader to promote the brand position and to achieve the brand vision: to become the number 1 Premium Casual Wear brand, improving profitability and desirability while respecting the company’s values.


    1. Main activities:


    Commercial Management, Sell-in:

    • Negociate commercial terms with Key Accounts
    • Drive perimeter business to achieve and exceed aims and KPIs (Turn Over, penetration rate…)
    • Create and realize a medium and long term plan in his/her perimeter, forecast sales previsions and annual budget
    • Prepare, manage and follow-up of all the meetings with relevant accounts
    • Prepare and facilitate sales sessions with Key Accounts every season
    • Follow Pureplayers Key Accounts, analyse KPIs on a weekly/monthly basis (Sell in, Sell out, AVP…)
    • Operational follow-up (brochure creation, deliveries, logistics, Return negotiations, dedicated marketing budget…)
    • Product assortment creation following product strategy
    • Communicate consistently and transparently with the WS Director and relevant HO teams to highlight the state and the needs of the clients in order to meet brand objectives
    • Collaboratively work with and alongside the Wholesale Controller and Analyst achieving goals.


    Sales Development – sell-through

    • Uses the relevant tool and liaises with Supply & Operation Team to manage the replenishment in the most efficient way (increase sell-in and out during the season without damaging the next sell-in)
    • Manages and/or uses weekly reporting on Sell thru, deliveries and accountancy to drive the business
    • Maintain a schedule of consistent communication and regular trade meetings, in order to review current performance and identify areas for improvement
    • Ensure effective follow-up and action plans for all account using the wholesale tools
    • Express brand guide lines to our e-Retail Key Accounts in order to assure the perfect execution of VM standards, aligned with our Digital Flagship
    • Focus on sell-out accompaniment by improving VM standards, time to market, stock management, replenishment…
    • Build and maintain top-to-top relationships with customers to better understand their business priorities, and to deliver solutions that build customer loyalty while driving sell-through and protecting margin
    • Embrace and manage challenging client issues and channel conflict through a relentless ‘consumer-first’ approach
    • Ensure all our accounts respect the commercial policy (discounts, sales, Christmas, sales operations…)
    • Deliver professional and high quality responses to all external and internal customer enquiries


    Operations and legal coordination

    • Online product placement coordination every season (product sheet quality, shooting needs coordination, samples management, price list etc…)
    • Ensure full intellectual property compliance and full application of our selective distribution network.
    • Coordinate potential actions with group legal teams


    Marketing focus

    • Set up seasonal action plans
    • Set up Lacoste brand stores with partners websites and enriched content to boost conversion and ensure a premium identity
    • In charge of advertising with parthners websites: budget definition, campagne settings and optimisation…


    Prospection and development plan

    • Participate to the elaboration of an omnichannel development plan and a clear Mapping Coverage
    • Prospect new accounts in line with the brand strategy and the priorities given by the Wholesale Director
    • Deploy the Selective Distribution Policy on his/her perimeter


    Main skills, competencies and knowledge required :



    • A minimum of 5 years in wholesale sales experience and/or at least 2 to 3 years’ experience working for a pure player or managing pure players.
    • Good knowledge of the UK market is a must
    • Good knowledge of e-commerce, merchandising and marketplace management

    Business skills:

    • Global and strategic vision
    • Ability to understand, control and plan a business strategy
    • Analytical skills, organization and rigor, detail driven
    • Results oriented mindset
    • Strong customer satisfaction focus
    • Strong negotiation skills
    • Excellent communication
    • Apparel experience is highly desired, with emphasis on men’s and/or dual gender, as a very good knowledge of other lines (as shoes, leather goods, watches, glasses)
    • Office suit


    Interpersonal skills:

    Ambassador of 4 Company values: Collaborative, Accountable, Caring, Audacious

    • Strong and charismatic leadership
    • Creative and inventive spirit, able to offer new ideas in line with Lacoste’s strategy
    • Ability to teach thinking to his reports to make them grow and become responsible
    • Ability to communicate
    • Team spirit in failure and in success
    • Ability to challenge self-performances
    • Exemplarity behavior
    • Ability to give (positive and negative) feedback to his colleagues
    • Effective listening communication skills towards internal and external relationship
    • Actively research and suggest solutions and smart working practices
    • Decision making skills
    • open-minded about new ideas
    • Critical and constructive
    • Hands on person
    • Strong work ethics



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