Senior Director, Customer Business Development (CVS)

Job description

At Revlon, we create beauty innovations for everyone that inspire confidence and ignite joy every day. Breaking beauty boundaries is in our company’s DNA. Since its game-changing launch of the first opaque nail enamel in 1932 (and later, the first long-wear foundation), Revlon has provided consumers with high-quality product innovation, performance, and sophisticated glamour. Elizabeth Arden made waves as a woman-led beauty company in the 1920s. In 1931, Almay became the original hypoallergenic, fragrance-free beauty brand. Today, Revlon resiliently continues its legacy as a leading global beauty company. Our diverse portfolio—which consists of some of the world’s most iconic brands and product offerings in color cosmetics, skincare, hair color & care, personal care, and fragrances—is sold around the world through prestige, professional, mass, and direct-to-consumer retail channels. These brands include Revlon, Revlon Professional, Elizabeth Arden, Almay, American Crew, CND, Cutex, Mitchum, Sinful Colors, Creme of Nature, Christina Aguilera, John Varvatos, Juicy Couture, Ed Hardy and more. We honor our heritage, embrace change, and applaud diversity. We champion our employees and celebrate our consumers. We are Revlon, together, transforming beauty. **This role is a Remote Role: This is a fully remote position but candidates must be located in North East, United States, preferably by Rhode Island area with occasional travel up to 25% to customers or Revlon offices.** **Overview:** The Sr. Director, Sales is responsible for developing, executing, and fostering a collaborative business partnership between Revlon brands and CVS with accountability for delivering volume, share, profitability, and customer category growth objectives. This role leads customer strategy across all Revlon brands, builds executive-level relationships, and translates company and customer priorities into long-range plans, annual joint business plans, and actionable commercial programs. The Sr. Director is expected to challenge the status quo, identify new go-to-market opportunities, influence across merchandising, marketing, supply chain, store operations, finance, and digital/omnichannel teams, and mobilize internal cross-functional partners to deliver business results with excellence. **Responsibilities:** **1. Lead long-range planning and annual Joint Business Planning with CVS, aligning Revlon and customer timelines to maximize execution, growth, share, and profitability.** · Develop and maintain strategic relationships with customer leaders and buyers across merchandising, marketing, operations, supply chain, finance, and digital/omnichannel teams. · Identify and execute against key business drivers, including volume forecasting, category growth, POG strategy, secondary space, innovation, and promotional activation. · Lead long-lead customer planning to improve execution readiness and maximize in-market impact. · Effectively manage Market Development Funds and customer investment to support profitable growth. **2. Own annual gross sales and P&L delivery for CVS** · In conjunction with the VP Sales, develop annual volume targets, customer P&Ls, and investment plans. · Provide business updates to senior Revlon leaders on customer progress, strategy, risks, opportunities, and outlook. · Track volume, consumption, share, profitability, and investment performance, and make appropriate business decisions to deliver agreed-to targets. **3. Develop, implement, and monitor weekly and annual consumption plans for integration into the overall account business plan.** · Leverage customer, POS, syndicated, market, and competitive data to identify growth opportunities and risks. · Partner with Sales Insights, analysts, marketing, trade marketing, and finance to convert insights into customer-ready selling stories and action plans. · Track weekly/monthly performance versus plan and create close-the-gap plans where required. **4. Lead 4P execution and customer activity planning across product, price, promotion, and placement.** · Communicate weekly/monthly results, risks, and gap-closing actions with internal teams and customer stakeholders. · Develop and implement business-building strategies to capitalize on opportunities and mitigate risks. · Integrate Revlon/Elizabeth Arden corporate strategy with the customer’s go-to-market strategy. **5. Partner with Demand Planning, Inventory Planning, Replenishment, and Logistics to maintain accurate shipment forecasts by segment and item.** · Identify opportunities and risks for Demand Meetings and lead the demand planning inputs for Revlon and Almay Color Cosmetics. · Develop strategic plans to execute forecasts, address service challenges, and plan contingencies in partnership with replenishment and supply chain teams. **6. Lead, develop, and facilitate internal and external relationships in support of business objectives.** · Internal partners include Sales Insights and Strategy, Marketing, Trade Marketing, Finance, Demand Planning, Logistics, Inventory Management, and Customer Service. · External partners include Category Management, Store Operations, Beauty Advisor/Consultant Leadership, Supply Chain/Replenishment, and relevant digital/retail media teams. **7. Manage Market Development Fund (MDF) investment to support customer growth and account profitability.** · Determine investment needs based on business plans, ROI analysis, and customer growth priorities. · Analyze event ROI, gain authorization for incremental investment, track actual investment versus plan, and process account claims on a timely basis. · Manage the customer P&L to meet objectives set forth by CBD leadership. **8. Partner with Inventory Planning and Logistics to mitigate returns, markdown, and discontinued inventory risk.** · Manage timely shutoff of discontinued SKUs based on customer inventory position. · Implement markdowns where there is a financial benefit. · Review new item and bonus pack inventory allocations to ensure the right level of inventory is deployed by store. **9. Lead and develop a team of Customer Business Managers, Associate Customer Business Managers, Analysts, and/or broker support partners.** · Provide clear priorities, coaching, performance feedback, development planning, and succession support. · Build team capability in customer management, strategic selling, analytics, cross-functional influence, and executional excellence. **10. Provide channel leadership and support across planning, administration, partnerships, broker support, and collaboration within and across the broader Sales organization.** **11. Perform other related duties as required.** **Supervision:** - Direct and/or indirect supervision of Customer Business Managers, Analyst, and broker/customer support resource **Knowledge and Experience:** **Experience** · 10+ years of direct selling, customer business management, commercial strategy, or related CPG experience required; cosmetics/beauty experience strongly preferred. · Drug channel experience required or strongly preferred; experience managing CVS, Rite Aid, Walgreens, and/or comparable national retail relationships preferred. · Demonstrated experience managing customer P&L, gross sales, trade/MDF investment, forecasting, and cross-functional business planning. · Prior people leadership experience required, including coaching, performance management, and team development. **Strategic Thinking** · Demonstrated ability to identify short- and long-range sustainable growth opportunities based on an in-depth understanding of company and customer strategies. · Strong analytical skills with the ability to convert POS, syndicated, financial, and marketplace data into compelling sales tools and customer business plans. · Demonstrated ability to take appropriate risks as part of a comprehensive long-range growth plan. **Execution and Follow-Through** · Ability to drive for results and deliver flawless execution across multiple priorities and stakeholders. · Ability and desire to operate as a hands-on commercial leader while maintaining strategic ownership. · Demonstrated success proactively planning, tracking, and delivering results from strategy through execution. **Innovation and Creativity** · Experience developing new business-building ideas based on a deep understanding of customer business drivers, shopper needs, category dynamics, and go-to-market strategies. **Ability to identify white-space opportunities across innovation, merchandising, retail media, omnichannel, beauty services, and shopper engagement.** **Problem Solving** · Ability to anticipate potential issues and develop proactive solutions to avoid business disruption. · Ability to evaluate multifaceted issues and align stakeholders around the best course of action. **Communication and Influence** · Executive presence and ability to communicate effectively with senior customer contacts and Revlon leadership. · Ability to influence cross-functionally and align internal teams around customer priorities, business risks, competitive activity, and execution needs. **Systems and Tools** · Advanced Microsoft Word, Excel, PowerPoint, and Adobe Acrobat skills required; Access or data visualization experience a plus. · Experience with customer portals, POS/syndicated data platforms, forecasting tools, and financial planning systems preferred. **Minimum Requirements:** · Minimum Education Required: Bachelor’s Degree required · Minimum Years of Experience Required: 10+ years of direct selling or customer business management experience required; cosmetics/beauty and drug channel experience preferred. #LI-CH2 #LI-Remote **Revlon is unable to sponsor or transfer employment visas for this role; candidates must be legally authorized to work in the United States without current or future visa support.** The base pay range for this position is $170,000 - $210,000 / year; however base pay offered may vary depending on skills, experience, job-related knowledge, and geographic location. Certain positions may also be eligible for short-term incentives as part of total compensation. Employees (and their families) are eligible for medical, dental, and vision benefits. Employees are covered by the company-paid basic life insurance policy and company-paid short-term disability insurance (the benefit commences upon hire and allows for a portion of base salary for up to 26 weeks if you are disabled). Other benefits offered to employees include but are not limited to the following: long-term disability, supplemental life insurances, flexible spending accounts, critical illness insurance, group legal, identity theft protection, etc. Employees are also able to enroll in our 401k Retirement Savings Plan. Employees will also receive 4 weeks of vacation, pro-rated based on date of hire for the 1st year of employment and twelve paid holidays throughout the calendar year. Vacation will depend on role. 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