Senior KAM Direct Retailer Europe

Role Overview

As our Senior Key Account Manager Direct Retailers Europe, you are responsible for business sustainability and annual targets. You will own and execute the commercial plan to drive long-term customer development, grow Coty’s European market share, and achieve monthly/quarterly targets without jeopardizing other countries’ business. You will coach and share best practices, manage retailer relationships, analyze performance, and lead forecasting & planning to ensure alignment with demand and supply chain. In this role, you will manage Action and Normal European accounts, ensuring tailored strategies for each retail partner that drive growth and operational excellence.

Main Focus Areas

• Business Management Ownership (ca. 40% of daily time): Own and execute the commercial plan for long-term customer development and grow Coty market share with a European perspective. Achieve monthly and quarterly targets without jeopardizing business of other countries. Define and negotiate in-and-out listings, volumes, and net pricing with retail partners. Develop and manage joint business plans (JBPs) that maximize sell-in and sell-out while aligning with overall trade strategy.
• Retailer Relationship Management (ca. 40% of daily time): Manage top-to-top engagement with buyers, category managers, and commercial planners at assigned retail partners, building strong and collaborative relationships.
• Performance Analysis & Optimization (ca. 10% of daily time): Constantly review portfolio differentiation of Normal to protect European business units. Track and analyze sell-in vs. target, promotional ROI, and competitor promotions. Develop data-driven insights and recommendations to optimize future promotional activities.
• Forecasting & Planning (ca. 10% of daily time): Lead the forecasting process for promotional volumes, ensuring alignment with Supply Chain and Demand Planning. Partner with Trade Marketing and Category Management to develop compelling promotional plans that win at the point of sale (POS).

Working for Coty means you’ll get to work in a diverse environment with a team who are passionate about the work they do and know how to have some fun along the way.

You Are a Coty Fit

You bring Key Account Management expertise (5–8 years) with a focus on sell-in/sell-out within FMCG or retail, lead and coach teams to drive performance, plan and execute impactful promotions, apply strong commercial acumen and negotiation skills, and use analytical and reporting tools to generate actionable insights. You thrive in a fast-paced, diverse, and international environment.

• Key Account Management Expertise (5-8 years): 3-5 years in sell-in/sell-out focused KAM roles within FMCG or retail, 2+ years managing 2-3 key accounts, preferably within beauty/cosmetics, with a proven track record of exceeding sales targets, and demonstrable experience in promotional planning and execution. Experience with at least one of Coty's core categories (makeup, skincare, or fragrance).
• Leadership, Drive & Impact: Proven ability to guide and coach as a team player, foster collaboration and drive business performance, find solutions proactively and independently lead the business acting as an “owner”.
• Promotional Planning & Execution: Demonstrated ability to develop and execute successful promotional plans, including defining promotional mechanics, negotiating volumes and pricing, and optimizing ROI.
• Commercial Acumen & Negotiation: Strong negotiation skills, financial acumen, and understanding of category management principles. Experience negotiating commercial terms and trade investments with major retailers.
• Analytical & Reporting Proficiency: Proficient in Microsoft Excel, PowerPoint, and retail reporting tools (e.g., Nielsen, IRI, retailer portals). Ability to analyze sell-in data, track performance against targets, and develop actionable insights.

Our Benefits

• Competitive salary based on your qualities and experience
• Attractive benefits package

About Coty

Coty is one of the world’s largest beauty companies with an iconic portfolio of brands across fragrance, color cosmetics, skincare, and body care. At Coty, we celebrate the entire human kaleidoscope and cultivate a culture of fearless kindness. Join us in making over the world of beauty! 🦋