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Sales Lead, Off Price

Ralph Lauren
New York, New York, United States
Closing date
25 May 2024

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Job Details

Company Description
Ralph Lauren Corporation (NYSE:RL) is a global leader in the design, marketing and distribution of premium lifestyle products in five categories: apparel, accessories, home, fragrances, and hospitality. For more than 50 years, Ralph Lauren's reputation and distinctive image have been consistently developed across an expanding number of products, brands and international markets. The Company's brand names, which include Ralph Lauren, Ralph Lauren Collection, Ralph Lauren Purple Label, Polo Ralph Lauren, Double RL, Lauren Ralph Lauren, Polo Ralph Lauren Children, Chaps, among others, constitute one of the world's most widely recognized families of consumer brands. At Ralph Lauren, we unite and inspire the communities within our company as well as those in which we serve by amplifying voices and perspectives to create a culture of belonging, ensuring inclusion, and fairness for all. We foster a culture of inclusion through: Talent, Education & Communication, Employee Groups and Celebration.

Position Overview
Manage and nurture a mutually profitable business relationship with an assigned account structure that supports the Ralph Lauren brand strategy. Meet financial business plan by Brand/Account including excess sales, cut-ups, opportunity buys. Meet or surpass margin plans Support financial forecasting process to provide visibility on revenue & margin performance Ensure high level of professional and proactive communication with all levels of account management structure to drive business towards plan achievement Develop strong relationships with Inventory Management, Production, Operations, Finance and Account Services Partners Partner with Merchandising team to ensure seasonal assortments meet the business objectives and needs in collaboration with Buyers

Essential Duties & Responsibilities
Manage & achieve quarterly/annual excess & cut up sales & margin plans by account Own excess sell-off process including analyzing inventory lists, preparing internal & external documents, negotiating deals to deliver revenue & margin plans, order hand-off to Account Services, follow through to shipping and invoicing. Own Product Order-Placement Proposal process from start to end, responsible for accuracy in order management, ensuring clarity of information across RL Depts and account resulting in on-time shipments. Responsible for ensuring shipments flow and invoice to meet Plan objectives Develop monthly/quarterly/annual product flow files. Provide quarterly/annual forecasts to the Brand and Production per calendars Manage in-season business for each account via monthly update and review of rolling 12 Month plans. Develop and implement strategies necessary to achieve plan and improve future product performance Review and discuss Financial and Brand/Class market share analysis highlighting product and sales opportunities for each account (by region) Knowledgeable of sales trend, product performance and in-store execution by doing store visits and communication with accounts Analyze classification sales and purchase levels to realize opportunities for growth Analyze and develop seasonal strategy to support accounts' profitability objective for RL Review and document competition and product trend (i.e., brand, class, key item) via monthly competition recap report post store visits Be knowledgeable on Brand's full price business performance. Be able to speak to overall business trend and product performance Assortment Planning Collaboration: Provide Merchandising report out on performance and guidance on future growth and missed opportunities Execute final quarterly seasonal assortment plan presentation to accounts Own seasonal walk-through presentation, internal/external scheduling, be able to give the walk-through and speak to key strategies Account Management and Communication: Conduct monthly conference calls with account team Schedule, prepare, conduct, and document internal Monthly Business Review. Topics to include: Sales/Stock/Competition trend analysis and recommendation, turn performance, best/worst sellers Support in coordinating and presenting in management meetings to include: Scheduling meeting and internal pre-meets, Producing management meeting books, Recapping discussion, Execution of follow through Store visits to Off Price retailers, department stores, PFS, to gain full understanding of business needs: Develop Quarterly itinerary (VP approved) to visit key markets/doors. Objective is to spend an average of 1 day per week within each quarter in stores within territory. Focus on reviewing Assortment content, market share trends, overall stock issues, and overall retail execution. Reviewing visit findings with account & management Resolve all issues (Proposal delays, excess order management, etc) on a proactive basis Assist Account Services in effective management of Proposals, (monthly/quarterly forecasts), receipt flow and order fulfillment Lead Monthly call with Account Services to review forecasts and address risk; increase frequency as needed Expense/Allowance Control: Manage all direct expense items within/below budget monthly Plan all travel on timely basis and submit to Senior Director and SVP for authorization Submit all expense reports complete and on a timely basis

Experience, Skills & Knowledge
· 5+ years' experience in Fashion related industry · Strong retail analysis and computer skills · Strong product knowledge · Strong leadership skills · Strong interpersonal, communication and presentation skills · Strong negotiation and influencing skills · Highly motivated and organized · Ability to travel; flexibility · Able to work in RL's GFE, SAP, Open Text systems as needed to fulfill responsibilities #LI-MR1


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