Job Title:  Wholesale Account Executive, NA

Date:  May 25, 2023

New York, NY, US, 10013

Full/Part Time:  Full-Time
Contract Type:  Regular/Permanent
Hours per week:  40

The Body Shop

When Anita Roddick founded The Body Shop in 1976, she had a vision. Business as a force for good – that’s us. Over 40 years later, we’re proud to be pioneering cruelty-free beauty every step of the way. We’re the original ethical beauty brand. We’ve got a thing for empowering people and enriching our planet. We’re all about keeping it real, in every way possible. Our activist roots remain a huge part of everything we do, from our iconic window posters to our vegetarian products to our infamous campaigns. We’re never afraid to stand up and speak the truth. We like to do things a little differently around here. 


The Body Shop, along with Aesop and Natura, is part of Natura & Co, a global, multi-channel and multi-brand cosmetics group that is committed to generating positive economic, social and environmental impact. Group owner Natura is Brazil's number one cosmetics manufacturer. Sustainable development has been the company's guiding principle since it was founded in 1969. In fact, this is an incredibly exciting time for The Body Shop. We’re fighting for what we believe in now more than ever. No holding back. Breaking the mould has always come naturally to us, and we need someone who’s not afraid to mix things up. 

Your role in a nutshell

Reporting to the Wholesale Key Account Manager (KAM) North America, this role supports the profitable growth of The Body Shop’s (TBS) key wholesale customers.  This includes existing customers -  Ulta Beauty & Military as well as new accounts as they come on board. Under the leadership of the KAM, NA, the Account Executive works directly with Wholesale customers to deliver short and long term business plans that deliver on TBS’s specific commercial and brand targets ultimately delivering sales volumes in line with targets/budgets and agreed investment levels. TBS operates on a hybrid office model of 2 days in office weekly.  Salary range for this role is 80-95K depending upon experience.

More about the role

Sales Delivery

Support in the delivery of the budgeted sales for the Wholesale channel managed in a way aligned with The Body Shop (TBS) brand and business goals.

Closely monitor both sell-in (order write) and sell-out of TBS products to ensure growth is sustainable and long term.

Provide visibility of sales trends (versus previous periods, across customer portfolio, product level and competitor level) and provide accurate trend analysis to align TBS financial expectations with the market realities and mitigate budgeting risks.

Account Management

Support KAM to manage relationship and business development of existing military account while supporting KAM with operational sales tasks related to Ulta account, and new business. 

Assist the KAM in building strong working relationships with key accounts and facilitate cross functional relationships to ensure accounts have the correct interfaces within TBS NA to deliver required results.

Support the KAM to conduct effective customer negotiations of portfolio, cost prices, promotional calendars, investment levels, and trading terms including all contractual agreements.

Validate customer promotional related invoices against contractual agreements and work with the KAM on promotional plan adjustments to meet sales and budget targets.

Execute a strong, collaborative business plan, guided by the KAM and customer, in line with the strategy of both organizations.  Manage day to day contact and participate in regular account field visits, both to customer's offices and sales locations. Approx. 20-30% travel to meetings and market visits.

Work closely with the immediate wholesale team and KAM to deliver excellent store execution through well planogrammed store fixtures, performing assortments, and quality brand representation.

Work with customers to maximize the TBS brand space opportunity.

Responsible for the completion and uploading of templates relating to new planogram resets, sampling activities, GWP (gift with purchase) activities, etc.

In partnership with the Wholesale team, ensure the TBS brand is represented on the customers' online channel in line with TBS brand guidelines.  Ensure the online content health is optimized through a continuous maintenance of product names, images, product details, reviews, star ratings, video enhanced content, and that the site banners are aligned to the marketing activation plans.

Responsible for working with the supply chain team to secure samples as well as products for GWP activations in line with quantities required and deadlines.  Also, responsible to send any samples to stakeholders as required.

Support the KAM on developing and implementing key customer related projects to deliver on pre-defined brand and budget goals.

Responsible for new vendor creation and set up within TBS system as well as manage purchase orders.

Market Insights

Collect data to analyze competitor activity, customer sales performance, measurement and evaluation of key promotional activities.  Present the organized data to the KAM in order to develop key global and local reports.  Share recommendations on how to deliver business growth with the customer.

Other Responsibilities

Support the growth of The Body Shop within the Wholesale channel.  This growth may come from existing customers or new business, new geographical expansion, addition of new product categories or other unlisted opportunities.

Assist in building strong working relationships with key accounts and facilitate cross functional relationships to ensure accounts have the correct interfaces within TBS to deliver required results.

Provide support for development and implementation of key customer events.


What we look for

Highly organized/detail oriented, strong communicator with ability to multi-task and prioritize in a fast paced environment

Positive and committed attitude

Strong aptitude for learning quickly and taking on new challenges

Embraces both big picture objectives and follows through on details

Self-starter who proactively suggests solutions and can troubleshoot on their own

Ability to analyze, summarize, and effectively present data

Excellent interpersonal skills with persuasive  and assertive approach

Must be flexible, work well independently, and have a team-oriented approach

Three years in a similar role within North America (NA), and beauty experience preferred

Working relationship with accounts such as Ulta, Sephora, or other key beauty channels preferred

Proven ability to deliver on sales targets and build relationships

Strong excel skills

Team player 

Talent Drivers

Personal Conduct
Collaborative Skills

Nearest Major Market: Manhattan
Nearest Secondary Market: New York City

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