Selling Optimisation Manager
Estée Lauder Companies Corporate Departments
London, United Kingdom
4d ago


A key UK strategic initiative is the delivery of the 5 Year DSE & Productivity targets.

GOAL : Realise efficiencies to move :

Total Selling from 16.5% FY18 to 13.1% FY23

DSE from 12% FY18 to 9.4% FY23

These are ambitious targets against the backdrop of the following opportunities :

Visibility : Opportunity to improve current financial and operational reporting to support store / brand & Retailer visibility of productivity mgmt.

Targets linked to consumer proposition : Opportunity to develop productivity targets based on the brand consumer proposition and develop a consistency in performance against these targets.

Best Practice sharing : Opportunity to enhance the identification and sharing of best practice within brand and cross brand.

Strategic Alignment : Opportunity to align the demo budgeting and productivity management with the strategic intent of the Region and the Retailers.

Retail Discipline : Develop a consistent approach to managing profitability ratios for freestanding stores and retailers operating a % cost to sale agreement.

This role is looking to develop the capabilities across the UK to support the delivery of these strategic targets.


Supporting brands and the region in the delivery of Direct Selling Expense & productivity objectives.

Developing UK capability and reporting visibility that supports the planning and delivery of DSE & Productivity targets at a regional, brand and a retailer level that are consistent with brand consumer proposition.

Identify and support the development, sharing and implementation of best practice in relation to productivity planning and management across the region.

Identify new tools / approaches to support the delivery of the DSE targets and effective use of resource , including :

Working with HR on the development and trial of new staffing models

Working with the Project team support the implementation of WFM (development and implementation of WFM will be owned by the Project team)

Reviewing potential efficiencies within the ELC field teams (Project Fuel)

Other projects as identified.


This role is accountable for ensuring that the tools & capabilities are in place to support, challenge & monitor performance against the DSE and Productivity Targets, and develop tools to optimise retail resource.

Specifically the role will be responsible for :


  • In conjunction with Finance and Master Data teams, support the development of the data collection, cleansing, storage and reporting capability that supports a greater visibility &
  • understanding of the costs, trends and drivers that support the regional, brand and retailer DSE costs and productivity targets.

    Enabling a regional reporting by Brand, by retailer and by size of store.


    Develop, share and promote external and internal best practice that supports the consistent embedding and optimization of efficiency and effectiveness in terms of staffing levels and productivity

    Work with and educate brands to develop capabilities and a better understanding of what an optimized productivity model looks like from a consumer experience and a financial perspective and how it will help them deliver their business objectives

    Develop the framework (processes, reporting and communication) that leverages the WFM capability across the region and brands.


    In conjunction with other relevant business functions identify, develop and / or support the implementation of tools and / or approaches to enable the delivery and optimization of DSE

  • Workforce management
  • Implementation

    Support for implementation and adoption of WFM in stores (Development and delivery of system is owned by project team).

    Own the interface with Retailers (in conjunction with Commercial team) for the introduction, piloting and implementation of WFM in wholesale doors.

    Support the project team in working with Brands and HR to develop a more flexible right sized’ store resourcing to deliver the WFM benefits case.

    Day to day system management of WFM owned and run by Retail Ops.(TBC where this should sit within the organisation)

    Support the regional development of the WFM system.

    Supporting the development of the forecasting accuracy capability within the WFM system.

    Work with relevant parties (Retail Ops, Brands, HR) to ensure that the workload models and drivers within the WFM system are fit for purpose and regularly reviewed.

    New Staffing Models

    In conjunction with HR, brand teams and retail partners, develop and test different staffing models.

    Review the approach to staffing on new doors.

  • In conjunction with Commercial team, work with retail partners to agree productivity targets, trial of new staffing models, implementation of WFM etc.

  • Review the role of the ELC field team, utilizing the learnings from Project Fuel (North America), and identify potential efficiencies for the UK region, without compromising on the Consumer facing activities.


    Skills and Processes working with HR and brandsReview role of POS, current capability and future role requirement, and document within a new job descriptionDefine how performance and capability is measured against agreed role

    Motivation and IncentivesReview the role of performance related reward and recognition programmes play in driving productivity (team and individual)In partnership with HR and brands review current recognition and incentive programmes, and develop and test new formats that deliver a return on investment.

    The role is NOT accountable for the delivery of the DSE targets this is the Brand Managements accountability.


    UK GIS

    UK Strategy Execution - WFM

    Internal Groups Global Fuel / ROS

    External Retailers

    Closing date for applications : 1 August 2018

    Strong commercial acumen

    Strategically focused with strong critical thinking

    Excellent numeracy and analytical skills

    Experienced negotiator and influencer

    Builds and develops collaborative relationships with retailers and colleagues to maximise business opportunities and resolve issues

    Excellent communication skills, written and oral

    Works effectively under pressure and to deadlines

    Excellent working knowledge of Microsoft Excel, Word, PowerPoint, databases and digital online ability

    Demonstrates passion and commitment

    Is proactive and positive

    Demonstrates learning agility, flexibility and positive attitude

    Shift : 1st (Day) Shift

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