National Account Manager

Role overview

This role sits within the Commercial department in Kensington, London, and reports to the Senior Commercial Manager. The National Account Manager is responsible for overseeing a defined portfolio of retail partners for Dior perfumes and cosmetics. The position focuses on strengthening retailer relationships, shaping joint business plans, and delivering growth in market share, profitability, and brand perception.

Strategic planning

You will support the Senior Commercial Manager in setting a three-year direction for each assigned retailer. This includes reviewing progress every year, checking whether plans remain on course, and suggesting adjustments when needed.

Annual budgeting and planning

Part of the role is to help shape annual budgets and plans that support the long-term strategy. You will also assist with negotiating commercial terms and retail execution plans, including trade marketing, distribution, and staffing, to secure the investment needed to meet annual goals.

Trading performance

You will track and assess trading performance on a monthly and quarterly basis across retail sales, gross sales, net sales, stock levels, returns, and DSO. Where performance needs improvement, you will prepare and present proposals, work through additional support, and collaborate with other teams to maximise retail opportunities.

Profit and loss management

The role includes improving the P&L performance of selected retailers in line with the long-term strategy. You will review expenditure against budget each quarter, covering areas such as staffing and capex, and take action where spending is above or below plan so profit objectives are met.

Inventory and launch planning

You will work closely with Operations to forecast quantities for new launches and present each launch journey to retailers to secure the right level of sell-in. On a monthly basis, you will review sales, sell-in, and stock cover with each retailer, resolve stock issues quickly, and keep the Senior Commercial Manager informed of any concerns. You will also authorise RGAs where needed and maintain an accurate RGA log.

Account management

This position involves monitoring customer payments and overdue balances alongside the Finance team, escalating concerns when necessary. You will act as the main point of contact for communications with the assigned retailers and help maintain strong, productive relationships.

Projects and initiatives

You will lead priority initiatives that improve business results, coordinating activities across retailers and internal teams to ensure delivery on time and within budget.

Profile

The ideal candidate will bring at least three years of experience in luxury goods, cosmetics, or retail, with a strong commercial background in make-up. A graduate-level education is expected, along with a good understanding of the luxury sector and a genuine connection with the Dior brand and product range. You should be confident using MS Excel, PowerPoint, and Outlook, and be ambitious, entrepreneurial, and willing to push for commercial growth. A strong interest in beauty trends, sell-in and sell-out performance, and evolving consumer behaviour is important.

Key competencies

The role calls for strong negotiation skills, the ability to influence stakeholders, solid analytical thinking, commercial creativity, digital awareness, and operational excellence in forecasting and stock management.

Additional information

The preferred candidate will be commercially sharp, self-starting, and enthusiastic about identifying opportunities and challenging the status quo. They should be comfortable building retailer partnerships, working with digital and influencer-led activity, and managing stock with precision while driving sell-through.

Working details

Department: Commercial
Location: Kensington, London
Reports to: Senior Commercial Manager