Job Summary
The SEA Commercial Channel Manager is responsible for developing and executing customer-centric regional commercial strategies to drive sustainable and profitable growth of Estée Lauder Companies brands within Sephora across Southeast Asia. The role partners closely with Sephora regional and local stakeholders and internal brand, market and cross-functional teams to deliver Joint Business Plans (JBP), optimize trade investments, accelerate category and assortment productivity, and drive omnichannel growth. Through strong commercial acumen, data-driven decision making and disciplined execution, the role supports the company’s channel and brand objectives.
Reponsibilities
Strategic Key Account Management & Retailer Partnership
- Practice a strategic key account management approach to develop Sephora SEA partnerships and regional commercial plans.
- Manage day-to-day engagement with Sephora commercial and category stakeholders, including business reviews, proposals and negotiations within approved guardrails.
- Support annual Joint Business Planning (JBP), trading terms, retailer priorities and joint growth initiatives.
Commercial Performance & Business Growth
- Monitor sell-in / sell-out, target achievement and performance by market, brand, category, SKU and door; translate insights into action plans.
- Identify opportunities in distribution, hero SKUs, assortment, space productivity and category growth.
- Partner with commercial analytics resources to track forecasts, performance risks and corrective actions.
Joint Business Planning & Trade Investment
- Lead coordination of annual and quarterly JBP, regional commercial calendar and brand / market commitments.
- Evaluate trade investments, retailer media, promotional mechanics and activation proposals against business objectives and expected returns.
- Ensure follow-through on agreed initiatives and conduct post-activity effectiveness reviews.
Category, Assortment & Launch Management
- Coordinate Sephora launches, exclusivities, forecasts, merchandising and market readiness with brand and country teams.
- Use consumer, competitor and retailer insights to recommend assortment optimization and scalable category opportunities.
Omnichannel Growth & Consumer Activation
- Partner with Sephora and brand teams on offline / online campaigns, retailer media, CRM, sampling and consumer recruitment opportunities.
- Evaluate activation performance and share best practices across markets.
Regional Collaboration & Execution Excellence
- Drive standardized commercial ways of working and cross-market alignment with key account, Marketing, Finance, Supply Chain and Operations teams.
- Maintain clear accountability for milestones, decisions, risks and escalations; proactively recommend solutions.
- Guide assigned coordination resources and strengthen team capabilities and process efficiency.
Requirements
- Bachelor’s degree in Business, Marketing, Commerce or related discipline.
- Typically 5–8 years of relevant experience in key account management, commercial planning, retail business development or related functions; demonstrated capability is the priority.
- Prestige beauty, skincare, makeup or premium consumer goods experience preferred; Sephora or specialty beauty retail experience advantageous.
- Regional / multi-market SEA exposure, JBP, commercial negotiation and trade investment experience preferred.
- Strong Excel, commercial analytics, presentation and stakeholder management skills.
- Commercially driven, strategic and customer-centric, with strong ownership and sound business judgment.
- Confident negotiator and communicator, able to influence diverse stakeholders in a matrix organization.
- Analytical, proactive, agile and able to balance regional strategy with disciplined execution.
- Collaborative people leader who develops capabilities and delivers results through others.