Helen of Troy
I was a national account manager, working on Helen of Troy’s beauty business at Amazon and Costco. I worked with our account teams to drive category growth, improve assortment availability, and ensure a great customer experience online.
Volume, but make it Titanium.
In all seriousness, I worked with my team to develop a compelling, differentiated product offering for Costco’s unique customer set that aligned with our internal team’s channel and product strategy.
This item saw continued success far outpacing our Costco buyer’s forecasts, which enabled us to get another item on-shelf and drive revenue for multiple quarters in a row. In total, we expanded our shelf presence by 200% year-over-year which helped our organization blow past its top and bottom line goals while I was on the team.
Amazon and Costco are wildly different retailers (not only because one sells a hot dog/soda combo for $1.5). My job was to make sure their orders were handled with the same level of detail.
Although both retailers operate incredibly large businesses in the US, their ordering cadences, volumes, and communication processes were wildly different.
I served as my team’s point person with our warehouse to ensure orders for both retailers went out on-time, never went stranded, and were received in-full by our customers. During my time managing our accounts, I helped reduce the number of stranded Amazon orders by 70%, freeing up warehouse capacity and bandwidth to better serve all of our other customers. For Costco, I developed a budget accrual process that gave leadership visibility into both order size/timing and financial assets that could be later used in contract negotiations and promotions.
How do you make a Drybar-achieved blowout even better? Let customers get the tools to enable said blowout through Amazon Prime!
Being one of Helen of Troy’s newest beauty brands, Drybar was previously on Amazon only in a limited, 3P capacity. My team’s job after I came onto the account was to transition from a 3P-managed business run by an outside agency to a 1P, fully in-house operation akin to our other already-successful Amazon brands (like Revlon and Hot Tools).
During the transition, I ran inventory visibility projects that helped us seamlessly transition our buy boxes from our 3P offers to our 1P offers, reducing the amount of lost revenue that can sometimes occur in such business moves. After our transition, I led order management workflows, including on-time and in-full analysis, which led to 15% monthly sales improvements for our newly-launched 1P items.
Timeline:
National Account Manager, eCommerce: November 2020-November 2021
I worked remotely out of New York City with my awesome team that was scattered across the country. Our division headquarters was located in El Paso, Texas.