The L'OCCITANE Group is a global, natural and organic ingredient-based cosmetics and well-being products maker, producer and retailer.
The Group is built on strong values of entrepreneurship, team work, respect and authenticity. It is committed to developing products that are environmentally friendly and sustainable.
The Group has eight brands : L'OCCITANE en Provence, Melvita, Erborian, L'OCCITANE au Brésil, LimeLife, Elemis, Sol de Janeiro and Grown Alchemist.
With a presence in 90 countries, our products are distributing in more than 3,000 stores in the world.
You are infused with a highly collaborative approach and entrepreneurial mindset? Apply now and join us!
CONTEXT & MISSION :
We are looking for a highly motivated Sales Manager Export & B2B EMEA to join our Export team!
In this role, you will be responsible for the sell in, sell out and profitability of the area.
The position is based in Plan-Les-Ouates (Geneva) and reports to the Head of Sales Export & B2B EMEA.
MAIN RESPONSABILITIES :
1. Sales Management
Animate the network of distributors in your area and optimize commercial relationship with each distributor;
Define annual roadmaps by market along with Trade Marketing, Retail Training and Digital teams to ensure the budget is reached;
Analyze and ensure competitive intelligence by main market to propose recommendations to influence strategical decisions of the distributor;
Define commercial strategy by market (number of doors, channel mix, commercial conditions) and build up 5-year plan based on opportunities of growth;
Based on market opportunities, follow up the roll out of store opening plans. Ensure the success of new openings and renovation by collaboration closely with designers, buyers and logistics teams;
Negotiate annual business plans with each distributor;
Visit frequently the markets to ensure the quality of the retail and wholesale network is respecting our brand standards;
Ensure the success of e-commerce launches and performance, and follow up sales along with Digital team;
Elaborate price list according the company policy and ensure the respect of price locally;
Ensure the team structure of the distributor is relevant to reach the objectives;
B2B : identify growth opportunities among the distributors, prioritize and focus on high potential markets;
Support the Brand Manager of each distributor and make sure of its integration in L’OCCITANE’s team.
In collaboration with Controlling team, elaborate, propose and control the annual sales and expenditure budget of the area;
Follow up closely the turnover and profit of the area considering the annual budget;
Monitor the performance of the area, propose adjustments of the strategy if needed to reach the objectives;
Ensure the ROI of new store openings and renovations;
Monitor distributors credit limits and make sure payments are received on time;
Control the profitability of marketing activities;
Elaborate, negotiate and implement the annual marketing plan with each client in collaboration with Trade Marketing team;
Monitor the merchandising policy in the area;
Elaborate training plans with Retail Training and Trade Marketing teams;
Monitor constantly the markets and brand positioning of our brand and competition, by organizing, analyzing and controlling the reporting of the distributors in collaboration with Trade Marketing team.
Ensure the follow up and negotiate the renewal of the contracts;
Elaborate new contracts in collaboration with Legal team;
Follow up actions against grey market.
HOW YOU CAN FIT :
5 years’ experience in a similar role in Wholesale & Retail;
Fluent in English, French is a strong plus;
High level of autonomy & proactivity and will to take ownership in a fast-paced, entrepreneurial environment;
Excellent interpersonal skills with the ability to work collaboratively and develop strong relationships at all levels and across functions;
Strong customer centricity mindset and business acumen, results focused, proactive problem solver;
Solid analytical skills with the ability to define long term strategies;
Strong organizational skills with the ability to manage conflicting priorities with a hands-on approach;
Appetite for change and challenges and at ease in an international environment with remote & multicultural teams;
Travel requirements : willing to travel up to 30 %.
STARTING DATE : TBD
CONTRACT TYPE : permanent
L'OCCITANE is an equal opportunities employer. This means that, when making decisions about our employees' careers with us, our main considerations are their ability to do their jobs and develop in their roles.
One way we cultivate change is by creating a more diverse and inclusive workplace and organisational culture. As part of this, we are committed to building an environment that is free from discrimination and harassment where everyone feels respected and valued.
We recruit positive-minded people who share our core values and our commitment to sustainability.