Sales Manager Export Erborian

vor 2 Monaten

Genf, Genf, Schweiz L'OCCITANE Vollzeit

About L'OCCITANE

L'OCCITANE is a leading international manufacturer and retailer of premium and sustainable beauty and wellness products. The company operates in 90 countries worldwide and has 3,000 retail outlets, including over 1,300 of its own stores. Within its portfolio of premium beauty brands that champion organic and natural ingredients are: L'OCCITANE en Provence, Melvita, Erborian, L'OCCITANE au Brésil, LimeLife by Alcone, ELEMIS, Sol de Janeiro and Dr. Vranjes Firenze.

Our Mission

L'OCCITANE is committed to investing in communities, biodiversity, reducing waste and to finding sustainable solutions to create a better and healthier planet. The company's mission statement is: With empowerment we positively impact people and regenerate nature.

About the Role

We are seeking a highly motivated Sales Manager Export EMEA to join our Erborian Export team. As a Sales Manager, you will be responsible for the Erborian sell-in, sell-out and profitability of the area. The position is based in Plan-Les-Ouates (near Geneva) and reports to the Head of Export Erborian.

Main Responsibilities

  • Account Management
    • Animate your distributors portfolio to build long-term business partnerships in collaboration with Marketing and Learning & Development teams.
    • Ensure distributors satisfaction by providing the best support and through frequent follow-up calls.
    • Visit frequently the markets to understand its evolutions, and to ensure the quality of the wholesale network respecting our brand standards.
  • Sales Strategy & Development
    • Define distribution strategy by market (number of doors, channel mix, commercial conditions) and build a 3-year plan based on opportunities of growth.
    • Elaborate price list and commercial terms according to the company policy and ensure the respect of price locally.
    • Define annual priorities and projects by markets in collaboration with Marketing and Learning & Development teams.
    • Ensure continuous Growth: Define a strong development plan to help the Same Store growth.
    • Prospection: Look for opportunities to distribute the brand all over the world.
  • Negotiation
    • Negotiate Annual Business Plan (ABP) with each distributor, including the sales target (sell-in and sell-out) by channel and the renovation plan.
    • Negotiate commercial terms with distributors when necessary in order to improve profitability.
    • Ensure the execution of contractual terms, including the protection of the distributor's exclusive rights on the territory (follow-up actions against grey market).
    • Negotiate the renewal of the contract terms and follow up the drafting of contract in collaboration with Legal team.
  • Budget & Sales Follow-up
    • Elaborate, propose and control the annual budget of the area including net sales and expenditure in collaboration with Finance team.
    • Monitor distributor forecast with the demand planning team & marketing team. Work on buffer for export zone according to opportunities.
    • Follow up closely the turnover vs budget. Monitor and assess the performance of the area and each distributor, propose adjustments of the strategy if needed to reach the objectives.
    • Improve reporting tools and bring continuous improvement to our way of working. In collaboration with Marketing, Digital and Learning & Development teams, closely follow up the sell-out and reporting by markets, and update priorities and project if necessary to ensure the budget is achieved.
    • Monitor distributors credit limits and make sure payments are received on time.

Requirements

  • +5 years' experience in a similar role in wholesale in an international environment.
  • Fluent in English, French is a plus.
  • Travel requirements: willing to travel up to 30-40%.
  • 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.

What We Offer

  • Working for a unique company, strongly committed towards the planet and the people (B Corp certification).
  • Working with passionate colleagues coming from all over the world.
  • A unique culture centered around entrepreneurship, where everyone is expected to collaborate, experiment & move fast.
  • Internal mobility opportunities.
  • Monthly allocation & discount for store products.
  • Attractive Social Insurances coverage.
  • 5 weeks annual leaves & 3 extra-days offered as public holidays.
  • Flexible and Hybrid Work environment.
  • Attractive Parental Leave Policy.
  • Public transportation allowance.

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