William Sinclair Executive Search is supporting its client, PUIG Group, a leading international player in the fragrance and cosmetics industry, in the search for its future Commercial Director Benelux & Netherlands.
PUIG Group owns a portfolio of iconic brands including Rabanne, Jean Paul Gaultier, Carolina Herrera, Byredo, Penhaligon’s, Dries Van Noten, among others.
This position is based in Brussels, Belgium.
Define and recommend the commercial strategy to the GM in order to get the best commercial achievements (Net Revenues), retail & trade marketing plan.
Indirectly accountable for market share, visibility and profitability objectives, challenging ROI of each of his/her levers. Manage a team of highly skilled professional with energy, determination and positivity.
Main functions and responsibilities
Support General manager in defining the commercial strategy in order to achieve quantitative and qualitative objectives and to get the best plan recommended and leverage by the Customer Development.
Define annual business plan and annual POS plan by retailer (Net Sales, Sales rebates, Sales mix, Promotional activity, Visibility, VMS, POS coverage). For all brands in all perimeters. Offline and online. DTC as indirect responsibility.
Define the negotiation strategy in line with GM guidelines.
As a business developer, identify new retailer opportunities, both offline and online.
Participate to the budget process. Accountable for Retailer budget (including trade spends).
Along with CODIR members, define and challenge the agreements counterparts to maximize business growth and qualitative brand elevation (retail kpis, marketing kpis…).
In positive collaboration with CODIR, support reflections in building the best launch plans, training program, S&OP agenda, affiliate agenda...
Execute
Prepare the commercial approach with KAMs and e-KAM in order to maximize revenue growth.
Present the commercial strategy to the clients & follows up its implementation all year long.
Participate to the negotiation rounds in support of the KAMs and e-KAM and optimize European agreements.
Prepare with the team the trade marketing plan for Y+1 according to GM and Customer Development guidelines. Negotiate coop envelop with retailer ensuring best ROI.
Recommend and implement correction plans if needed.
Challenge the status quo regarding Team organization & retailer attention model.
Lead the legal framework (SDA, Commercial agreements…) and ensure compliance. Undertakes corrective actions if required.
Participate to the budget process (NR, promotional costs, structure costs, marketing contribution) according to company agenda.
Ensure proper follow up of trade terms/spend/consumer spend and internal system workflow efficiency.
Indirectly follow up retailer payments via customer service.
Ensure close partnership with retail to maximize service rate and stock management.
Candidate profile
University degree in Commercial / Sales / Marketing.
15+ years of experience.
Strong knowledge in fragrances, sales team management, Brand development.
Solid professional experience as key account management (compulsory with leading retailers, experience in trade marketing is a plus.
Competencies: Accountability, Achievement Orientation, Service Orientation, Creativity for Innovation, Business Thinking, Analytical Thinking, Leadership & People Development, Management by Objectives, Personal Effectiveness, Teamwork & Cooperation, Relationship Effectiveness.
Languages: Fluent in English, Fluent in French and Dutch is a plus.
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