Founded in 2002, Baobab Collection has experienced strong growth over the past several years. Now a leading reference in the high-end home fragrance market, Baobab Collection products are true decorative objects thanks to their strong identity. The brand is now positioned within a global and highly selective distribution network. It operates internationally through a combination of directly owned boutiques, carefully selected independent partners, and leading luxury department stores. This controlled presence across key global markets strengthens the brand's desirability, coherence, and high standards.
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Export Sales Director is responsible for the global management, performance, and development of the brand's distributor network. The role owns the export business end-to-end, from distributor strategy and performance management to partner selection, contract negotiation, and long-term market development.With a strong commercial and strategic focus, the Export Sales Director is expected to unlock growth in existing markets by reassessing distributor fit and performance, while also expanding into new markets where a distributor model is the most effective route to scale, taking into account local compliance, tax, and operational constraints.The role plays a critical part in shaping the brand's global footprint and ensuring consistent execution of its positioning across international markets.
Key Responsibilities1. Global Distributor Management & PerformanceOwn and manage the global distributor network across all export marketsAct as the primary point of contact for distributors, ensuring structured, professional, and consistent relationshipsDefine and monitor distributor KPIs (revenue, distribution, brand execution, inventory, compliance)Lead regular performance reviews, including revenue reporting, forecasting, and action plansEnsure timely and accurate distributor invoicing in coordination with Finance
2. Joint Business Planning & Market DevelopmentDevelop and manage annual and multi-year Joint Business Plans (JBPs) with distributorsAlign local market strategies with the brand's global positioning, image, and commercial prioritiesDefine distribution strategies by market (channels, doors, assortment, pricing)Identify opportunities to accelerate growth through improved execution, footprint expansion, or strategic refocus
3. Distributor Selection, Replacement & ExpansionIdentify markets where the current distributor setup is underperforming or misaligned with the brand's ambitionLead distributor replacement processes, particularly in Asia and Australia, including market assessment and partner exit strategiesProactively identify and evaluate new distributor partners in existing or new marketsBuild robust business cases and 3-year development plans for new partnershipsAssess partner capabilities across commercial, operational, financial, and brand criteria
4. Contract Negotiation & Financial StructuringLead negotiations on commercial terms, cost structures, and contractual frameworksDefine and agree pricing architecture, margins, marketing contributions, and investment levelsEnsure contracts support sustainable, profitable growth for both partiesWork closely with Legal and Finance to ensure compliance and risk management
5. Market Entry Strategy & Business Model AdaptationIdentify new market opportunities where a distributor model is the most effective route to entryAdapt the export business model to local regulatory, tax, and compliance requirementsDefine go-to-market strategies for new countries, including timing, scale, and investment levelSupport operational setup in new markets (logistics, compliance, onboarding)
6. Cross-Functional Leadership & Internal AlignmentAct as the export business lead internally, coordinating closely with:SalesMarketingSupply Chain & OperationsFinance & LegalEnsure internal teams are aligned on market priorities, forecasts, and execution constraintsProvide clear visibility on export performance, risks, and opportunities to senior management
7. Strategic Contribution & Growth AgendaContribute to the definition of the brand's international growth strategyContinuously assess market potential, competitive landscape, and distributor effectivenessProactively propose strategic initiatives to scale export revenue and improve profitabilityBuild a scalable export framework to support long-term growth
Core Competencies & SkillsCommercial & StrategicStrong experience managing international distributors in a B2B xjsrcvq or brand-led environmentProven ability to scale export or international business across multiple regionsStrong strategic thinking with hands-on execution capabilityExcellent financial and business case acumen
Negotiation & Partnership ManagementProven track record of negotiating complex commercial agreementsAbility to manage difficult conversations, including distributor exits or restructuringsStrong partnership mindset, balancing brand control and local entrepreneurship
International & Market ExpertiseDeep understanding of international market dynamics, particularly Asia-PacificExperience navigating regulatory, tax, and compliance challenges across marketsAbility to adapt business models to local realities while protecting brand integrity
Leadership & InfluenceStrong cross-functional leadership skills without direct line managementAbility to influence senior internal and external stakeholdersStructured, clear communicator, both internally and externally
Personal AttributesHighly autonomous and accountableResults-driven, with a strong ownership mindsetComfortable operating in ambiguity and building frameworks from scratchCulturally agile, with a global mindset
Experience & Education8–12+ years' experience in international sales, export, or distributor managementExperience in premium, luxury, or brand-driven environments preferredProven exposure to Asia-Pacific markets strongly preferredFluent English required; additional languages a plus