Sales Manager - GUERLAIN

Responsibilities Market Development

• Define and deliver the market development plan & brand acceleration strategy across channels and touchpoints
• Influence the brands strategy for the markets; in terms of assortment, representation, business model, distribution & agent selection / management
• Main contributor to the markets KPI’s: MS, MC, SISO, OPEX, A&P and Key influencer of trade strategy, spend and forecast.

• Build and nurture excellent ties with Guerlain’s agents and retailers and capitalize on it to serve the best interests of the brand
• Work hand in hand with the local agents and retailers to better position the brand in the market, while respecting the brands guidelines, DNA & long term strategies
• Establish daily/weekly/monthly drumbeats with regards to reporting, data collection and markets opportunities
• Engage directly with retailers to negotiate locations, trade terms, incremental visibility & evening that best serves the brands ambitions

• Define the SISO plan as well as the investment strategy & budget per market to deliver the target OP and MS aspiration of the brand
• Ensure the proper and approved A&P spending and timely reporting by the agent (BA’s, Bonuses, Commissions, Trade, POSM, Capex…)
• Handle ongoing negotiations and refinement of Price Structures, margins & other commercial conditions to elevate the brands profitability

• Coach and elevate the know how and technical skills of the sales coordinators within the team as well as cross functionally
• Management of a local team: retailer manager, field coordinator and Beauty consultants
• Build close relationships with brand managers and front liners in the markets linked to KPI’s and deliverables facilitating a better business performance