Guaynabo, PR, Puerto Rico
Sales
Full - Time
16-May-2022
POSITION SUMMARY

The Business Development Manager is responsible for leading the distributors plan and agenda towards a strategic approach within markets and tactical execution of all aspects of assigned Caribbean Islands region, excluding Puerto Rico. Will also be responsible for achieving annual sales volume target, fair share, profit objectives as well as Ethics policies compliance through distributor’s management practices and well-managed internal processes with finance, operations, and marketing areas. Also, leads the planning and coordination to ensure distributor’s appropriate execution towards brand development and consumer-oriented strategies.

Establishes a leadership and supporting role to drive the commercial and sales capabilities improvement in distributors as well as keeping the liaison with the Marketing & Education Teams in order to guarantee efforts are aligned and responds to business development plan.


KEY JOB RESPONSIBILITIES

1.    Achieve sales and marketing objectives with effective management of all applicable aspects towards portfolio strategy, A&P investment, accounting, operational process and distributor’s relation.

2.    Lead business development plan (bdp) with distributor based on the strategy for growth in assigned territories, to include new distribution, promotional events, dollar and unit growth for volume.

3.    Lead and coordinate efforts with Marketing & Education to ensure programs are implemented based on business, brand, and market needs (in line with available data).

4.    Lead innovation plan presentation with 6 months in advance, including clear strategic direction of the execution with B2B and B2C customers based on targeted portfolio sales weight.

5.    Lead coordinated trade visits to evaluate sales and marketing fundamentals (portfolio, price, distribution, exhibitions, promotions and planograms integrity).

6.    Develop and maintain high visibility and influence with key decision makers to advance business opportunities within the assigned region and distributors.

7.    Develop and maintain an account profile of all distributors, distribution channels, customers, including sales evolution, category weight and SWOT.

8.    Develop annual traveling plan managing monthly agenda to comply with cycle visits based on needs and requirements as well as required reporting. based on needs and requirements

9.    Develop and report accurate and timely market, trade and/or any relevant competitive data.

10.  Support Marketing in developing and reporting sales forecasts for US sourced pre-packs and annual innovation portfolio (if applicable).

11.  Support Education in establishing priorities for external educator and customer educational needs.

12.  Manage distributor efforts to ensure initiatives respond to brand guidelines and trade marketing strategy.

13.  Manage distributor inventory and get involved in the analysis process to ensure correct mix, healthy stock and support with operational and supply process.

14.  Manage quarterly business reviews with the distributors while leading SWOT analysis and action plan.

15.  Manage accurate A&P investment based on plan and approved annual budget.

16.  Manage efficient accounting processes to recognize A&P investments, Pricing Discrepancies, Return Allowances, Damage Products and any other action that may apply.

17.  Monitor distributors' contract compliance as per company's policies.

18.  Co-lead Annual Distributor Summit Development

19.  Understands distributors contract in terms and conditions inside out

20.  Tracks ROI of trade term investment buckets and constructively challenges them with distributors and/or end channel retailer as needed

21.  Identifies distributors strategic issues and competitive opportunities across the different business dimensions.

22.  Identifies long term common interests combining distributor strategy and opportunities with L’Oréal initiatives

23.  Complies with all Company policies and procedures, including but not limited to employee manual, ethical standards, health, safety, and security procedures.

24. Perform any other job-related duties as required or that may arise in the future.

FORMAL REQUIREMENTS

  • Experience: Minimum 5 years of experience in sales management related position or distributor focused trade marketing, preferably with the Caribbean region. Experience working in Consumer Goods or Beauty Industry within Professional Beauty Channels, preferred.
  • Education: Bachelor’s Degree in Business Administration or related discipline required.
  • Licenses and/or Certifications: N/A
  • Languages: Fully Bilingual: English and Spanish
  • Travel: This position may require traveling of 30-50% (Annual; varies by month according to travel calendar and business needs). 
  • Systems: Proficient in Microsoft Office programs (Excel-Intermediate, Word, Power Point, Outlook), Analyzer and business applications. Mobile and Digital frequent user. 

Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essentials functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the essential functions of this job, the employee spends specific time in the following physical activities:

    • Stand: Under 1/3 to 2/3
    • Walk: Under 1/3 to 2/3
    • Sit: Over 2/3
    • Talk or hear: Over 2/3
    • Walk up and down a flight of ladder: None

Also, the employee lifts specific weight following safety guidelines and policies established by the Company.

    • Lift up to 10 pounds: Under 1/3
    • Lift up to 25 pounds: None
    • Lift up to 50 pounds: None

Work Environment: The work environment characteristics described here are representative of those that the employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Work is performed mostly at interior / office environment involving sedentary work. Some work at exterior environment is required, involving walking and travel activities while conducting trade visits in the Islands. 

Technical and or Functional Skills
  • Communicates clearly and concisely in English / Spanish orally and written.
  • Excellent problem/resolution skills and an understanding of when, how, and where to escalate cases as required to meet defined objectives.
  • Must be able to work in a fast-paced dynamic environment, under pressure, and with a high degree of professionalism.
  • Must be comfortable in an environment of changing technologies and processes and demonstrate flexibility in adjusting to new ways of working.
  • Demonstrated track record of primary goal achievement, attention to detail and high level of motivation.
  • Ability to build and maintain positive relationships with internal and external customers.
  • Ability to work with other individuals and manage time effectively in delivering on activities and project commitments. Desire to work intensively at a precise level of detail.
  • In-depth knowledge of products/category
  • Research and market data analysis
  • Knowledge of competitors, markets trends and consumers
  • Financial knowledge (P&L, S21, Cost of Goods, sales forecasts)
  • Media planning knowledge
  • Ability to adapt advertising creative material
  • Knowledge of the brand
EFFECTIVENESS COMPETENCIES

·      Ambition

Desired level: Think big and ahead, set high ambition for oneself and for the company, and pushes oneself and others to do the extra mile to achieve exceptional performance.

·      Resilience

Desired level: Leverage an ownership mindset, sense of purpose and personal values to persist and sustain energy to bounce back. 

·      Empathy

Desired level: Actively listens, understands and respects emotions, and creates genuine and trustful relationships with a wide network of diverse people.

·      Judgement

Desired level: Balance intuition and analysis to cut through complexity and take sound decisions.

·      Learning Agility

       Desired level: Learn constantly by showing openness & curiosity, and the courage to step outside of comfort zone


L'OREAL LEADERSHIP COMPETENCIES

·      Innovator

Desired level: Builds knowledge on consumer. Seeks quality and excellence. Shows curiosity and imagines creative solutions.

·     Strategist

Desired level: Reasons from multiple perspectives. Integrates sustainability in his/her work. Conveys energy.

·      Entrepreneur

Desired level: Takes initiative with courage and transparency. Delivers results with integrity. Demonstrates responsiveness to internal and external customers.

·      Integrator

Desired level: Listens and communicates effectively. Develops co-operative relationships. Actively networks.

·      People Developer

       Desired level: Treats all individuals in a respectful and consistent manner. Recognizes and leverages diverse backgrounds. Takes charge of own development and fosters learning.

 *Ask us about our flexibility programs.


We are an Equal Opportunity Employer and take pride in a diverse environment. We do not discriminate in recruitment, hiring, training, promotion or other employment practices for reasons of race, color, religion, gender, sexual orientation, national origin, age, marital or veteran status, medical condition or disability, or any other legally protected status.

If you require a reasonable accommodation to complete an application for a recognized disability under applicable law, please email [email protected]. Please note this email will only respond to specific requests for assistance completing the application as a request for accommodation for a disability. All others will not be considered.








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