- Under the supervision of the division GM, develop the division commercial strategy across brand portfolio versus distribution channels and retailers/clients optimizing growth and investments, ensuring the construction of timely, mutual beneficial Business Plans with clients.
- Organize its implementation in relation to brands, their commercial strategy and structure.
- Ensure the overall achievement of the division results: turnover, market share, profit.
- Embody the division towards retailers/clients. Conduct top management negotiation and overcome roadblocks as necessary.
- Ensure jointly with brand management that brands are correctly expressed within retail.
- Manage commercial structures within the division and anticipate necessary evolutions.
- Identify best practices in the commercial field and develop shared methodologies and tools to foster retail excellence.
- Build an efficient organization and ensure good communication flows between stakeholders (internally and externally).
- Coordinate the actions plans of the team, ensuring consistency and optimization across the customer portfolio / establishes arbitration "guidelines" with the division GM. Promote and secure effective communication between the multifunctional stakeholders inside the L’Oreal organization.
- Defines incentives system.
- Guarantees the upskilling of all Sales teams.
MASTERS COMMERCE FUNDAMENTALS
- Activates Business Drivers
- Pursues turnover and profit optimization
- Stays up-to-date with market, consumers& competitors
- Builds on categories Shopper insight
DEVELOPS CUSTOMER CENTRIC BUSINESS
- Collects and connects comprehensive knowledge about the retailer/prescriber/Salon
- Influences the retailer/prescriber/Salon
- Builds retailers development plans
- Manages intermediate agent relationships
- Adapts brand distribution strategy
- Collaborates across functions
BUILDS SELLING PROPOSITION & NEGOTIATE
- Builds Selling story
- Sets negotiation priorities
- Conducts Win-Win negotiation
- Ensures compliance
MONITORS SELL IN & SELL OUT EXCELLENCE
- Forecasts business with accuracy
- Drives Point of Sales field execution
- Follows-up & controls
- Masters brand selling scenarios
- Manages BA/DA staffing & relationship