Guaynabo, PR, Puerto Rico
Sales & Business Development
Full - Time
21-Jul-2021

Reports to: Senior Business Development Manager

Division: Consumer Products Division

Location: Puerto Rico

FSLA Status: Exempt

Job Type: Full-time

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 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. Responsible to lead the planning and coordination to ensure distributor’s appropriate execution towards brand development and consumer-oriented strategies. Establish a leadership and supporting role behind the commercial and sales capabilities improvement in distributors as well as keeping the liaison with the category management team 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, ATL/BTL calendar, 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 Category Management, Trade Marketing and Brand Management to ensure bdps are implemented while actively work with Business Analyst for accurate data and measurement.
  4. Lead innovation plan presentation with 6 months in advance, including clear strategic direction of the execution at the point of sale and 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. Develop and report sales forecasts for US sourced pre-packs and annual innovation portfolio (if applicable).
  11. Manage distributor efforts to ensure initiatives are respond to brand guidelines and trade marketing strategy.
  12. Manage distributor inventory and get involved in the analysis process to ensure correct mix, healthy stock and support with operational and supply process.
  13. Manage quarterly business reviews with the distributors while leading SWOT analysis and action plan.
  14. Manage accurate A&P investment based on plan and approved annual budget.
  15. Manage efficient accounting processes to recognize A&P investments, Pricing Discrepancies, Return Allowances, Damage Products and any other action that may apply.
  16. Monitor distributors' contract compliance as per company's policies.
  17. Perform any other job-related duties as required or that may arise in the future such as the effectiveness in T&E assignment management or assigned projects.
Effectiveness Competencies
  • Ambition

Description: 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

Description: 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’Oréal Competencies 

This position requires high level of leadership with influencing skills, planning, strategic vision, and perspective based on the following competencies:

  • Innovator

Desired level: Puts the consumer as the central focus. Challenges the status quo and strives for excellence. Innovates beyond the product. Seizes what is just starting and opens new ventures.

  • Strategist

Desired level:  Builds a shared vision and strategic frame. Creates strategic scenarios for growth. Leads transformation by aligning organization and human capabilities. Demonstrates sound judgement in decision making.

  • Entrepreneur

Desired level: Takes accountability with courage and transparency. Builds and manages a consumer/customer-centric organization. Give space initiatives and enables teams to take risks. Delivers both sustainable and short-term results with integrity.

  • Integrator

Desired level:  Fosters a climate of trust, and constructive confrontation. Develops collective performance of the team. Encourages transversal cooperation. Actively networks for effective stakeholder management.

  • People Developer

Desired level: Treats all individuals in a respectful and consistent manner. Leverages diversity. Stimulates learning. Empowers and develops individuals to contribute to their best.

Technical and/or Functional Skills 
  • 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
  • Excellent communication skills (Written and verbal in English and Spanish).
  • Possess strong interpersonal skills. Must be able to communicate with confidence to both internal and external customers.
Qualifications
  • Minimum five (5) years of experience in sales management related position or distributor focused on trade marketing is required. Experience working with Caribbean region and/or in the consumer goods or beauty Industry is preferred.
  • Bachelor’s Degree in Marketing, Business Administration or related disciplines.
  • Fully bilingual and fluent in English and Spanish.
  • This position may require traveling of 50-75% of the time.
  • Proficient in Microsoft Office programs including Excel, Analyzer and business applications.
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: 1/3 to 2/3
  • Walk: 1/3 to 2/3
  • Sit: Over 2/3
  • Talk or hear: Over 2/3

      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.

      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.