Area Manager Export Caribbean (MIAMI)

  • Company: Guerlain USA
  • Location: United States
  • Business group: Perfumes & Cosmetics
  • Contract type: Permanent Job
  • Function: Sales
  • Experience required: Minimum 2 years
  • Reference No.: GUER00864
  • Date of publication: 2018.04.26



  • Develop Guerlain Export Business in Area (Caribbean islands)
  • Gain Market share in each country and regional level, Increase profitability per account and regional level
  • Contributes to increase qualitative NS & Sell-out & brand profitability of agent thanks to: -Motivation retailers (owners, buyers etc) -Identification of opportunities to develop the business and grow faster than competition -Motivation of BC -Inventory control -Maintaining Prime Image
  • Collects, analyses and exploits data in order to improve management decision and contribute to the commercial orientations


  • Full P&L Responsibility, Preparation of the Budgets per account
  • Follow up of WHS &Sell-out & inventories for analysis and proper re-order of basics by line and by client
  • Forecasts new campaign by client by reference according to historical sales and product potential
  • Follow up payments and DSO  Business Plan analysis and update
  • A&P budget follow-up and monitoring. Overinvestment negotiation
  • Productivity analysis : door and BC productivity, Agent P&L to be studied



  • Negotiation skills: sell-in, sell-out, spaces, terms
  • Excellent understanding of Retail
  • Financial agility: P&L, Business Plan
  • Ability to handle and motivate people
  • Self -disciplined, sense of organization and analysis skills.
  • Excellent communication skills, oral and written.
  • Business oriented, results driven
  • Ability to adapt to changes and different cultures
  • Languages: English and Spanish required; French and Portuguese a plus

Additional information


  • Negotiation of space and positioning, personalization.
  • Negotiation of Marketing Strategy previously coordinated with Marketing
  • Preparation of the retailer's trade plans
  • Negotiations and execution of strong animation plans with retailers (HPPs, SPPs)
  • Define and execute training plan with Regional Trainer in order to ensure that BAs are well trained on novelties and basics.
  • Develops Sales & Market share per door
  • Recommends BA's incentives programs
  • Follow up implementation of merchandising instructions


  • Analysis of the profitability of each account in order to propose smart investment supports.
  • Establishes sales & expenses budget per account.
  • Insures payment by the clients in the given credit terms
  • Contributes to P&L profitability by account

Perfumes & Cosmetics

A major player in the perfumes, make-up and skincare markets, the Perfumes & Cosmetics division groups together major historic Houses as well as young brands with strong potential.

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