Associate Director/Director, Business Development - Retail

  • Company: Fresh
  • Country/Region: United States
  • Business group: Perfumes & Cosmetics
  • Contract type: Permanent Job
  • Function: Retail
  • Experience required: Minimum 10 years
  • Reference No.: FRSH00233
  • Date of publication: 2019.09.26



In this newly created role, the Associate Director/Director, Business Development, will be charged to liaise with the countries to build a localized commercial retail strategy per channel while in accordance with the Global Marketing vision and plan. This is includes coordinating new market and new store openings, setting promotional and pricing strategies, developing assortment strategies per country and implementing commercial and retail performance tools, all to drive retail excellence and performance globally. Reporting to the Senior Vice President, Global Retail, the Associate Director/Director, Business Development will be the main point of contact to the sales teams across countries.





  • Liaise with the countries to create a localized commercial strategy per channel and adapt to retailers per country
  • Build global retailer presentations relevant per market & ensure brand consistency
  • Ensure retailer tools and plan are provided in time
  • Follow up on sales per retailer per channel and adapt offers such as exclusives
  • Act as the voice of the countries' sales teams during the global 360 committees


  • Design opening guidelines for new shops or new retailer partnerships (Follow up all activities from 12 months prior and leading up to
  • buzz build up on opening day)
  • Ensure proper commercial and retail conditions are met prior to each new market opening
  • Provide opening pack and animation guidelines per country/ channel / retailer
  • Share best practices for building strong retailer partnerships in the long run
  • Ensure relevancy of guidelines according to client profiles (languages, animation plan, visibility, etc)


  • Liaise pricing strategy according with markets in coordination with finance teams & marketing positioning
  • Ensure relevant promotions are implemented per market: research market specificities and build guidelines
  • Coordinate sampling operations as well as guidelines per channel and retail processes (in partnership with marketing and education teams
  • Ensure gifting is part of every channel and visible in each store - liaise with marketing and VM on the availability of tools and services to serve needs


  • Conceive sales tools for business follow up and ensure coherence and use across all markets (KPI guidelines, reporting frequency, corrective actions & feedback)
  • Analyze sales data received from the finance team and take corrective actions accordingly
  • Continuously provide markets the necessary data and central guidelines to pilot their business
  • Closely pilot the performance of the top 30 stores and provide constant feedback


  • Segment a specific assortment per country and per channel in accordance with the country sales managers and deploy localized planograms
  • Ensure relevancy of assortments per store and liaise with sales directors per country
  • Check coherence across markets and share best practices
  • Ensure coherency across grouped/categorized stores in terms of assortment and top SKU visibility
  • Ensure impeccable implementation and coherence across top 30 stores


  • Coordinate sales needs per country and voice them to global team
  • Liaise the sales summits and workshops which will occur during WW meetings
  • Collect and analyze feedbacks from sales teams and share best practices

Additional information

  • Bachelor's Degree in Finance, Economics, Business or related field; MBA preferred but not required
  • Minimum of ten years' experience in a global business development role
  • Excellent business acumen and analytical skills
  • Results-oriented & ability to take fast decisions and necessary corrective actions
  • Commercial knowledge acquired from a previous Key account, trade marketing or field role
  • Excellent knowledge of the retail skincare industry
  • Strong communication, presentation and organizational skills
  • Ability to collaborate with various business partners effectively and manage by influence
  • Autonomous and rigorous
  • Highly resourceful, flexible and ability to solve problems in a timely manner

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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