Commercial Director

  • Company: Kendo
  • Location: United Kingdom
  • Business group: Perfumes & Cosmetics
  • Contract type: Permanent Job
  • Function: Sales
  • Experience required: Minimum 10 years
  • Reference No.: KEND00052
  • Date of publication: 2018.10.10

Position

PURPOSE OF THE ROLE 

  • To form part of the leadership team of Kendo Brands UK, setting the vision and Sales strategy for the brands in the UK and Ireland in collaboration with the General Manager
  • Define and deliver retail sales and net results for the UK and Ireland in line with global strategy
  • Build and maintain effective relationships with key retailers
  • Manage and develop the National Accounts, reporting and Retail Field Sales team

Profile

MAIN RESPONSIBILITIES

Sales and Retail Management

  • Recommend overall Sales Strategy with all relevant trade-marketing programmes with all retail partners and corresponding budget investment, trading terms and conditions to ensure sales growth and profitability per brand.
  • On approval from General Manager, GM/VP's global and global finance, interpret and delegate business objectives into individual quantitative and qualitative targets to implement all plans.
  • Forecast sell-in targets for basic, promotions and new products by retailer and translate these into action plan to ensure targets are met
  • Analyse sales and financial results and make recommendations to address any relevant risk or opportunity.
  • Full budget responsibility for the sales department
  • Manage NFSM and the field sales team to drive retail growth whilst protecting and increasing profitability of every account 
  • Negotiate trading terms for all retailers.
  • Analyse and control strategies related to levels of consultant and store productivity / profitability. 
  • Work with the finance department to ensure accounts of all company targets are met including DSO, level of discounts and returns and level of stock per account
  • Manage the relationship with the Supply Chain team to ensure efficiency

Team Management

  • Manage National Field Sales Manager to achieve retail business objectives
  • Manage National Accounts team of "first in class" negotiators with a strong retail driver mentality
  • Inspire team to deliver excellence in retail
  • Continually review structure and processes to reflect brand ambition and recommend any necessary changes
  • Act as a Brand Ambassador for Kendo Brands Ltd with all retailers and external contacts 
  • Organise and deploy key communication processes internally with team, key stakeholders and externally with retailers to ensure awareness and efficient implementation of programmes and projects

 


Additional information

PERSON SPECIFICATION

Key Competencies/Technical Skills

  • Commercial Strategy and Negotiation
  • Management and development of people 
  • P&L Management
  • Strong analytical skills
  • Communication skills
  • Creative and innovative

Profile

  • National Account Management 
  • Experience at Senior Management level 
  • Experience of UK retail market place
  • Experience within the luxury, premium cosmetics business
  • Personal affinity with brand and products
  • International experience an asset but not essential
  • Presence and a charismatic style of leadership 

Key Leadership / Managerial skills

  • Customer and relationship focused
  • Managing vision and purpose
  • Team player
  • Ability to be both proactive and reactive
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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.

Discover the business group