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



  • 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



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


Key Competencies/Technical Skills

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


  • 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

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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