Head of Commercial (Maternity Cover)

  • Company: Acqua Di Parma UK
  • Location: United Kingdom
  • Business group: Perfumes & Cosmetics
  • Contract type: Temporary Job
  • Function: Sales
  • Experience required: Minimum 10 years
  • Reference No.: ADPA00172
  • Date of publication: 2019.01.16


>  Lead and implement Commercial strategy with General Manager
>  Manage, recruit, motivate and develop commercial team
>  Plan, drive and monitor Acqua di Parma Net and Retail Sales targets ensuring the brand image is adhered to at all time.
>  Accelerate retail sales in key accounts by negotiating and implementing ambitious activity plan, space/location, store support and new store opening
>  Build effective relationships both internal and external, having in-depth knowledge of the accounts to ensure the development of the business.


>  Manage and develop field team ensuring consistency of business practices across regions and leading commercial team meeting
>  Review proposed individual wholesale and Retail Targets by store with the General Manager and Area managers
>  Manage the relationship with local store senior management along with the Area Managers and negotiate space, location and terms directly with independents department stores
>  Recommend, monitor and analyse Promotions and Events retail targets and plan for success with area managers, marketing and training team
>  Plan and monitor level of permanent and temporary staffing and manage relevant budget and agencies
>  Prepare and implement motivating and competitive incentive program
>  Measure, track and enhance retail sales productivity in all stores
>  Work closely with HR business partner to support the team
>  Manage and drive ROI of BC related cost centres
>  Produce retail KPI report on a monthly basis
>  Work with training manager to prepare and implement relevant Education plans for each channel
>  Ensure daily, weekly and monthly retail sales reports and analyses are accurate and share with UK team and relevant Head office departments
>  Review distribution opportunities with General Manager including potential UK boutique : ensure the distribution meet ARA requirements.
>  Develop, negotiate and implement an annual business plan for each designated Key Account in collaboration with the Key account executive
>  Lead the management of key accounts by means of regular business reviews, strategy meetings, and negotiation of annual commercial agreements.
>  Build effective relationships both internal and external, having a wealth of knowledge of the accounts to ensure the development of the business
>  Ensure accounts respect payment terms and achieve the company DSO targets.

Additional information

Key Leadership / Managerial Competencies

  • Results & P&L driven
  • Project Management and ability to manage complex cross functional projects. 
  • Commercial Awareness
  • Problem solving: A constant quest to improve the status quo and improve effectiveness, through identification and recommendation of solutions to resolve issues and maximize opportunities
  • Presentation Skills: Strong ability to articulate analysis into recommended action plans to senior management and retailers
  • Team player

Technical skills

  • Proven negotiation and influencing skills 
  • Strong communication skills 
  • Analytical skills and proven track record of attention to detail
  • Strong IT skills MS Office, Advanced Excel and PowerPoint 


  • Graduate
  • Substantial experience of retail management
  • Experience of Key Account Management 
  • Good understanding of retail principles and practices
  • Genuine affinity with the luxury good category


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