Head of Sales

  • Company: Guerlain UK
  • Location: United Kingdom
  • Business group: Perfumes & Cosmetics
  • Contract type: Permanent Job
  • Function: Sales
  • Experience required: Minimum 10 years
  • Reference No.: GUER01630
  • Date of publication: 2019.06.13

Position


Welcome to a world of exploration!

For 190 years, Guerlain has explored, innovated and perfected in Fragrances, Skincare and Makeup. Our teams are inspired by creativity, bold initiative and a culture of "why not?". We are "Explorers by Nature" who preserve, develop and transmit our unique heritage. We boast a rich diversity of talented and committed people who show that luxury and sustainable development are compatible.

We do this "In the Name of Beauty" of our customers, our products and our planet


Profile

PURPOSE OF THE ROLE

To lead the Sales team in building strong partnerships with retailers and agreeing joint strategies to grow sales and profit, increase market share and enhance Guerlain's brand image.


MAIN RESPONSIBILITIES

1. STRATEGIC DIRECTION


Agree a 3-year vision and strategy for each retailer partner, outlining the ambitions to improve sales, profit and brand image, and the initiatives needed to achieve those ambitions. Coordinate other functions to ensure long-term objectives are aligned. Review progress quarterly to ensure delivery is on track, and adapt plans as appropriate.

2. ANNUAL PLANNING.


Agree and set annual budgets and plans to meet the objectives of the 3-year strategy. Negotiate commercial terms (eg. rebates, settlement, staffing budgets, FGTT) and retail tactics (e.g. trade marketing plan, distribution changes, staffing changes) to support annual budgets. Coordinate other functions to ensure budgets are aligned.


3. TRADING.


Monitor trading results on a weekly and quarterly basis to ensure performance is on track. Develop and deliver proposals to enhance performance ‘in flight', negotiating additional support as needed. Secure appropriate allocation and sell-in for new launches. Partner with other functions to ensure all retail opportunities are maximised.


4. P&L MANAGEMENT.


Drive the enhancement of the P&L for each retailer, in line with the 3-year strategy. Review spends against budget (eg. staffing, capex) monthly, addressing over/under-spends as appropriate to achieve profit targets.

ACCOUNT MANAGEMENT.

Act as primary contact for all communications with retailer partners. Develop engagement plan to enhance reputation of Guerlain within each retailer and continue to build close working relationships. Coordinate other functions as needed to ensure engagement plan is delivered.

6. TEAM DEVELOPMENT.

Lead, coach and motivate team to deliver great results. Develop the skills and capabilities of the team at both a group and an individual level, and build succession plan for long-term development.


7. PROJECTS.

Lead strategic, cross-functional or multi-brand projects/initiatives to drive business performance, coordinating activity across retailers and functions as required.


Additional information

 

  • Graduate level education
  • 7+ years' experience in UK market in Sales       (luxury goods or cosmetics experience is an asset)
  • Senior Management potential, with strong personal impact
  • Personal affinity with Guerlain
  • International / cross functional experience an asset but not essential
  • Good understand of and appreciation for the luxury goods industry
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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