Sales & Marketing Manager TR & EXPORT PACIFIC

  • Company: LVMH Fragrance Brands France
  • Location: Australia
  • Business group: Perfumes & Cosmetics
  • Contract type: Permanent Job
  • Function: Sales
  • Experience required: Minimum 2 years
  • Reference No.: LVMHFB00730
  • Date of publication: 2018.11.30


>  Grow the sales and operational results in the Pacific Islands

>  Grow the ANZ TR and Export business implementing PR, digital and conventional media as well as global marketing initiatives to increase the brands' visibility and as a result their notoriety, making GIVENCHY & KENZO top of mind brands for ANZ customers

$55,000 - $65,0000 per annum


>  Set sales target: assume accountability for sell-in and sell-out objectives for Pacific Island accounts
>  Maximise sales and profitability by:
- negotiating trading terms and in store visibility (space & location), to ensure profitability to be validated with Oceania Regional Manager
- enhancing the P&L for each account in the Pacific Islands by outlining retail and net sales, DSO, operating profit, returns, marketing/PR/media/BC & capex budgets
>  Monitor stock and discontinued items and negotiate cleaning plan with retailer when needed (discounts, spiff incentive, etc)
>  Forecast sales products & POSM items to be on line with budget and with zero left over
>  Plan T&E budget for store visits in the Pacific as well as ANZ TR & Export POS

>  Organize new launches animations by:
- negotiating trade calendar with retailer
- setting sales target and negotiating additional orders
- developing & shipping POSM
- planning GWP mechanics
- implementing staff incentive and following up after results are communicated
- being crafty: no proper animation areas = need to come up with ideas that are new to this market, such as spray girls
>  Implement initiatives to sustain bestsellers all year such as the Poppy Days, roses distribution (Live), etc

>  negotiate media opportunities (time slots and costs) for in store screens, windows, press advertising in local magazine (FOC) and follow up with collaterals and visuals production
>  create strong relationships with local influencers (meeting during market visits, product seeding) to gain brand visibility on social platforms
>  send social assets to retailer on a regular basis to gain visibility on their Facebook pages

>  be alert to find new opportunities to promote new launches (ex: sampling samples with local my beauty box)
>  Create and communicate updated planograms twice a year (30 POS x 2 brands)
>  Update transparencies twice a year for 30 POS for both brands following brand guidelines
>  Prepare, update and adapt all training tools
>  Organize venue and catering for training sessions
>  Conduct sales & product training for retailer staff (130 PAX) during market visits twice a year on both brands, with a focus on novelties
>  Follow up after training sessions: send training notes and updates when needed
>  Animate staff and build strong ‘long-distance relationships' (key as we are rarely in contact - they feel isolated - and the relationship makes the difference) by creating a community using social media platforms


Skills and Experience
>  Professional demeanor
>  Strong negotiation skills
>  Analytic & financial skills
>  Forecast understanding
>  Strong skills in anticipating needs and demonstrating a proactive approach to job duties
>  Excellent communication skills (verbal, written, interpersonal).
>  Flexible personality to take on new challenges as they come and switch gears immediately when necessary
>  Travel to attend promotional events as necessary
>  Ability to assist in the physical set of collateral at a counter level for special promotion
>  Excellent competencies in Excel spreadsheets, working with figures and budgets & power point
>  Strong sense of details & brand image
>  Multi task, dead line oriented & time management skills

>  University degree holder or equivalent business qualifications.
>  Minimum (1) years sales experience
>  Fluent English & preferably French speaker
>  Computer literacy - Word, Power-point, Excel, photoshop,

Additional information

TR & Export Australia & New Zealand:

>  Design and update the marketing calendar for TR and Export ANZ in collaboration with the Regional Manager, Visual Merchandising Manager, Regional Marketing Director and agent Brand Manager for Media including PR, Digital, and CRM initiatives
>  Forecast pre-series and POSM (GWP, samples, soft merchandising items, etc) for PR events, Digital and CRM initiatives
>  Participate to marketing plan negotiations with agent Brand Manager to get extra visibility for e-retail and on social platforms
>  Check and validate creative artworks for media initiatives sent by the distributors
>  Monitor Marketing & Communications expenses to be on line with yearly budget

>  Negotiate and implement new ways to animate the brands outside of animations slots for key trade opportunities (Valentine's, Mother's Day, Christmas, CNY, single day, kissing day, black Friday, cyber Monday, etc) ex: engraving, gift wrapping, MUA workshops, influencer appearance, etc
>  Create local content in collaboration with HQ to support stores with local events through online campaigns where necessary (ex: Pitt Street outpost with influencer coming)

>  Monitor closely the brands' online representation (packshots, description, assortment, etc) and send feedback to retailers to ensure that sent assets are used and that websites are treated as flagships and follow brand guidelines
>  Manage all digital assets (visuals & texts) for new launches required for retailer execution to be supplied to correct specifications and supplied on time, in full
>  Send updated brand page banners following marketing calendar to ensure online is a replication of what is happening in store
>  Negotiate extra visibility on retailer websites (banners, takeover, etc) for new launches

>  Design (create brief and provide assets) media campaigns for key launches in collaboration with LVMH media, the Regional Manager, agent Brand Manager and Regional Marketing Director
>  Track campaigns going live to ensure proper implementation
>  Explore and present opportunities to increase share of voice via digital & social channels
>  Work with HQ to coordinate any specific file types or assets required

>  Organize product seeding campaigns for influencers in collaboration with agent
>  Send out new products to retailers to build relationship and create excitement
>  Organize 2 Sephora PR events per year in collaboration with distributors: produce collaterals, find new ideas to attract journalists and influencers to the Givenchy booth (ex 2018 lipstick customization)
>  Work with distributor to develop micro influencers to drive our digital strategy
>  Organize mini PR events (coffee/breakfast) to present key launches to approachable ‘low cost' micro influencers and journalists
>  Seek partnership opportunities to get visibility (ex: Givenchy Couture)

>  Develop social strategy for new launches as well as day to day content using trading calendar, spotting moments and opportunities
>  Create and manage a Facebook page for each brand for Australia and NZ as per marketing calendar and brand guidelines
>  Proactively pitch trends and new stories to retailers to negotiate exposure on their social channels for new launches and key trade periods
>  Be responsible for maintaining relationships with key contacts and developing new relationships within retailers' organizations
>  Propose ideas to retailers to animate their social channels and bring visibility to our brands #winwin (ex: contests, games)


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