Sales Manager Export Erborian

The L’OCCITANE Group is a leading international manufacturer and retailer of premium and sustainable beauty and wellness products.

The Group operates in 90 countries worldwide and has 3,000 retail outlets, including over 1,300 of its own stores. Within its portfolio of premium beauty brands that champion organic and natural ingredients are : L’OCCITANE en Provence, Melvita, Erborian, L’OCCITANE au Brésil, LimeLife by Alcone, ELEMIS, Sol de Janeiro and Dr. Vranjes Firenze.

With its nature-positive vision and entrepreneurial ethos, L’OCCITANE Group is committed to investing in communities, biodiversity, reducing waste and to finding sustainable solutions to create a better and healthier planet.

The mission statement of the Group is : With empowerment we positively impact people and regenerate nature.

L’OCCITANE is also committed to sustainability for business, people & the planet, as well as respect of human rights, ethics principles and labour protection.

All employees at L’OCCITANE must therefore implement the company’s mission and integrate the social, environmental, economic and legal effects of their actions in their day-to-day job.

In practice, this means that any employee at L’OCCITANE shall contribute to growing sales, regenerating nature, caring for our consumers & partners and supporting our employees.

The L'OCCITANE Group is a certified B Corporation.

CONTEXT & MISSION :

We are looking for a highly motivated Sales Manager Export EMEA to join our Erborian Export team . At Erborian, we seek to go beyond expectation and endeavour to have a positive impact.

We value the creativity, courage and resilience whilst creating new opportunities. We all have a seat at the table and take pride in our work.

In this role, you will be responsible for the Erborian sell-in, sell-out and profitability of the area.

The position is based in Plan-Les-Ouates (near Geneva) and reports to the Head of Export Erborian .

MAIN RESPONSIBILITIES :

1. Account Management

• In collaboration with Marketing and Learning & Development teams, animate your distributors portfolio to build long term business partnerships;
• Ensure distributors satisfaction by providing the best support and through frequent follow up calls;
• Visit frequently the markets to understand its evolutions, and to ensure the quality of the wholesale network respecting our brand standards.

2. Sales Strategy & Development

• Distribution strategy : Define distribution strategy by market (number of doors, channel mix, commercial conditions) Buildup 3-year plan based on opportunities of growth
• Price and commercial terms : elaborate price list and commercial terms according to the company policy and ensure the respect of price locally;
• Roadmap follow up : define annual priorities and projects by markets in collaboration with Marketing and Learning & Development teams;
• Ensure continuous Growth : Define a strong development plan to help the Same Store growth;
• Prospection : Look for opportunities to distribute the brand all over the world.

3. Negotiation

• Annual Business Plan (ABP) : negotiate ABP with each distributor, including the sales target (sell-in and sell-out) by channel and the renovation plan.
• Negotiate the appropriate resources allocated by the distributor to reach the objectives (team structure, marketing investment, financial resources);
• Commercial terms : negotiate commercial terms with distributors when necessary in order to improve profitability;
• Contractual terms : ensure the execution of contractual terms, including the protection of the distributor’s exclusive rights on the territory (follow up actions against grey market);
• New contracts : negotiate the renewal of the contract terms and follow up the drafting of contract in collaboration with Legal team.

4. Budget & Sales Follow-up

• Budget : in collaboration with Finance team, elaborate, propose and control the annual budget of the area including net sales and expenditure;
• Forecast : Monitor distributor forecast with the demand planning team & marketing team. Work on buffer for export zone according to opportunities;
• Sell in follow up : follow up closely the turnover vs budget. Monitor and assess the performance of the area and each distributor, propose adjustments of the strategy if needed to reach the objectives;
• Sales Report (sell in & sell out distributor) : Improve reporting tools and bring continuous improvement to our way of working.
• In collaboration with Marketing, Digital and Learning & Development teams, closely follow up the sell-out and reporting by markets, and update priorities and project if necessary to ensure the budget is achieved;
• Payments : monitor distributors credit limits and make sure payments are received on time.

HOW YOU CAN FIT :

• 5 years’ experience in a similar role in wholesale in an international environment;
• Fluent in English, French is a plus;
• Travel requirements : willing to travel up to 30-40%;
• High level of autonomy & proactivity and will to take ownership in a fast-paced entrepreneurial environment;
• Excellent interpersonal skills with the ability to work collaboratively and develop strong relationships at all levels and across functions;
• Strong customer centricity mindset and business acumen, results focused, proactive problem solver;
• Solid analytical skills with the ability to define long term strategies;
• Strong organizational skills with the ability to manage conflicting priorities with a hands-on approach;
• Appetite for change and challenges and at ease in an international environment with remote & multicultural teams.

WHAT WE OFFER :

Working for a unique company, strongly committed towards the planet and the people (B Corp certification)

Working with passionate colleagues coming from all over the world

A unique culture centered around entrepreneurship, where everyone is expected to collaborate, experiment & move fast.

Internal mobility opportunities

Monthly allocation & discount for store products

Attractive Social Insurances coverage

5 weeks annual leaves & 3 extra-days offered as public holidays

Flexible and Hybrid Work environment

Attractive Parental Leave Policy

Public transportation allowance

PERMANENT CONTRACT

STARTING DATE : ASAP

BUSINESS TRAVELS : up to 30-40%

LOCATION : Geneva (Plan-les-Ouates), Switzerland

L’OCCITANE is an equal opportunities employer. This means that, when making decisions about our employees’ careers with us, our main considerations are their ability to do their jobs and develop in their roles.

One way we cultivate change is by creating a more diverse and inclusive workplace and organizational culture. As part of this, we are committed to building an environment that is free from discrimination and harassment where everyone feels respected and valued.

We recruit positive-minded people who share our core values - entrepreneurship, team spirit, leading by example and authenticity and our commitment to sustainability.

LI-DNI