Commercial Field Manager at L'Oréal

KEY JOB ACCOUNTABILITIES:

• Under the Division Commercial Director authority, build the field force action plan to implement the Division strategy (according to commercial and brand strategy). 
• Pilot their performances and their KPIs on sell in and sell out drivers. 
• Set field team individual qualitative and quantitative objectives (turnover, launches, assortment, space and visibility, training, incentives, promotional animations, etc.) according to the region, channel. 
• Allow an efficient communication flow between the different stakeholder (Field / headquarter, retailer’s regional HQ and stores). 
• Define the field organization with the commercial director. Recruit, coach and animate his team and foster with his regional sales managers a culture team of instore excellence. Build and leverage field team bonus scheme.
• Secure that the strategies of partner functions and all national and regional agreements with retailers are in place to monitor efficiently the growth drivers / prepare the appropriate incentive plan which will motivate his team / achieve the results.

PROFESSIONAL & TECHNICAL COMPETENCIES:

MASTERS COMMERCE FUNDAMENTALS 

• Activates Business Drivers
• Pursues turnover and profit optimization 
• Stays up-to-date with market, consumers & competitors  
• Builds on categories Shopper insight 

DEVELOPS CUSTOMER CENTRIC BUSINESS 

• Collects and connects comprehensive knowledge about the retailer/prescriber/Salon 
• Influences the retailer/prescriber/Salon  
• Builds retailers development plans 
• Manages intermediate agent relationships 
• Adapts brand distribution strategy 
• Collaborates across functions 

BUILDS SELLING PROPOSITION & NEGOTIATE 

• Builds Selling story 
• Sets negotiation priorities 
• Conducts Win-Win negotiation 
• Ensures compliance 

MONITORS SELL IN & SELL OUT EXCELLENCE 

• Forecasts business with accuracy 
• Drives Point of Sales field execution 
• Follows-up & controls 
• Masters brand selling scenarios 
• Manages BA/DA staffing & relationship