Job Opportunities at L'Oréal

KEY JOB ACCOUNTABILITIES:

• To service, develop and manage a portfolio of accounts in line with the Brand / BU strategy.
• Build a strong partnership and intense working relationships with key accounts.
• Manage accounts sales growth and profitability in line with BU/entity objectives.
• Create and implement an annual business plan taking into account all levers of growth: commercial agreements, marketing actions, education, merchandising and retail opportunities, profitability, trade terms…
• Monitor the accounts’ performance against business plan and develop alternative strategies when needed.
• Communicate critical business information to the appropriate internal contacts for action.
• Develop and manage the team. Ensure development of expertise and know-how and support organization changes.
• Coordinate and inform field forces on Accounts related developments and priorities.
• Under the supervision of the Commercial Director, build the joint business plan with the account(s).
• Contribute to the commercial vision by sharing account perspective, risks and opportunities.
• Build, accurately forecasts and achieve the account(s) results: turnover, market share, profit.
• Plan all growth drivers accordingly.
• Prepare and lead the Account(s) negotiations, escalating when relevant. Build the action plan to implement the Division and channel strategy.
• Ensure execution and tracking down to store level and sell out.
• Suggest plan adaptation when needed.
• Act as the expert of his account to feed a retailer-centric account planning process, to ensure as much alignment as possible.
• Build a retailer specific business plan, and a compelling story to get retailer buying in.
• Build deep customer intelligence and strong network with key stakeholders at the retailer’s.
• Work closely with other departments (Supply, Category Management/ Business development, Finance, Marketing).
• Connect Account key stakeholder of all functions with their L’Oréal counterpart.
• Ensure the consistency of L’Oréal voices when speaking to the retailer.

TECHNICAL, PROFESSIONAL COMPETENCIES REQUIRED:

• B-Com or equivalent business degree 
• Ability to build and maintain strong working relationships
• Strong conceptual/creative thinking
• Computer literacy on MSOffice – Advanced Excel proficiency MANDATORY
• Solid administration & organizational skills
• Solid Commercial understanding and sensitivity
• Good negotiating skills
• Sound communication skills (written & verbal), coupled with the effective ability to interact with people at all levels
• Ability to work flexible hours to meet deadlines
• Team player – support the team objectives/sales goals
• Reliable, energetic, proactive, punctual & able to work independently
• Operational SAP Knowledge 
• Demonstrated business understanding & ability to synthesize/analyse data and generate insights
• 2 years Key Account Management experience at national level, preferably
• Results driven
• Knowledge of market, customer expectations and brand(s)
• Analytical skills
• Mastering P&L account management
• Strategic thinking skills
• Sales ethics and sensitivity to legal issues and competition law
• Strong excel skills

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DESCRIPTION:

Build, manage and develop long-term Ecommerce relationships in order to achieve the targeted sales revenue by increasing the brand’s online presence. Oversee the brand’s online sales and development of an excellent user experience and customer journey on the web.

• Lead annual agreements with Ecommerce partners
• Consult Pure Players with their category growth strategy for Beauty
• Develop plan, KPI and Goals to achieve for each Ecommerce partner 
• Define and implement Go to Market strategy with cross functional teams 
• Identify new ecommerce trends and opportunities for business growth and implement plans 
• Prepare and present products proposals to future and current Ecommerce partners 
• Handle specific sales events to enhance brand’s visibility and improve sales performance 
• Analyze and interpret Ecommerce partner’s sales report to identify strengths, weaknesses and business opportunities
• Drive customer acquisition, retention and growth through digital marketing, and a seamless customer experience online, including managing CRM, loyalty programs and ensuring delivery and returns processes are effective 
• Drives relationship with partners (as outlined above) to ensure synergies between the brand’s own digital activities and those of the retailers 
• Develops customer understanding through customer data, contributing to the overall analysis of the consumer path to purchase 
• Works closely with marketing to define the consumer experience and e-merchandising 
• Activates the right business drivers by tracking and drawing conclusions from specific e-commerce KPIs (unique visitors, conversion rate, profit optimization) 
• Adapts strategy to fit with the nuances of local e-commerce markets and leverages best practices across geographies 
• Ensures that the brand presence and journey online is consistent with overall brand standards and strategy 
• Drives collaboration with technology teams and ensures continuous improvement and upgrade of the site Scale direct to consumer online sales 

TECHNICAL / PROFESSIONAL & PERSONAL COMPETENCIES REQUIRED:

MASTERS COMMERCE FUNDAMENTALS

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

DEVELOPS CUSTOMER CENTRIC BUSINESS

• Collects and connects comprehensive knowledge about the retailer
• Influences the retailer
• 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  
• Follows-up and controls 
• Masters brand selling scenarios 

EDUCATION & EXPERIENCE REQUIRED:

• Bachelor's degree or a post-grad qualification 
• Minimum 8+ years of experience in FMCG (across Commercial / Sales and Marketing)
• Prior experience in eCommerce Commercial role
• Prior experience in Marketing a plus.
• Prior experience in Make-up, SkinCare and/or other divisions a plus
• Critical-thinking skills 
• Calculated, yet swift decision-making skills 
• Excellent communication and collaboration skills
• Strong leadership ability