Senior Key Account Manager Travel Retail EMEA & Americas

CONTEXT & MISSION:

Travel Retail is one of the key strategic channels for L’Occitane Group. In order to accelerate the business development in Travel Retail Europe, we are looking for a highly motivated Senior Key Account Manager to build stronger capabilities and expertise to define and implement an ambitious and innovative strategy around joint business planning with key accounts.
The position is based in Geneva and reports to the General Manager Travel Retail TR EMEA & Americas.

MAIN RESPONSIBILITIES:

1 – COMMERCIAL AND OPERATIONAL MANAGEMENT

• Define and implement a Key Account Strategy focused on sales development, profitability and retail excellence


• Accountable for the sales and profitability growth (P&L optimization) by building and delivering budget forecasts in line with the Group’s financial agenda & KPIs (SI, SO, investments, OP)


• Develop relationships and alliances with Key Accounts through strong collaborative planning and identifying opportunities for long term sustainable growth


• Negotiate commercial agreements (Terms & Conditions, pricing, indirect costs…), ensuring image and space requirements, merchandising and marketing plans


• Propose and execute strategic plans that would maximize business opportunities, growth, and profitability (HR structure, commercial conditions, distribution & clients’ assessment, assortment, marketing plans, pricing, CAPEX plan)


• Validate marketing plans and ensure that application is in line with brand guidelines


• Enforce a retail excellence mindset (best execution at point of sale : brand visibility, assortment, CAPEX, Beauty Hosts etc…) specifically within a defined Top Door strategy
  
  
  

2 – REPORTING AND ANALYZING

• Monitor Sell-In (orders): follow up on expected monthly phasing, ensure commercial / marketing priorities (innovations, marketing…)


• Provide Sell-Out analysis ensuring PowerBI tool is updated regularly, compare to Retailer/Market trends, monitor competition and recommend action plans for growth


• Top Door strategy follow up and information sharing


• Monthly and quarterly reports including Sell-Out and Sell-In analysis for top management
  
  
  

3 – TEAM MANAGEMENT

• Management, coaching and motivation of a direct team comprised of one Commercial Executive, two Retail Managers and over twenty Beauty Advisors across the region


• Collaborate and coordinate projects across Operational and Global Marketing, Concept, Training, Finance and Customer Services
  
  
  

4 – OTHERS

• Trade Events: manage all industry-related events, trainings, seminars in the region
  
  
  
  

HOW YOU CAN FIT:

• 10 years or more experience including international experience


• An understanding and strong appreciation of the Travel Retail and Beauty Industry


• Fluent in English, French language would be a significant advantage. Other language skills are always welcome


• Excellent interpersonal, communication and leadership skills


• Proven and demonstrable negotiation skills and influencing skills


• Highly commercial with a deep understanding of premium brands


• A retail mindset with meticulous attention to detail


• Ability to coach, mentor and motivate with experience of people management


• Showing sense of initiative, being hands-on with an entrepreneurial spirit and organization effectiveness 


• Appetite for change & challenges, and at ease in an international environment with remote & multicultural teams


• An ability to deal with ambiguity within a fluid and collaborative organisation
  
  
  
  
  

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 Insurance coverage


• 5 weeks annual leave & 3 extra days offered as public holidays


• Flexible and Hybrid Work environment


• Attractive Parental Leave Policy


• Public Transportation allowance
  
  
  
  

PERMANENT CONTRACT

STARTING DATE: ASAP

TRAVEL REQUIREMENTS: up to 40%

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

RESIDENCE IN SWITZERLAND IS REQUIRED ONCE YOU START THE ROLE