DEPARTMENT: Commercial
LOCATION: Kensington, London
REPORTS TO: Senior Commercial Manager
PURPOSE OF THE ROLE
Manage a selected group of retailers for Dior perfumes and cosmetics under the supervision of the Senior Commercial Manager, developing partnerships, building and delivering joint plans to increase market share and profit, and enhance Dior’s brand image.
MAIN RESPONSIBILITIES
STRATEGIC DIRECTION . Support the Senior Commercial Manager in developing a 3-year vision and strategy for selected retailers. Review progress annually to ensure delivery is on track, and recommend changes as appropriate.
KPIs: 3-year vision and strategy in place for each retailer
ANNUAL PLANNING . Recommend annual budgets and plans to meet the objectives of the 3-year strategy. Support Senior Commercial Manager in negotiating commercial terms and retail tactics (eg. trade marketing plan, distribution, staffing) to support annual budgets.
KPIs: Annual budget/plan in place for each retailer. Appropriate investment secured, both internally and externally
TRADING . Compile and monitor trading results (retail, gross sales, net sales, stock, returns, DSO) on a monthly and quarterly basis to ensure performance is on track. Develop and deliver proposals to enhance performance ‘in flight’, negotiating additional support as needed. Work with other functions to ensure all retail opportunities are maximised.
KPIs: Achievement of financial targets: retail sales, gross sales, net sales, DSO, stock cover
P&L MANAGEMENT . Drive the enhancement of the P&L for selected retailers, in line with the 3-year strategy. Review spend against budget (eg. staffing, capex) on a quarterly basis, addressing over/under-spends as appropriate to achieve profit targets.
KPIs: Achievement of financial targets: operating profit
INVENTORY MANAGEMENT . Work with Operations team to forecast quantities for new launches. Present each journey to retailers to secure appropriate sell-in for new launches. Review retail sales, sell-in and cover with each retailer on a monthly basis to optimise stocks and assortment, flagging issues with Senior Commercial Manager as required. Work with retailers to resolve out-of-stock issues as quickly as possible. Authorise RGAs as required, and ensure RGA log is accurate and up to date.
KPIs: Achievement of financial targets: returns, forecasting accuracy. No out-of-stocks during new product launches.
ACCOUNT MANAGEMENT . Work with Finance team to monitor payments and overdue accounts, escalating issues to Senior Commercial Manager if required. Act as primary contact for all communications with selected retailers.
KPIs: Clear engagement plan in place for each retailer. Strong relationships built with retailers
PROJECTS . Lead key projects/initiatives to drive business performance, coordinating activity across retailers and functions as required.
KPIs: Successful delivery of projects on time and on budget
WHAT WE’RE LOOKING FOR
We are seeking an entrepreneurial and commercially savvy individual, ideally with a strong background in make-up, who is driven to identify opportunities and push boundaries. The ideal candidate is confident, trend-aware, and passionate about beauty consumers, with a knack for creating disruptive plans across digital, influencer, and event channels. They should be as comfortable building retailer relationships as they are with forecasting stock and driving sell-through.
