Negotiator (Luxury Perfume Brand) - Paris, France / London, UK.

Negotiator (Luxury Perfume Brand) - Paris, France / London, UK.

Job Description

The Negotiator will build strong partnerships with assigned retailer, shaping and realizing joint strategies to grow sales and profit, increase market share and enhance brand image. Responsible for knowing all aspects of each perfume (4) to answer retailer questions. This can be challenging, since perfumes contain complex blends.

MAIN RESPONSIBILITIES

STRATEGIC DIRECTION

• Agree a 3-year vision and strategy for assigned retail partners, outlining the ambitions to improve sales, profit and brand image, and the initiatives needed to achieve those ambitions. 
• Coordinate other functions to ensure long-term objectives are aligned. 
• Review progress annually to ensure delivery is on track, and adapt plans as appropriate.
• KPIs: 3-year vision and strategy in place for assigned retailers. Other functions aligned behind strategies

ANNUAL PLANNING

• Agree and set annual budgets and plans to meet the objectives of the 3-year strategy. 
• Negotiate commercial terms (eg. rebates, settlement, staffing budgets) and retail tactics (eg. trade marketing plan, distribution changes, staffing changes) to support annual budgets. 
• Coordinate other functions to ensure budgets are aligned.
• KPIs: Annual budget/plan in place for assigned retailers. Appropriate investment secured, both internally and externally).

SALES

• Monitor trading results on a monthly and quarterly basis to ensure performance is on track. 
• Develop client portfolio and deliver proposals to enhance performance ‘in flight’, negotiating additional support as needed. 
• Secure appropriate allocation and sell-in for new launches. 
• Partner 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 assigned 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

ACCOUNT MANAGEMENT

• Act as primary contact for all communications with retailer partners.
• Develop engagement plan to enhance reputation of the brand within retailers and continue to build close working relationships. 
• Coordinate other functions as needed to ensure engagement plan is delivered.
• KPIs: Clear engagement plan in place for assigned retailers. Strong relationships built with retailers.

PROJECTS

• Lead strategic, cross-functional or multi-brand projects/initiatives to drive business performance, coordinating activity across retailers and functions as required.
• KPIs: Successful delivery of projects on time and on budget

The Ideal Candidate

Key Competencies/Technical Skills Business planning: Constructs a compelling 3-year strategy and translates it into concrete annual plans with SMART targets and detailed action plans; plans business in short, medium and long terms

Sales: Candidate already has a network of retailers in France and the UK in the luxury perfume industry that they can develop immediately. P&L management: Fully understands and interprets a P&L statement, identifying risks and opportunities; is focused on driving bottom-line growth Negotiation: Uses both hard and soft negotiation techniques to secure win-win results; is able to adapt approach quickly in order to secure better results; aims for win-win solutions in all negotiations Influencing & stakeholder management: Adapts personal style to influence others better; uses a broad range of techniques to build consensus and secure support; actively manages network to influence all stakeholders Analytical skills: Compiles and interprets financial, market and category information, translating insights into action plans; is focused on delivering insight and action from the analysis 

Profile

• 5+ years’ experience in France and/or UK market in luxury perfumery.
• Graduate level education
• Very strong knowledge of the perfume industry and its products. 
• Senior management potential, with strong personal impact.
• Track of positive sales records in past experiences. 
• Good understanding of and appreciation for the luxury goods industry.
• Personal affinity with the luxury brands and products.
• Competent in usage of MS Office applications and use of CRM.
• International/Cross-functional experience an asset but not essential.
• Fluent oral and written English / French language skills is essential.