International Area Manager

**Nirvana Brands** is a distributor of latent brands of leading international fragrance companies. Currently, we work with the following brands: GUY LAROCHE, PALOMA PICASSO, GLORIA VANDERBILT, MAROUSSIA, DANIEL HECHTER, EAU JEUNE.

**OVERALL JOB PURPOSE**

By understanding Company Objectives and Strategy, and market situation and trends, design Market Plans and drive the business to achieve the desired market positioning, distribution, visibility, revenues, and profit targets in the assigned areas & channels.

**AREA**:

- Markets & Accounts included in the defined area
- Distributors in Local Markets
- Direct retail accounts

**Distributor/Account management**

**Assess and manage distributors/accounts, oriented to building partnerships and delivering mutual growth.**
- Develop and assess a network of distributors in his/her region
- Assess and negotiate distributors’ structures supporting Nirvana Brands (brand management, commercial, field supervision), updating them on brands evolution, and training on capabilities required
- Lead day-to-day management of distributors/accounts, ensuring alignment with NB strategic direction
- Work with them on commercial and marketing strategy and execution to develop NB brands (distribution, pricing, permanent merchandising focused on shelving and promotional activities, in line with the brand guidelines)
- Work with distributors on joint business plans for key accounts across markets
- Periodic visits and business reviews - Follow a reporting system to track the performance of each distributor, brand, and sales cluster.

**With the assigned direct retail accounts**:

- Manage the relationship-oriented to building a partnership and delivering mutual growth.
- Plan, develop, agree, and implement an annual Joint Business plan with the customers.
- Monitor, progress, and review business plans with the customer activating contingency plans when needed.

**Negotiate and monitor A&P Account, in line with Yearly Business Plan**:

- Define A&P budgets per market at the brand level, including over-investments from DP (brand contribution & POSM, free of charge contributions) and distributors if necessary
- Conduct yearly audits of distributors' A&P accounts

**Track distribution channels’ evolution (channels/retailers/doors), to approve doors in which brands can be sold; keeping the database up-to-date**

**Define and monitor sales budget by market/account and brand**:

- Sell-out, rankings, and Sell-In by market and by brand
- Understand and ensure sales budget is aligned with brands’ distribution policies
- Understand stock on hand positions, monitoring to help maintain in optimal level

Follow up and manage purchase plans/orders / invoices of distributors/accounts to achieve DP sales targets

Review and follow-up on Marketing Program and Launch Plans in coordination with the International Brand Development team:

- Organize and follow up with accounts/distributors the Marketing & Promotional plan in the markets covered, in close cooperation with the International Brand Development team
- Forecasting of existing regular lines, novelties, and promotional items

In-Store Visibility
- Provide brand equity guidelines to ensure strong In-Store permanent visibility
- Through the close collaboration with the distributors and TR accounts, the Manager ensures excellent support and exploitation of the launches for the Designer Parfums brands

**Update internal database on customer key information (assortment, retail selling prices, trading conditions, price structures, etc.)**

**Negotiation**
- Define and follow-up trading and selling conditions (price structures for distributors, commercial terms for travel retail accounts), negotiating with & informing the headquarters as appropriate
- Agree on listings for all new products as appropriate
- Identify, Negotiate and Agree on improvements in Space, Visibility, and Location in the accounts
- Negotiate and monitor A&P Accounts, in line with Yearly Business Plan

**Financial responsibilities**
- Define and follow up annual P&L by market/account to achieve DP targets - Manage monthly, quarterly, and annual sales forecasts and provide a rationale to Director
- Provide monthly latest estimates on sales projections with confirmation of upsides and action plans
- Manage the investment plan to maximize business whilst remaining with a budgeted framework
- Work with the customer and Customer Service to ensure payment terms are respected

**Requirements**:

- 5 or more years of previous experience in a Sales/Business Development/Brand Manager position, coming from the P&C category/FMCG Industry
- Distributor & Account Management experience, and a passion for the Beauty industry
- Commercially aware with experience in P&L management & budget planning
- English language a must, French a plus
- Committed to delivering results and going after the stretch target
- Strong communication skills, both written and verbal. Can deliver impactful presenta