Director - Sales & Marketing ( C & P)

Job Description
Director – Sales & Marketing (Cosmetics & Perfumery Packaging, France) Company: PGP Glass Function: Sales & Marketing / Commercial Business Segment: Cosmetics & Perfumery Glass Packaging Designation: Director – Sales & Marketing

Location:
France Geography: France, with potential responsibility for selected European markets 1. Job Purpose The Director – Sales & Marketing, Cosmetics & Perfumery Packaging will be responsible for accelerating growth of PGP Glass's Cosmetics & Perfumery business in France by developing strategic customer relationships, winning new business, expanding existing accounts and strengthening the company's positioning within the premium glass packaging market. The role will own the commercial relationship across key customers and prospects, from opportunity identification and product development through negotiation, commercialization and ongoing account management. The incumbent will work closely with NPD, Design, Manufacturing, Quality, Supply Chain, Marketing and Finance teams to deliver differentiated, sustainable and commercially viable glass packaging solutions to beauty, fragrance and cosmetics customers. 2.

Key Responsibilities
A. Sales Strategy & Business Growth
• Develop and execute the sales strategy for the Cosmetics & Perfumery glass packaging business in France.
• New customer acquisition
• Identify high-potential market segments, brands and customers for business expansion.
• Build a strong sales pipeline and convert identified opportunities into sustainable business.
• Drive profitable growth across both existing and new accounts.
• Develop strategies to increase PGP Glass's share of wallet with strategic customers.
• Identify opportunities for premium, differentiated and value-added glass packaging solutions. 3. Key Account Management
• Develop and maintain senior-level relationships with strategic fragrance, cosmetics, beauty and luxury packaging customers.
• Act as the primary commercial interface for assigned strategic accounts.
• Conduct regular customer business reviews.
• Ensure timely resolution of commercial, supply, quality or service-related concerns in coordination with internal teams.
• Improve customer retention, satisfaction and long-term business partnerships. 4. New Business Development
• Map potential customers across the French Cosmetics, Beauty and Perfumery ecosystem.
• Develop relationships with:
• Beauty and fragrance brands
• Luxury brands
• Independent perfume houses
• Cosmetics companies
• Contract manufacturers
• Packaging partners
• Generate leads through customer networking, industry events, market intelligence and industry relationships.
• Develop technically and commercially attractive proposals.
• Manage the complete opportunity funnel from lead generation → concept → quotation → sampling → customer approval → commercialization.
• Track new-business conversion rate and ensure disciplined opportunity management. 5. NPD & Customer Project Management
• Partner closely with customers to understand requirements related to:
• Bottle design
• Shape and aesthetics
• Decoration
• Weight
• Capacity
• Sustainability
• Color
• Premiumization
• Technical performance
• Translate customer requirements into structured briefs for internal NPD and technical teams.
• Work closely with Design, Product Development, Engineering, Quality and Manufacturing teams during product development.
• Monitor critical project milestones including:
• RFQ
• Feasibility
• Costing
• Mold/tooling development
• Sampling
• Validation
• Customer approval
• Commercial launch
• Ensure new-product projects are delivered within customer-agreed timelines.
• Manage commercial discussions relating to tooling, development cost and product pricing. 6. Pricing, Margin & Commercial Management
• Develop pricing strategies aligned with customer expectations, competitive positioning and PGP Glass profitability requirements.
• Lead commercial negotiations covering:
• Product pricing
• Development charges
• Tooling/mold costs
• Freight/logistics
• Annual price revisions
• Contractual conditions
• Payment terms
• Monitor contribution margin and profitability by customer/product.
• Identify opportunities to improve product and customer mix.
• Work with Finance, Operations and Supply Chain teams on cost optimization.
• Ensure commercial agreements provide appropriate balance between growth, customer competitiveness and profitability. 7. Market Intelligence & Marketing
• Continuously monitor the French and European Cosmetics & Perfumery packaging market.
• Track:
• Customer trends
• Competitive activity
• New packaging concepts
• Premiumization trends
• Lightweighting
• Sustainability requirements
• Decoration innovations
• Pricing dynamics
• Develop regular competitor and market-intelligence reports.
• Identify emerging beauty, fragrance and packaging trends that can translate into business opportunities.
• Provide customer and market insights to NPD and product-development teams.
• Support development of appropriate marketing propositions for PGP Glass's Cosmetics & Perfumery portfolio. 8. Sustainability & Innovation
• Position sustainability as an integral part of the customer value proposition.
• Work with internal teams to develop and commercialize solutions focused on:
• Lightweight glass
• Recycled content
• Material optimization
• Improved environmental footprint
• Recyclability
• Manufacturing efficiency
• Sustainable decoration/packaging concepts
• Understand customer sustainability roadmaps and identify opportunities where PGP Glass solutions can support those objectives.
• Promote innovation-led selling rather than purely price-led selling. 9. Sales Forecasting & S&OP
• Prepare accurate customer-wise volume and revenue forecasts.
• Participate in S&OP and demand-planning processes.
• Build visibility of:
• Annual demand
• Promotional requirements
• New launches
• Product transitions
• Customer inventory
• Coordinate with Supply Chain and Manufacturing teams to balance customer demand with production capacity.
• Proactively manage potential supply or delivery risks.
• Monitor forecast accuracy and take corrective action where necessary. 10. Customer Service & Cross-Functional Coordination Work closely with:
• NPD / Product Development
• Design
• Manufacturing
• Quality
• Supply Chain
• Customer Service
• Planning
• Logistics
• Finance
• Marketing
• Sustainability
• Senior Management Ensure strong coordination between customers and PGP Glass operations, particularly for new-product launches, quality concerns, supply requirements and strategic customer projects. 11. Leadership Responsibilities
• Provide commercial leadership for the Cosmetics & Perfumery business in the assigned geography.
• Manage and develop the local/regional sales team, where applicable.
• Establish clear accountabilities, KPIs and review mechanisms.
• Mentor sales and account-management professionals.
• Develop a high-performance, customer-centric commercial culture.
• Ensure disciplined CRM/pipeline management.
• Collaborate effectively across countries and functions within a global matrix organization.