Head of Sales EMEA (Europe, Middle East, Africa) – Local Market & Travel Retail

MATIERE PREMIERE; Paris; Sur place; EUR 100 000 - 125 000; Plein temps

Résumé du poste

A prominent luxury brand is seeking an experienced Regional Head to drive its distribution strategy across the EMEA region. This role involves managing key accounts, optimizing performance, and leading a multicultural team to ensure commercial growth. The ideal candidate will have over 8 years of experience in niche perfumery, strong communication skills in both French and English, and a proven ability to negotiate complex contracts. A competitive compensation package will be offered based on experience.

Prestations

Performance-based bonus

Competitive salary package

Qualifications

• Minimum 8 years’ experience in niche perfumery or selective luxury.
• Solid knowledge of selective distribution networks in Europe and the Middle East.
• Proven expertise in distribution contracts and A&P budget management.

Responsabilités

• Develop and deploy the distribution strategy across the EMEA region.
• Identify and manage a network of premium distributors.
• Monitor regional P&Ls and oversee budgets and investments.
• Lead a multicultural team and work with HQ teams.
• Represent the brand at international events.

Connaissances

Fluent in French

Fluent in English

Strong analytical skills

Commercial skills

Interpersonal skills

Team management

Project-based work

Cross-functional coordination

Formation

Degree from a leading business school

Description du poste

About the Role

This position covers all distributors and retailers within the EMEA region excluding subsidiaries (France, UK, Germany).

Role Purpose

In a context of strong growth and rapid international expansion, MATIERE PREMIERE is seeking a dynamic and experienced Regional Head to lead distribution strategy across the EMEA region for both local markets and travel retail. This role will be pivotal in driving commercial growth, managing strategic accounts, and building strong, lasting relationships with premium distribution partners.

Responsibilities

• Business Development & Partner Management
• Deploy the distribution strategy across the Europe, Middle East and Africa region (excluding subsidiaries: France, UK, Germany).
• Develop the Travel Retail Network.
• Identify, develop, and manage a network of premium distributors in key markets.
• Negotiate distribution contracts, ensuring legal and commercial compliance.
• Manage tenders, business reviews, and local action plans.

• Financial & Performance Management
• Monitor regional P&Ls, build sales forecasts, and oversee budgets and investments (A&P).
• Ensure profitability of operations and optimize allocation of resources.
• Track KPIs for each market/distributor and adjust action plans when required.

• Leadership & Team Management
• Lead a multicultural team (Sales Representatives, Trade Marketing, etc.).
• Work in project mode in close collaboration with HQ teams (marketing, finance, supply chain, legal, etc.).
• Act as a driver for process optimization and regional structuring.

• Communication & Reporting
• Provide regular reporting to top management.
• Represent the brand at international events (trade shows, launches, training sessions, etc.).

Qualifications

• Degree from a leading business school (HEC, ESSEC, ESCP EDHEC, EM Lyon, etc.).
• Minimum 8 years’ experience in niche perfumery or selective luxury, with a strong focus on international commercial functions.
• Solid knowledge of selective distribution networks in Europe and the Middle East.
• Proven expertise in distribution contracts, A&P budget management, P&L oversight, and complex negotiations.

Required Skills

• Fluent in French and English (mandatory).
• Strong analytical, commercial, and interpersonal skills.
• Proven experience in managing teams.
• Skilled in project-based work and cross-functional coordination.

Preferred Skills

• Natural, charismatic, and inspiring leader.
• Warm, emotionally intelligent, and relationally adept.
• Entrepreneurial, agile, and results-oriented.
• Strong product culture and artistic/aesthetic sensibility.

Pay range and compensation package

Competitive package based on profile: fixed salary + performance-based bonus.

Equal Opportunity Statement

We are committed to diversity and inclusivity in our hiring practices.