Mass Trade Director BNL (Drug, Para & E-commerce)

L'Oréal; Hoofddorp; On-site; EUR 140,000 - 200,000; Full time

Job summary

L'Oréal Dermatological Beauty (LDB) Benelux in Hoofddorp is seeking a Mass Trade Director for the Benelux region (Drug, Para & E-commerce). You will lead a multi-country Mass Trade team and report to the Commercial Director BNL, with regular travel to Brussels.

You will develop a three-year customer strategy, oversee annual and monthly sell-in/sell-out planning, lead year-deal negotiations and drive profitability and activation across Drug, Para and E-commerce channels.

Qualifications

• 10+ years of commercial experience with negotiation and P&L responsibility.
• Sales / Key Account Management in FMCG, beauty or health sectors.
• Multi-country team leadership experience preferred.
• Fluent English; Dutch or French strongly preferred.
• Comfortable in a multicultural, matrix environment.

Responsibilities

• Develop a three-year Benelux Mass Trade strategy across Drug, Para and E-commerce.
• Plan and monitor annual and monthly sell-in/sell-out for cluster customers.
• Lead year-deal negotiations and optimize customer profitability.
• Drive activation and collaboration with internal and external stakeholders.
• Develop and coach multi-country teams.

Skills

Channel strategy

Negotiation

People management

Analytical thinking

Stakeholder management

Channel profitability

Job description

Job Description – Mass Trade Director BNL (Drug, Para & E-commerce)

Entity: L'Oréal Dermatological Beauty (LDB) Benelux

Reports to: Commercial Director BNL

Location: Hoofddorp (regular travel to Brussels)

Scope: Belgium, Netherlands, Luxembourg (BNL cluster)

Team: Mass Trade (Drug, Para, E-commerce) in each country

Drive sustainable growth of MASS TRADE customers, in line with Division priorities and the commercial targets and strategy defined by the Division. The role covers all Mass Trade customers (Drug, Para and E-commerce) across Benelux.

Key Responsibilities

• Customer strategy: build the BNL customer strategy, considering market specifics and following the cluster commercial strategy.
• Results: achieve sustainable cluster customer results while leveraging the channel shift.
• Planning & monitoring: plan and monitor yearly and monthly sell-in and sell-out for cluster customers.
• Negotiation: prepare and conduct year-deal negotiations.
• Profitability: manage customer profitability.
• Activation: implement sales activation.
• Collaboration: create a customer-centric BNL customer collaboration.
• People: build and develop the team in each country.
• Ways of working: foster simple ways of working across Benelux with all stakeholders.
• KPIs
• Key Deliverables
• Three-year customer strategy
• Customer sales planning
• Year deal
• E-commerce acceleration plan
• Team development plan
• Key Interactions
• Internal: Commercial Director, Brand Business Leads, Commercial Controlling, Supply Chain team.
• External: Drug, Para and E-commerce customers (retailers and pure players).

In-depth Knowledge

• Channel / customer strategy building
• Channel / customer profitability management
• Selling and negotiation skills
• People and stakeholder management

Competencies (L'Oréal)

Strategist

• Integrator
• Innovator
• Entrepreneurial
• People Developer
• Team Player
• Analytical

Suggested Requirements

• Minimum 10 years of Commercial experience with negotiation background (year deals, customer P&L management)
• Significant sales / Key Account Management experience in FMCG, beauty or health, in Drug, Mass or E-commerce
• Team management experience, ideally multi-country
• Fluent English; Dutch and/or French strongly preferred
• Comfortable in a multicultural, matrix environment