Mass Trade Director Bnl (Drug, Para & E-Commerce)

L'OREAL GROUP; Hoofddorp; On-site; EUR 120,000 - 180,000; Full time

Job summary

L'Oréal Dermatological Beauty (LDB) Benelux is seeking a Mass Trade Director to drive growth across Drug, Para and E-commerce channels in the Benelux cluster (Belgium, Netherlands, Luxembourg).

Based in Hoofddorp with regular travel to Brussels, you will build the customer strategy, lead a multi-country team, and partner with Commercial Directors and Brand Leads to deliver three-year plans and yearly sell-in/ sell-out targets.

Qualifications

• Minimum 10 years of commercial experience with negotiation, year deals, and P&L management.
• Experience in FMCG, beauty or health in Drug, Mass or E-commerce.
• Team management experience, ideally multi-country.

Responsibilities

• Build the BNL customer strategy aligned with cluster priorities.
• Achieve sustainable cluster results leveraging channel shift.
• Plan and monitor yearly and monthly sell-in and sell-out for cluster customers.
• Negotiate year-deals and manage profitability.
• Develop the team across countries.
• Foster simple cross-stakeholder working methods.

Skills

Channel strategy

Channel profitability management

Selling and negotiation skills

People and stakeholder management

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

1. Job Purpose

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.

2. 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.

3. KPIs

4. Key Deliverables

• Three-year customer strategy

• Customer sales planning
• Year deal
• E-commerce acceleration plan
• Team development plan

5. Key Interactions

• Internal: Commercial Director, Brand Business Leads, Commercial Controlling, Supply Chain team.
• External: Drug, Para and E-commerce customers (retailers and pure players).

6. Profile

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 negotiationbackground(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