Sr Manager - Commercial Sales

Job Title: Sr Manager – Commercial Sales Operations

Division: Consumer Products Division

Location: Guaynabo

Reports To: AVP – Consumer Products Division

Who We Are

For more than a century, L’Oréal has devoted its energy, innovation, and scientific excellence solely to one business: Beauty. Our goal is to offer each and every person around the world the best of beauty in terms of quality, efficacy, safety, sincerity and responsibility to satisfy all beauty needs and desires in their infinite diversity.

At L'Oréal Consumers Products, our mission is to democratize the best of beauty, and for us, beauty has to be sustainable. Our division holds the world’s #1 beauty brand with L’Oréal Paris, the #1 makeup brand with Maybelline New York, the #1 natural brand with Garnier, as well as NYX Professional Make Up.

What You Will Do

The Senior Commercial Sales Manager is responsible for leading the sales’ strategic and tactical direction aspects for the Puerto Rico market. This role is responsible for achieving sales volume, market share, and profit objectives for the Puerto Rico market through distributors, local and national accounts through acceptable account management practices to include planning, coordinating, and executing company selling strategies.

Job Responsibilities

• Leads and coordinates the efforts of Category Management, Business Analyst, Credit, Customer Service, Logistics and Distribution to ensure division-marketing plans are implemented.
• Maintain all distributors' contracts updated and in compliance with the company's policies.
• Establish KPI for all team members according to yearly goals and objectives.
• Coordinate point of sale visits where sales the fundamentals will be evaluated, such as price, distribution, assortment, secondary exhibitions, promotions, and planograms integrity.
• Business review with the distributors, local and national accounts at least once every three months.
• Assure teams summit their innovation forecast by account with at least 6 months in advance.
• Assure that the sales team builds and submit accurate sales forecasts including basic, promotional, display volume, returns, and markdown expenses.
• Work collaboratively with the sales and marketing teams and fosters a culture of continuous process improvement.
• Develops and maintains high visibility and influence with accounts’ key decision makers and decision influencers to advance business opportunities within distributors, local and national accounts.
• Utilizes all Sales and Marketing data as well as syndicated data such as Nielsen and Consumer Research to achieve brand strategies as it relates to pricing, promotion, distribution, and space management.
• Develops and executes collaborative business development plans to achieve sales objectives.
• Achieve sales objectives and manages all aspects of P&L (cost centers), promotional budget, returns, display support in all distributors, local and national accounts.
• Provides accurate and timely crucial market, trade and competitive information to Sales management.
• Coordinate with KAM the Innovation trainings (at least twice a year) for all the distributor, sales force and key personnel, direct sales and account beauty consultants.
• Innovation plan presentations with at least 4 months in advance, including clear strategic direction of how should be executed at the point of sale.
• Maintain an account profile of all distributors, distribution channels, customers, including evolution of the sale and their weight.
• Monthly review with KAMs to assure correct inventories of all clients (Inventory equation), get involved in the inventory analysis process to ensure correct mix of L’Oreal products and maintain inventories that are aligned to the demand of the assigned territory.
• Maintain sales staff by recruiting, selecting, orienting, and training employees. As well as counseling and disciplining employees; planning, monitoring and appraising job results
• Ability to identify and solve client issues strategically.

Required Qualifications

What We Are Looking For:

• Education: BA in Marketing, Business Administration, or related disciplines; Masters is a plus.
• Ability to adapt advertising creative material, lead presentations, analyze data and translate into actionable business plans.
• Knowledge of local retail dynamics and environment.
• Research and market data analysis.
• Travel: This position may require traveling of 25%
• Ability to drive deliverables in a fast paced and dynamic setting.
• Desire to work in a team environment and foster cross-functional support and learning.
• Technical Skills: Microsoft Office with excellent knowledge of Excel, Analyzer and business applications.
• Knowledge of competitors, markets trends and consumers.
• In-depth knowledge of products/category.
• Job Specific Experience/Skills:
• Financial knowledge (P&L, S21, Cost of Goods, sales forecasts)
• Years of Service: 5-8 years’ experience in similar position, preferably in the Consumer Goods/Beauty Industry.
• Knowledge of the brands.
• In-depth sensitivity to our métier.
• Demonstrated strength in communication and influencing skills.
• Interested in entrepreneurial environment.
• Demands described here are representative of those that must be met by an employee to successfully perform the essentials functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the essential functions of this job, the employee spends specific time in the following physical activities:

• Walk: 1/3 to 2/3
• Talk or hear: Over 2/3
• Sit: Over 2/3
• Stand: 1/3 to 2/3

Also, the employee lifts specific weight following safety guidelines and policies established by the Company.

• Lift up to 10 pounds: Under 1/3
• Lift up to 25 pounds: None

Lift up to 50 pounds: None

What’s In It For You

• Access to Company Perks (VIP Access to L’Oréal’s Internal Shop for Discounted Products, Monthly Mobile Allowance)
• Competitive Benefit Package (Medical, Dental, Vision, 401K, Pension Plan)
• Employee Resource Groups (Think Tanks and Innovation Squads)
• Flexible Time Off (Paid Company Holidays, Paid Vacation, Vacation Buy Program, Volunteer Time, Summer Fridays & More!)
• Hybrid Work Policy (3 Days in Office, 2 Days Work from Home)
• Access to Mental Health & Wellness Programs
• Learning & Development Opportunities (Unlimited Access to E-learnings, Lunch & Learn Sessions, Mentorship Programs, & More!)

Don’t meet every single requirement? At L'Oréal, we are dedicated to building a diverse, inclusive, and innovative workplace. If you’re excited about this role but your past experience doesn’t align perfectly with the qualifications listed in the job description, we encourage you to apply anyways! You may just be the right candidate for this or other roles!

We are an Equal Opportunity Employer and take pride in a diverse environment. We would love to find out more about you as a candidate and do not discriminate in recruitment, hiring, training, promotion, or other employment practices for reasons of race, color, religion, gender, sexual orientation, national origin, age, marital or veteran status, medical condition or disability, or any other legally protected status.

If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to access job openings or apply for a job on this site as a result of your disability. You can request reasonable accommodations by contacting [email protected]. If you need assistance to accommodate a disability, you may request an accommodation at any time.

Our Safe Together Plan: Your safety is our highest priority. We will proceed with caution and adhere to enhanced protection standards to ensure our sites are safe for all employees. We must all operate with the shared responsibility for each other’s health & safety in mind.

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