Key Objectives:
Build, develop and grow the sales and profit in the European, Middle Eastern and African (EMEA) region and be accountable for all SLG’s operations within this region.
Develop and position SLG’s brands across EMEA as differentiated, fashion and design led brands; to grow market share, sales and profits sustainably, across channels; to leverage full retail potential for all product categories. Manage all sales aspects of SLG’s relations with Distributors in EMEA. To lead the distributor in formulating best practice plans, strategies and training teams to drive sales performance in all channels across EMEA.
To work cross functionally with internal SLG teams to support the market strategies.
Key Responsibilities:
Deliver sales results (volume and revenue) and profit of EMEA markets.
Build and deliver annual plans for growing the EMEA business.
Drive effective channel strategy execution and range implementation with distributors to accelerate SLG’s growth and optimise its profitably in line with the market goals.
Work with the SLG Marketing, Product and Finance Teams to make and execute integrated business plans for growth and profit.
Responsible for delivering monthly sales volumes and communicating to The Head of Global Brand Sales any changes to budget, target or expected annual profit delivery.
In conjunction with local distributors, develop and implement joint business plans across major retailers in each market.
Train and up skill the capability of the sales and distributor teams to increase effectiveness and rate of sale per store – driving best practice across the region.
Drive distributor sales planning processes to increase forecasting accuracy and ensure monthly delivery of results.
Distributor Partnerships
- Partner with and oversee the management of the EMEA distributors.
- Establish strongest commercial relationships with key customers.
- Work with the distributor’s sales team to build a relationship network within the distributor and retailers.
- Lead negotiations and annual top to top meetings with key retail customers.
- Manage multi-channel business structure to maximise profit.
- Validate and oversee a monthly customer volume forecast process – focused on Sales Out – that is 12 months rolling and ensure a high level of forecast accuracy.
- Manage the fulfillment of stock to the market, working with the SLG logistics team, to ensure product availability and adequate stock levels at the distributor and the retailers.
Qualifications & Experience Requirements:
- Ideally educated to Degree Level
- Proven experience within Account Management role, with full accountability to a market or sizable trade channel
- Appreciate and understanding of international high fashion beauty and lifestyle markets.
- Evidence of mastering the key selling skills, and ability to demonstrate how those have been central to previous achievements.
- Track record of having earned respect and confidence of customer/distributors/ retail partners in previous roles.
Key Competency Requirements:
- Strong and determined approach to researching and analysing new business opportunities.
- Mathematically astute:
- Ability to plan detailed pricing and price promotion scenarios, analysing retailer, distributor and SLG’s profitability.
- Fully understand and own the P&L for each country. Detailed financial analysis by individual sales channel and SKU
- Support the Brand team to plan the profitability of new product development to ensure new items benefit SLG’s profitability.
- Excellent organisation and planning ability
- Exceptional written, verbal communication and presentation skills with the ability to communicate confidently in front of a varied audience and at all levels of the business and to key internal and external stakeholders including retailers and SLG distributors.
- Ability to remain calm within a challenging environment.
- Willingness to travel
- Strong drive and motivation