Senior Sales Manager Export EMEA (9-month fixed-term contract)


  • Date de publication :

    27 mai 2023
  • Taux d'activité :

  • Type de contrat :

  • Lieu de travail :


The L'OCCITANE Group is a global, natural and organic ingredient-based cosmetics and well-being products maker, producer and retailer. The Group is built on strong values of entrepreneurship, team work, respect and authenticity. It is committed to developing products that are environmentally friendly and sustainable.

The Group has eight brands: L'OCCITANE en Provence, Melvita, Erborian, L'OCCITANE au Brésil, LimeLife, Elemis, Sol de Janeiro and Grown Alchemist.

With a presence in 90 countries, our products are distributing in more than 3,000 stores in the world.

L'OCCITANE Group's mission is to "empower entrepreneurs and communities to cultivate natural beauty and well-being and regenerate nature". L'OCCITANE is also committed to sustainability for business, people & the planet, as well as respect of human rights, ethics principles and labour protection. All employees at L'OCCITANE must therefore implement the company's mission and integrate the social, environmental, economic and legal effects of their actions in their day-to-day job. In practice, this means that any employee at L'OCCITANE shall contribute to growing sales, regenerating nature, caring for our consumers & partners and supporting our employees.

Senior Sales Manager Export EMEA (9-month fixed-term contract)

We are looking for a highly motivated Senior Sales Manager Export EMEA to join our Erborian Export team for a 9-month fixed-term contract (maternity leave replacement)!
In this role, you will be responsible for the Erborian sell-in, sell-out and profitability of the area.
The position is based in Plan-Les-Ouates (near Geneva) and reports to the Erborian General Manager.

1. Account Management

  • In collaboration with Marketing and Learning & Development teams, animate your distributors portfolio to build long term business partnerships;
  • Ensure distributors satisfaction by providing the best support and through frequent follow up calls;
  • Visit frequently the markets to understand the market evolutions, and to ensure the quality of the wholesale network respecting our brand standards.

2. Sales Strategy & Development

  • Distribution strategy: define distribution strategy by market (number of doors, channel mix, commercial conditions) and build up 3-year plan based on opportunities of growth;
  • Price and commercial terms: elaborate price list and commercial terms according to the company policy and ensure the respect of price locally;
  • Wholesale development network: based on market opportunities potential, follow up the roll out of personalized POS opening plans. Ensure the success of new openings and revamp by collaborating closely with the architects and distributors;
  • Priorities follow up: define annual priorities and projects by markets in collaboration with Marketing, Digital and Learning & Development teams;
  • Prospection: prospect new markets with high potential;
  • Digital development: ensure the success of Erborian online performance (own BtoC and e-retailers) and follow up sales along with Digital team.

3. Negotiation

  • Annual Business Plan (ABP) : negotiate ABP with each distributor, including the sales target (sell-in and sell-out) by channel and the renovation plan. Negotiate the appropriate resources allocated by the distributor to reach the objectives (team structure, marketing investment, financial resources);
  • Commercial terms: negotiate commercial terms with distributors when necessary in order to improve profitability;
  • Contractual terms: ensure the execution of contractual terms, including the protection of the distributors exclusive rights on the territory (follow up actions against grey market);
  • New contracts: negotiate the renewal of the contract terms and follow up the drafting of contract in collaboration with Legal team.

4. Budget & Sales Follow-up

  • Budget: in collaboration with Finance team, elaborate, propose and control the annual budget of the area including net sales and expenditure;
  • Sell-in follow-up: follow up closely the turnover vs budget. Monitor and assess the performance of the area and each distributor, propose adjustments of the strategy if needed to reach the objectives;
  • Profit improvement: constantly look for profit improvement. Analyze the commercial terms of the portfolio and make recommendations to improve margin. Control the impact of marketing activities, channel mix, product mix on the client P&L;
  • Payments: monitor distributors credit limits and make sure payments are received on time;
  • Sell out follow up: in collaboration with Marketing, Digital and Learning & Development teams, closely follow up the sell-out and reporting by markets, and update priorities and project if necessary to ensure the budget is achieved.

5. Management

  • Team coordination: lead rituals with international teams (monthly calls with Erborian General Manager) and ensure a fluent communication between teams based in Paris and Geneva.


  • +5 years' experience in a similar role in wholesale in an international environment;
  • Fluent in English, French is a plus;
  • High level of autonomy & proactivity and will to take ownership in a fast-paced, entrepreneurial environment;
  • Excellent interpersonal skills with the ability to work collaboratively and develop strong relationships at all levels and across functions;
  • Strong customer centricity mindset and business acumen, results focused, proactive problem solver;
  • Solid analytical skills with the ability to define long term strategies;
  • Strong organizational skills with the ability to manage conflicting priorities with a hands-on approach;
  • Appetite for change and challenges and at ease in an international environment with remote & multicultural teams;
  • Travel requirements: willing to travel up to 30-40%.

STARTING DATE: 01.06.2023
CONTRACT TYPE: 9-month fixed-term contract
(maternity leave replacement)