Area Sales Manager Middle and Near East Local Markets - Hermès Pe...
Hermès
Dubaï, Unites Arab Emirates
منذ 5 يوم

Hermès

Founded in 1837 as a maker of harnesses and saddles in Paris, Hermès has been synonymous with craftsmanship and quality for over 170 years as six generations have collaborated in building the house with the same spirit of pursuing perfection.

The Hermès name now appears on 16 different groups of products : Leather, Scarves, Ties, Men's and Women's Ready-to-Wear, Perfume, Watches, Hats, Gloves, Shoes, Enamel, Art of Living, Tableware and Jewellery, etc.

Hermès Perfume & Beauty

Our métier : the creation, production and distribution of Perfumes, associated scented products, and Beauty products.

More than 500 employees work at our various sites in France (including Paris and the industrial site of Le Vaudreuil) and abroad.

Our distribution extends to 14,000 points of sale throughout the world, including 450 Hermès stores and Hermès Fragrance and Beauty Personalised Spaces.

An ambitious growth strategy featuring the development of new territories and the implementation of new distribution models and new industrial methods.

Since it was founded in 1977, the industrial site in Le Vaudreuil (Eure) has been developing formulas and packaging, producing Hermès Fragrance and Beauty perfumes and associated scented products, and managing all the logistics and supply chain steps through to delivery at our clients' premises by a logistics service provider (14,000 points of sale throughout the world).

Approximately 240 employees currently work at the site.

The establishment in Paris employs approximately 180 employees (including regional managers and the sales teams of the personalised spaces) : collection development, communication, international management and operational development, visual merchandising, merchandising, sales drive, international training, operations, e-commerce, finance, IT, HR, etc.

Currently, approximately 100 employees work abroad, in : Hong Kong, Shanghai, Dubai, Miami, Toronto, Belgium, the Netherlands, Madrid and London.

MEIA team (based in Dubaï) ensure the distribution of Perfumes and Beauty products on three continents : Middle East, Africa and Southwest Asia.

Mission Générale

The Area Sales Manager, reporting to the Managing Director Middle East, India and Africa, is responsible for managing and developing the Perfume & Beauty business activities in the following markets : Saudi Arabia, Turkey, Lebanon, Jordan, Bahrain, Irak, Oman, Egypt, Armenia, North & South Cyprus .

The Area Sales Manager has two main objectives :

1 / Develop the business activity and reach profitability objectives in the territory, in accordance to the brand guidelines and strategic objectives of la Maison Hermès.

2 / Contribute with the team to the strategic commercial development.

Principales activités

Strategy

The Area Sales Manager elaborates, implements and analyzes the commercial strategy of the territory while collaborating with the Trade Marketing, Training and Merchandising teams.

She / He selects the investments necessary to the successful implementation of the strategy, taking into consideration the specifics of each market and each client.

Development of business and relations with clients

The Area Sales Manager :

  • monitors and visits regularly markets and distributors.
  • sets up trustworthy and efficient partnerships with our Brand Managers.
  • builds business plan, including retail / wholesale and purchase projections, assortment, capex projects, trade plan and A&P and follow up with the Brand Manager on a quarterly basis.
  • Negotiates over-investment, if applicable.

  • sets up price structure and negotiate contracts.
  • negotiates retail spaces in POS.
  • controls inventory and confirms origin of goods.
  • searchs for business development opportunities in the territory in order to initiate new successful partnerships.
  • understands specifics of the markets and coordinates with HQ teams any technical and regulatory requirements.
  • Marketing

  • builds, along with marketing Manager, detailed and impactful trade marketing plans within our budget constraints.
  • implements POS animations within deadlines in collaboration with Marketing / Merchandising team.
  • Merchandising

  • improves, in partnership with the distributor, and strengthen our footprint and the image of our perfumes through negotiations of optimum shelf spaces within the flagships in the region.
  • insures that the merchandising guidelines are respected.
  • Retail

  • is responsible, with our local partner, for the development of our Riyadh stand-alone store, making sure Hermès guidelines and standards are respected.
  • Training / Motivation

  • insures ongoing training of sales teams.
  • leads and motivates exclusive BAs and ensure perfect grooming.
  • organizes regular sales / motivation contests.
  • Forecasts

  • prepares and monitors forecasts.
  • Reporting

  • sets up monthly sales reports retail and wholesale - per client / location / categories / refs.
  • communicates Hermès Parfums best-practices and track initiatives of competitors.
  • Budget

  • elaborates and tracks expense budget.
  • Management

  • manages shared commercial assistant
  • leads and motivates teams of exclusive BAs and Brand Managers.
  • analyzes and optimizes allocation of resources in the markets.
  • Communication

  • builds with Brand Managers and Marketing Manager a dynamic Press / Influence plan in each local market.
  • co-builds with Marketing Manager media strategy, if applicable.
  • is the Ambassador of La Maison
  • You have :

  • Min 6-year prior experience in perfumes and cosmetics.
  • Experience in Export (Middle East a plus).
  • Excellent organization, analytical and inter-personal skills. Ready to work in a polyvalent, fast-growing and entrepreneurial environment.
  • Available to travel 40%
  • You speak : English, Arabic and French a plus.

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