Moet-Hennessey Senior Commercial Manager (Maternity Cover) in United Kingdom

Senior Commercial Manager (Maternity Cover)

  • Company: Parfums Christian Dior UK

  • Location: United Kingdom

  • Business group: Perfumes & Cosmetics

  • Contract type: Temporary Job

  • Function: Sales

  • Experience required: Minimum 5 years

  • Reference No.: SSCPC00262

  • Date of publication: 2017.10.11


PURPOSE OF THE ROLETo build strong partnerships with assigned retailers, shaping and realising joint strategies to grow sales and profit, increase market share and enhance Dior's brand image.MAIN RESPONSIBILITIES


  • Agree a 3-year vision and strategy for assigned retail partners, outlining the ambitions to improve sales, profit and brand image, and the initiatives needed to achieve those ambitions.

  • Coordinate other functions to ensure long-term objectives are aligned.

  • Review progress annually to ensure delivery is on track, and adapt plans as appropriate.

  • KPIs: 3-year vision and strategy in place for assigned retailers. Other functions aligned behind strategies


  • Agree and set annual budgets and plans to meet the objectives of the 3-year strategy.

  • Negotiate commercial terms (eg. rebates, settlement, staffing budgets) and retail tactics (eg. trade marketing plan, distribution changes, staffing changes) to support annual budgets.

  • Coordinate other functions to ensure budgets are aligned.

  • KPIs: Annual budget/plan in place for assigned retailers. Appropriate investment secured, both internally and externally,


  • Monitor trading results on a monthly and quarterly basis to ensure performance is on track.

  • Develop and deliver proposals to enhance performance -in flight', negotiating additional support as needed.

  • Secure appropriate allocation and sell-in for new launches.

  • Partner with other functions to ensure all retail opportunities are maximised.

  • KPIs: Achievement of financial targets: retail sales, gross sales, net sales, DSO, stock cover.


  • Drive the enhancement of the P&L for assigned retailers, in line with the 3-year strategy.

  • Review spend against budget (eg. staffing, capex) on a quarterly basis, addressing over/under-spends as appropriate to achieve profit targets.

  • KPIs: Achievement of financial targets: operating profit


  • Act as primary contact for all communications with retailer partners.

  • Develop engagement plan to enhance reputation of Dior within retailers and continue to build close working relationships.

  • Coordinate other functions as needed to ensure engagement plan is delivered.

  • KPIs: Clear engagement plan in place for assigned retailers. Strong relationships built with retailers.


  • Lead strategic, cross-functional or multi-brand projects/initiatives to drive business performance, coordinating activity across retailers and functions as required.

  • KPIs: Successful delivery of projects on time and on budget


PERSON SPECIFICATIONKey Competencies/Technical Skills

  • Business planning: Constructs a compelling 3-year strategy and translates it into concrete annual plans with SMART targets and detailed action plans; plans business in short, medium and long terms

  • P&L management: Fully understands and interprets a P&L statement, identifying risks and opportunities; is focused on driving bottom-line growth

  • Negotiation: Uses both hard and soft negotiation techniques to secure win-win results; is able to adapt approach quickly in order to secure better results; aims for win-win solutions in all negotiations

  • Influencing & stakeholder management: Adapts personal style to influence others better; uses a broad range of techniques to build consensus and secure support; actively manages network to influence all stakeholders

  • Analytical skills: Compiles and interprets financial, market and category information, translating insights into action plans; is focused on delivering insight and action from the analysis


  • 5+ years' experience in UK market in luxury goods, cosmetics or retail

  • Graduate level education

  • Senior management potential, with strong personal impact

  • Good understanding of and appreciation for the luxury goods industry

  • Personal affinity with the Dior brand and products

  • Competent in usage of MS Office applications and IBM Lotus Notes

  • International/Cross-functional experience an asset but not essential

  • French language skills an asset but not essential