Being a professional with 10 years’ experience in Western and developing countries as well as an academic specialized in the strategy and information systems fields gives me a broad panel of competencies:
The Area Sales Manager is accountable for delivering the market-share, sales and profit goals regarding the Coty Luxury fragrances & skincare portfolio (20 brands, including Hugo Boss, Gucci, Chloé, Calvin Klein, Burberry, etc).
Accountable for my cluster P&L (objectives of gross sales, net revenue & contribution)
Establishing strong relationship with distributors by:
Negotiating with distributors the objectives and support for the fiscal year, as well as price structure, incoterm, payment terms and bonus.
Identifying a pipeline of opportunities across territory with sufficient ROI.
Optimizing my investment bucket (marketing and trade marketing activities negotiated against counterparts) and updating it according to opportunities and challenges.
Distributor consolidation (performing thorough analysis of their results, capabilities & 3-year plans to enable senior management decision of contracting with one partner).
Performing analytics of distributor performance and acting upon the findings.
Creation of dashboards and templates for business routines with further deployment to the sales team.
Coordinating internal/external stakeholders for best-in-class executions and projects delivery.
