Mass Trade Director BNL (Drug, Para & E-commerce)

Job Description – Mass Trade Director BNL (Drug, Para & E-commerce)

Entity: L'Oréal Dermatological Beauty (LDB) Benelux Reports to: Commercial Director BNL Location: Hoofddorp (regular travel to Brussels) Scope: Belgium, Netherlands, Luxembourg (BNL cluster) Team: Mass Trade (Drug, Para, E-commerce) in each country

1. Job Purpose

Drive sustainable growth of MASS TRADE customers, in line with Division priorities and the commercial targets and strategy defined by the Division. The role covers all Mass Trade customers (Drug, Para and E-commerce) across Benelux.

2. Key Responsibilities

• Customer strategy: build the BNL customer strategy, considering market specifics and following the cluster commercial strategy.
• Results: achieve sustainable cluster customer results while leveraging the channel shift.
• Planning & monitoring: plan and monitor yearly and monthly sell-in and sell-out for cluster customers.
• Negotiation: prepare and conduct year-deal negotiations.
• Profitability: manage customer profitability.
• Activation: implement sales activation.
• Collaboration: create a customer-centric BNL customer collaboration.
• People: build and develop the team in each country.
• Ways of working: foster simple ways of working across Benelux with all stakeholders.

3. KPIs

4. Key Deliverables

• Three-year customer strategy

• Customer sales planning
• Year deal
• E-commerce acceleration plan
• Team development plan

5. Key Interactions

• Internal: Commercial Director, Brand Business Leads, Commercial Controlling, Supply Chain team.
• External: Drug, Para and E-commerce customers (retailers and pure players).

6. Profile

In-depth Knowledge

• Channel / customer strategy building
• Channel / customer profitability management
• Selling and negotiation skills
• People and stakeholder management

Competencies (L'Oréal)

Strategist · Integrator · Innovator · Entrepreneurial · People Developer · Team Player · Analytical

Suggested Requirements

• Minimum 10 years of Commercial experience with negotiation background (year deals, customer P&L management)
• Significant sales / Key Account Management experience in FMCG, beauty or health, in Drug, Mass or E-commerce
• Team management experience, ideally multi-country
• Fluent English; Dutch and/or French strongly preferred

• Comfortable in a multicultural, matrix environment