Job Req ID:  20541
Date:  09-Jun-2021

Eysins, CH

Functional area:  Sales
Contract type:  1 | Permanent job
Business area:  Fragrances




AREA MANAGER Europe and Mediterranean Distributors


This role reports into the Commercial Director of EMED (European and Mediterranean Distributors) and will oversee and develop Puig business in terms of market share, net revenues and profit, ensuring sustainable growth with the right mix of sales and brands for markets in charge. You will also be responsible to develop and maintain a collaborative relationship with distributors as well as assuring they meet the defined key capabilities.

With your drive, ownership, business insight, strong knowledge of the omnichannel business, your agility and collaborative qualities you will contribute to drive the business to a maximum on the long-term.

Perimeter: Central & Eastern Europe


Functions and Responsibilities:

Business Strategic Planning and Distributor Management:

  • Evaluate current business environment and drive the strategy definition and implementation of the brand and business objectives, managing distributor in the assigned countries
  • Build and develop strong relationships in the markets under his/her responsibility
  • Drive go-to-market distributors and implementation of Key Account Management in distributors
  • Identify and assess and develop distributors team capabilities and new set-ups, if required
  • Take part, with the local team, in the design and implementation of the commercial strategy of each market based on market dynamics, retail landscape, evolution and VMS/Sell out objectives
  • In alignment with distributors key stakeholders;
    • Co-define, negotiate and monitor and adapt plans and investments by key market, brands and retailers.
    • Co-partner with retail team and distributor to define and ensure retail excellence on permanent and temporary spaces.
    • Develop e-business in collaboration with e-tailing team to achieve best in class e-visibility and e-trade plans for key retailers, in coordination and collaboration with distributor.
    • Together with Marketing team, define brand strategy and priorities for each market
    • Define and monitor distribution policy both on and off and ensure complying with Puig criteria
    • Define and negotiate pricing



  • Responsibility on the day to day communication between the Distributor and the team
  • Accountability for the VMS, Sales, Profit and A&P Investments in each market (definition, negotiation and follow-up)
  • Deep understanding of results (rankings, sell-out, sell-in, NR and commercial needs and opportunities from distributors and key accounts to ensure a solid action plan driving category growth.
  • Assure compliance with Legal Department in terms of contracts/agreements with distributors, identify potential risks and opportunities
  • Review and follow-up on new product initiative forecast and launch plans in coordination with the team
  • Follow-up P&L by distributor and country
  • Define and follow-up exchange rates
  • Follow-up on Order to Cash




  • Experience: 5 or more years of previous experience in a KAM, Sales, Trade Marketing or Business Development position managing an omnichannel business. Coming from the Beauty and/or Luxury industry and having worked with distributors but also with direct to retail would be a plus.
  • Education: Degree in Business Administration or similar discipline
  • Languages: English Fluent, other European languages would be a plus.
  • Competencies:
  • Team player with strong collaborative relationship building skills, ability to manage ambiguity, complexity, fast pace and ability to lever different levels of discussions and teams, negotiation and sales skills, ability to influence and communicate effectively, committed attitude, high accountability with strong ethics.
  • Strong analytical skills with willingness to be hands-on and to go the extra mile.
  • Entrepreneurial spirit willing to go the extra mile
  • Working knowledge of Advances MS Excel and PowerPoint.
  • Passion about the beauty and luxury industry



Puig 2021. This information is privileged, confidential and contains private information. Any reading, retention, distribution or copying of this communication by any person other tan its intended recipient is prohibited.