Función del empleo: Sales & Business Development

Tipo de puesto: Permanent

Tipo de empleo: Full - Time

Localización: London

País: United Kingdom

Senior National Account Manager – E-Retail - Active Cosmetics

Vichy, La Roche-Posay, Roger & Gallet, CeraVe and Sanoflore

L’Oréal is the world’s number one beauty company, present in 130 countries across five continents and employing over 77,000 people globally. By the year 2020 the Group aims to recruit one billion new consumers globally as part of its universalisation strategy.  The culture of innovation and entrepreneurialism is pivotal to the Group’s success and the success of its 32 international brands.

The Active Cosmetics Division is the world leader in dermocosmetics, enjoying double digit growth in the UK and Ireland for several consecutive years as a result of increased awareness and customer advocacy. The division includes six brands: La Roche-Posay, Vichy, Skinceuticals, CeraVe, Roger & Gallet and Sanoflore. The brands are sold in healthcare outlets worldwide, including pharmacies, drugstores, medi-spas and physician’s offices. Our brands are developed and endorsed by health professionals, including dermatologists, pediatricians and cosmetic doctors.


Responsible for accelerating the revenue growth in the e-retail channel within a sustainable and profitable strategy. To achieve this, the individual will manage a team of four, supporting them to achieve a differentiated plan for e-retailers whilst maintaining our unique brand values (science, quality, health, innovation and advice). He/she will be responsible for delivering sales performance ahead of budget growth whilst continuing to maintain the integrity of our selective distribution network. He/she will develop a strong, professional relationship with key personnel at each of the top four pure-player customers whilst supporting the business to develop new e-retail opportunities. This role reports into the ACD commercial director.


  • Build and achieve the customer results for the full customer portfolio:
    • Sales, market share, P&L down to gross margin, forecasting
    • Build customer plans based on category thinking and divisional priorities
  • Develop a team:
    • Lead, engage and develop the team members individually
    • Cascade down information provided by manager and up for significant customer updates
  • Manage a customer-centric approach:
    • Develop relationship with all e-retailers - growing an maintaining network, providing them with reliable, timely support and being known as the go-to partner for expert skin
    • Mutually develop and share strategies with the customer to ensure they are aligned for mutual growth and category growth
  • Animate an efficient multifunctional organization internally and externally:
    • Drive the customer as a business leader, by animating peer functions: marketing, supply chain, controlling, category management, digital and finance
    • Supporting digital upskilling on non ‘pure player’ accounts: independents and national accounts
    • Integrate with internal e-commerce and digital teams whilst developing of an e-retailer category strategy

  • Accountable for the results of annual terms negotiations with each of the key customers:
    • Decided in alignment with the commercial and finance director.
  • Drive new business initiatives and / or turnover in the accounts
    • Be the knowledgeable about the category, the brands and products to position yourself as a consultant and be influential in your point of view.
    • Identify and execute ‘triple-win’ growth opportunities (win for the consumer, win for the retailer, win for L’Oreal)

Preferred qualifications/experience:

Alongside experience in a similar role and excellent leadership & communication skills, you should be confident demonstrating all of the following:

  • Strong experience in a customer-facing role
  • Proven knowledge of retailer strategies and objectives
  • Innovator
  • Strategist
  • Entrepreneur
  • People Developer

·       Operating with discipline and attention to detail

·       Good analytical skills including competency with Excel and PowerPoint

·       Ability to operate in a fast paced environment

·       Excellent teamwork skills with proven ability to collaborate across multiple disciplines to ensure product success and ability to influence cross-functional teams without formal authority