🚀 Mission Statement

As the Head of Commercial O+O, you are the architect of the Division’s commercial future. In a rapidly evolving emerging market, you will lead the "Restructure for Growth" strategy, seamlessly bridging the gap between Offline excellence and Online acceleration. You are not just a sales leader; you are an "Explorer" and an "Enabler"—identifying market whitespaces, leading high-stakes negotiations, and orchestrating demand to ensure L’Oréal Luxe remains the #1 partner for retailers in Vietnam.

🔑 Key Accountabilities

1. Strategic Growth & Market Exploration

• Define the Roadmap: Design and execute the local Luxe commercial strategy across all channels (Dept Stores, Boutiques, E-retail), retailers, and categories.
• Whitespace Identification: Proactively identify "white canvases"—new geographic locations, digital platforms, or category opportunities to drive distribution expansion.
• Door Management: Lead the strategic selection and performance management of physical and digital "doors" to maximize ROI and brand prestige.

2. O+O Commercial Excellence & Senior Advocacy

• Top-to-Top Leadership: Act as the primary face of L’Oréal Luxe for senior-level retail partners. Lead negotiations for commercial conditions, visibility, and rental agreements.
• Joint Business Planning (JBP): Lead the Quarterly and Yearly O+O JBP process, ensuring shared growth targets, marketing alignment, and operational excellence.
• Unified Voice: Coordinate with multi-division stakeholders (Consumer Products, Dermatological Beauty) to ensure a "One L’Oréal" approach with shared retail partners.

3. Demand Orchestration & Business Intelligence

• Target Delivery: Accountable for the monthly Sell-in and Sell-out targets across the O+O ecosystem.
• Dynamic Forecasting: Animate the business planning cycle by constructing precise commercial forecasts (Baseline, Promo, Launch) aligned with the Marketing & Online calendars.
• Data-Driven Insights: Master the drivers of the forecast to ensure maximum accuracy and track brand performance down to the category level.

4. P&L & Operational Integration

• Financial Rigor: Take full ownership of Offline Gross-to-Net (GTN) management, including Sell-in, PO tracking, and Return management.
• Promotional Framework: Validate monthly O+O promotional plans to ensure sell-out delivery while protecting brand equity and account profitability.
• Agile Operations: Maintain a "hands-on" approach within a lean team structure, ensuring seamless integration between commercial and supply chain/finance processes.

👤 Candidate Profile

Experience & Background

• Seniority: Minimum 10+ years of professional experience in Sales, Key Account Management, or Commercial leadership.
• Omnichannel Expertise: A proven track record of managing both traditional Offline retail and modern Online/E-commerce environments.
• L’Oréal DNA: Strong preference for internal candidates or L’Oréal alumni who deeply understand our culture, "Simplicity" rules, and internal ways of working.

The "Explorer" Mindset

• Opportunity Seeker: You thrive in ambiguity and enjoy building from scratch in an emerging market landscape.
• Collaboration over Command: You lead through influence and enablement rather than traditional "command and control" sales management.
• Operational Agility: You are a strategic thinker who isn't afraid to dive into the operational details when needed.

Technical & Soft Skills

• Analytical Sharpness: Ability to simplify complex data into actionable commercial insights.
• Influencing Power: Exceptional communication skills to navigate internal ManCom stakeholders and external Top-to-Top retail leaders.
• Entrepreneurial Drive: Resourceful, resilient, and capable of balancing long-term strategic ambition with the discipline of monthly sales cycles.