Head of Sales UK and West EMEA

JOB TITLE: Head of Sales UK and West EMEA
DETAILS:  Full Time
LOCATION: London
REPORTS TO: SVP Sales for Rest of the World

Dr. Barbara Sturm, one of the most sought-after aesthetic doctors in the world, drew on two decades of anti-inflammatory research and practice to create her high performance, ingredient science-focused skincare regimens. Her unique products have achieved cult status with skincare devotees worldwide, and her philosophy of healing the skin has challenged both aggressive approaches and the conventional wisdom. 

Dr. Sturm has built more than a brand—she has built a lifestyle based on bettering oneself through education and self-care, focusing on your own beliefs and ambition and taking every challenge as an opportunity. Our community and customers are at the core of everything we do and their voices, opinions, and ideas inform each decision we make. Join us and become part of #TeamSturm. 

WHAT YOU WILL DO
The role will be responsible for ensuring that Dr. Barbara Sturm is at the forefront of beauty in the region. We’re looking for an unstoppable pioneer, an inspiring leader and a formidable commercial creator tasked with the extraordinary opportunity of driving forward our business’ ambitious evolution, to gain and hold the number ONE Beauty brand ranking in each market. You will be responsible for managing and developing our existing retail partners, while identifying new opportunities for the acceleration of our brand in the region, allowing new customers to discover the effective products of Dr. Barbara Sturm. All the while promoting and maintaining a high company image of professionalism, competence, and customer satisfaction.

As a confident and dynamic individual, you will maximise all sales opportunities throughout the UK and W. EMEA by developing and coaching the Account Managers and Beauty Consultants.  In this role you will manage our wholesale business (including travel retail) in the UK and W. EMEA (including the Middle East and Australia).  This role will have direct oversight of our major accounts in the region managing also retail performance and a retail team in London and Paris.  You will be responsible for the coordination with trade marketing, operations and finance to ensure marketing plans (and NPD) are presented regularly and that all orders are delivered and invoiced on time.

A DAY IN THE LIFE OF A HEAD OF SALES UK AND WEST EMEA 

• Position Dr Barbara Sturm as a market dominant player in the cosmetic/beauty industry through building partnerships with elevated premium retailers.
• Drive ambitious, profitable, and sustainable growth to the business, achieving agreed forecasts, plans, targets and budgets for the development of existing and new customers.
• Specialist in developing strong customer relationships, long term partnerships & achieving priority positioning for Dr. Barbara Sturm.
• Regular facilitation of successful negotiations to identify & develop strategic partnerships to support key initiatives to drive brand & category results with key retailers.
• Vision & Market intelligence for the EMEA market: opening the right doors/countries at the right time.
• Defining, negotiating, and executing revolutionary joint business plans that entice new customers to discover the effective products of Dr. Barbara Sturm.
• Operationally savvy in creating long-term scalable distribution plans
• Lead, mentor, manage & inspire a commercial team spanning a vast geographical market and array of retail partners, from Luxury Department stores to pan-European Specialty retailers
• Dynamic sales leader able to identify & align talent to build successful sales teams to scale for opportunity, inspiring their development and growth through coaching and expert leadership, always promoting positive behaviours in others, and leading by example
• Tight management of each account business from budgeting and forecasting through stock management to performance and ROI tracking
• Liaison & collaborate with DBS cross functional teams to create efficiencies and service level for field and customers, with an ability to arbitrate between different functional priorities and develop a consensual approach to major issues affecting projects
• Develop strategy of all new products: Forecast pipe, initial sell-through and annual sell through expectation along with relevant Distribution strategy to support
• Long term projection of business ambitions, by market and by door, supporting ranking, sales growth, and profitability targets
• Design and execute strategy and set goals for growth and achievement of Commercial targets.
• Direct management of all major wholesale accounts, maintaining and building new relationships.
• Develop, negotiate and manage agreements with key accounts to grow the business and improve profitability.
• Coordinate sales planning with all the functional departments of the company, most specifically with operations, merchandising and product teams.
• Organise regular sales meetings with retailers to analyse performance and agree joint business plans. Lead in Market strategy meetings whilst meeting regularly with all partners to discuss their evolving needs for further continued growth and success.
• Ensure all accounts are regularly trained.
• Successfully take on new accounts and actively develop new sale opportunities globally.
• Manage our retail team in the UK and France as well as a Junior Account Manager.
• Responsible for your trade marketing budget, retail and wholesale targets.
• Train, coach and develop the rest of the team. Delegate and empower management teams to run the business successfully. Conduct required performance reviews and appraise based on performance goals and KPI’s.
• To build and retain good relationships with our Retailing Partners ensuring that we are all working towards shared goals and best practice, and that we maximise their support in the field.

YOUR AREAS OF KNOWLEDGE AND EXPERTISE 

• Minimum of 8 years’ experience in a similar role.
• A completer-finisher; inspirational by nature yet self-driven for results
• Strong analytical competencies. Ability to analyse business identifying key opportunities
• Strong interpersonal skills, negotiation, and presentation abilities. Candidate with a magnetic attraction – a natural networker
• Elevated skills in partnership and negotiation for long lasting retailer relationships
• Excellent problem-solving, written & communication skills
• Sound retail operational knowledge, commercially astute and profit focused
• Energetic, dynamic and charismatic, with strong people development skills
• Experienced in devising and implementing strategic plans with creative flair (ideally within beauty or retail)
• A born multi-tasker who is agile to an ambiguous and ever-changing climate and who is fearless to navigate through change
• Previous experience managing multi-channels, department stores/ retailer partnerships within the EMEA region
• Experience in luxury skincare wholesale sales.
• Commercial retail management experience.
• You will have experience working with the big luxury department stores, distributors perfumeries and travel retail.
• Established relationships with the top UK and EU retailers.
• Ability to speak French/Spanish/Italian is a plus but not essential
• A natural multi-tasker with excellent organisational and time management skills

Candidates invited to interview will need to demonstrate their right to work in the UK

Only those applicants under consideration will be contacted. Please accept our utmost appreciation for your interest. Dr. Barbara Sturm is an Equal Opportunities Employer. The company is committed to equal employment opportunities regardless of age, sexual orientation, gender, pregnancy, religion, nationality, ethnic origin, disability, medical history, skin colour, marital status, genetic information or parental status. We base all our employment decisions on merit, job requirements and business needs.