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Commercial Director - L'Occitane

Chalhoub Group
Closing date
24 Mar 2023

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Job Details


For over six decades, Chalhoub Group has been a partner and creator of luxury experiences in the Middle East. The Group, in its endeavour to excel as a hybrid retailer, has reinforced its distribution and marketing services with a portfolio of eight owned brands and over 300 international brands in the luxury, beauty, fashion, and art de vivre categories. More recently, the Group expanded its expertise into new categories of luxury watches, jewellery, and eyewear.

Every step at Chalhoub Group is taken with the customer at heart. Be it constantly reinventing itself or focusing on innovation to provide luxury experiences at over 750+ experiential retail stores, online and through mobile apps, each touch point leads to delighting the customer.

Today, Chalhoub Group stands for 14,000 skilled and talented professionals across seven countries, whose cohesive efforts have resulted in the Group being ranked third in the Middle East and first in Saudi Arabia as a Great Place to Work®.

To keep the innovation journey going, the Group has set up "The Greenhouse", which is not just an innovation hub, but also an incubator space and accelerator for start-ups and small businesses in the region and internationally. This is just one of the several initiatives taken by the Group to reinvent itself, catalysed by forward thinking and future-proofing. The Group has also been embedding sustainability at the core of its business strategy with a clear commitment towards people, partners and the planet, and by being a member of the United Nations Global Compact Community and signatory of the Women's Empowerment Principles.

About the role

Our Commercial Director or Channel Director is responsible for designing and implementing the strategy, goals and objectives, setting budgets and commercial targets of their channels - Distribution, B2B, Travel Retail, Spas, and Cafes, in alignment with the overall short- & long-term strategic direction.

In addition, our Commercial Director is responsible for driving the sales and development of their channels, and in its growth through new projects.

Our Commercial Director will enable our business to achieve results through driving the capability of its human capital and promoting knowledge and information sharing whilst ensuring compliance.

What you'll be doing

- Develop the business plan of the channels in line with the strategic direction of the brands and align with different stakeholders (Brand Manager, Marketing, eCom, Retail, etc.) and seek the buy-in of the MD
- Agree on portfolio's commercial KPIs for the year with the MD and cascade to team accordingly; continuously monitor progress and development towards strategic objectives
- Participate in strategic meetings with suppliers, marketing, merchandising and regional teams to negotiate commercial conditions (margin, animations, exclusivity...)
- Create and implement channel sales strategies to meet monthly sales, margins, rankings & market share targets
- Seek to develop the brands with new customers / networks / markets
- Set the yearly fiscal and manpower budgets of the channels with plans and needs and leverage available dashboards to monitor budget materialization
- Manage channels network investments (opening, expansion, renovation and closing)
- Formulate, Negotiate & Drive yearly agreement & Joint Business plans with key retail partners to drive profitability and growth
- Manage contracts and agreements with Partners and request legal advisory where needed
- Identify gaps in portfolio to match customer's aspirations and grow existing channels
- Ensure that IRR by channel conforms to the Group's guidelines
- Review bad performing channels to ensure remedial plan is implemented
- Ensure all OPEX and CAPEX commitments remain within monthly budget allotments
- Ensure that monthly and annual financial statements prepared by own financial team reflect the financial position of channels
- Mentor and coach team and lead them to achieve channels' vision and business plan milestones
- Assign operational responsibility to team while keeping accountability of deliverables

What you'll need

- Experience in identifying, pursuing and capturing new business opportunities
- Experience in leading distribution businesses of similar kind
- Experience in financial management, negotiating and agreeing to contracts
- Ability to nurture relationships with clients/ partners
- Ability to influence without authority and to be regarded as a credible trusted leader of a business
- Self-aware, with the appropriate leadership skills to inspire high performing teams
- Experience in developing and managing a cross-functional team with a variety of skills and experience Experience in working in a fast-pace, matrixed environment
- Exceptional communication, relationship-building, and project management skills.
- Master's Degree in Commercial Management/ Business Administration or any relate field
- A minimum of 10 years of relevant experience with at least 5 years in a similar role

What we can offer you

With us, you will turn your aspirations into reality. We will help shape your journey through enriching experiences, learning and development opportunities and exposure to different assignments within your role or through internal mobility. Our Group offers diverse career paths for those who are extraordinary, every day.

We recognise the value that you bring, and we strive to provide a competitive benefits package which includes health care, child education contribution, remote and flexible working policies as well as exclusive employee discounts. To view all our perks and benefits, click here.

We Invite All Applicants to Apply

It Takes Diversity Of Thought, Culture, Background, Differing Abilities and Perspectives to truly Inspire, Exhilarate and Delight our customers. At Chalhoub Group, we are committed to inclusion and diversity.

We welcome all applicants to apply and be part of our exciting future. We ensure equal opportunity for all our applicants without regard to gender, age, race, religion, national origin or disability status.



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