Job description
Qui sommes-nous ?
Pierre Fabre is the 2nd largest dermo-cosmetics laboratory in the world, the 2nd largest private French pharmaceutical group and the market leader in France for products sold over the counter in pharmacies.
Its portfolio includes several medical franchises and international brands including Pierre Fabre Oncologie, Pierre Fabre Dermatologie, Eau Thermale Avène, Klorane, Ducray, René Furterer, A-Derma, Naturactive, Pierre Fabre Oral Care.
Established in the Occitanie region since its creation, and manufacturing over 95% of its products in France, the Group employs some 10,000 people worldwide. Its products are distributed in about 130 countries. 86% of the Pierre Fabre Group is held by the Pierre Fabre Foundation, a government-recognized public-interest foundation, while a smaller share is owned by its employees via an employee stock ownership plan.
In 2019, Ecocert Environment assessed the Group’s corporate social and environmental responsibility approach in accordance with the ISO 26000 sustainable development standard and awarded it the “Excellence” level.
Pierre Fabre is recognized as one of the "World's Best Employers 2021" by Forbes. Our group is ranked in the Top 3 in the cosmetics industry and in the Top 10 in the pharmaceutical industry worldwide.
Here are some products provided by Pierre Fabre USA : EAU THERMALE Avène,Glytone, Klorane, Rene Furterer, Hemangiol
Votre mission
Reporting directly to the Chief Commercial Officer, The National Account Manager (NAM) is essential to the success of the Pierre Fabre Dermo-Cosmetics (PFDC) business in the US. The NAM’s main objectives are to develop the productivity, profitability, and support of the Avene and Klorane brands across our National Retail Partners omni-channel landscape. This role requires current or prior experience working with National Drug Chains (Walgreens, CVS, etc) along with Target and possible expansion based on PFDC growth strategies.
Essential Functions:
- Responsible for the sales relationship between NA customers and PFDC defining National Retail commercial plans.
- Negotiates and formalizes National Accounts commercial agreements
- Ensures PFDC meets or exceeds National Accounts Sales, Inventory, and Profit KPIs
- Owns business reviews including weekly/monthly sell-out dashboards identifying opportunities and risks.
- Confirms forecasts and demand plans with PFDC Sales Planner include base inventory + lift for on & off shelf promotions; Tracks retailers ordering including quantities shipped, newness, OOS.
- Manages supplier scorecard and ensures cross-functional partners are improving where needed and is accountable for minimizing unnecessary or unplanned chargebacks.
- Partners with cross functional teams to optimize sell-out including determining Territory Manager and Freelance Beauty Advisors coverage on an annual basis and during key promotional periods and program activations, Managing instore programs including contests, incentives, and gratis.
- Collects and communicates PFDC brand intelligence including execution of store programs, primary & secondary merchandising executions, inventory concerns
- Collects and communicates competitive intelligence focusing on retailer specific programs & promotions including store executions, coverage, inventory.
- Collaborates with Trade Marketing to define account strategy and plans
- Manages promotional billback estimates and impact on sales revenue in collaboration with Trade Marketing
- As part of the cross-functional team, the NAM builds positive and productive relationships with Merchants, Planners, and Senior Management facilitating strong relationships between PFDC and Customer Teams.
P&L and Profitability Management:
- Optimizes customer P&L by working cross-functionally to support achievement of top and bottom-line targets.
- Communicates National Retailer P&L across functions including proactive, regular business reviews to share results and identify risks and opportunities.
- Helps ensure PFDC delivers aligned return on investment
Customer Negotiations:
- Negotiates commercial partnership agreements to develop profitability, turnover and market share
- Negotiates to promote the sell-out of Pierre Fabre products including negotiation of assortment, inventory levels + supports negotiation of primary & secondary merchandising (space & location, POS displays, etc.), turnover targets, number of promotions in collaboration with Trade Marketing
Supports Field Sales Execution and Success:
- Responsible for supporting program execution at field level and facilitating feedback between the Field, Pierre Fabre Team, and the Retail Partners and ensures sales teams have and provide excellent level of information to share with store staff including Beauty Advisors and Pharmacy staff.
- Communicate the action plan and verifies the implementation of field programs with Field Sales Mangers and Territory Managers + External selling teams
Internal relationships and collaboration with other Pierre Fabre Departments:
- Develops strong and collaborate relationships with Sales, Marketing, Trade Marketing, Digital, and Finance to drive sell-out with BIC programs and activations and aligned ROI.
- Coordinates the relationship between the NA customer and the back-office services (supply, legal, financial, customer service, marketing / trade marketing, etc.) between Pierre Fabre and customers.
- Builds Business Reviews in collaboration with the marketing / trade marketing teams
- Partners with marketing, sales and education to deliver tools, training, and rewards to fuel sell-out in-store, in pharmacy, and on-line.
- Other duties as described by the business.
Competencies:
- Relationship building
- Negotiation
- Analytical Skills
- Strategic Planning
- Bias for Collaboration
- Excellent Communication and Presentation Skills
- Problem Solving and Conflict Resolution
- Demonstration of Leadership Qualities
Traits:
- Tact and integrity
- Adaptability
- Self-starter/Proactivity
- Creativity and proven problem solver
- Ownership, ambition, and achievement orientation
Required Education and Experience:
- 5+ years’ experience in skincare or haircare
- 5+ years proven success in National Account Sales Manager role with National Retail accounts including chain drug, big box, and specialty beauty retailers.
- Demonstrated ability for financial terms and contract management
- BA/BS required
- Valid Driver’s License
- Employees who do not qualify for a corporate credit card for any reason will be expected to cover the cost of their travel & expenses and submit for reimbursement.
Work Environment / physical demands / position type and expected hours of work:
-
Occasional weekend and evening activity are required as needed.
- Attendance at industry and customer conferences
- This role routinely uses standard home office equipment such as computers, phones, printers.
- While performing the duties of this job, the employee is regularly required to talk or hear.
- The employee frequently is required to stand; walk.
- The employee would need to help set-up brand booths and similar at industry conferences requiring lifting boxes, packing & un-packing boxes, etc.
- Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Travel
National travel required as needed to meet the requirements of the customer
- Up to 50% travel
Qui êtes-vous ?
True to My Nature
https://www.pierre-fabre.com/en-us
https://www.kloraneusa.com/
https://www.aveneusa.com/
Pierre Fabre is an equal employment opportunity employer and does not discriminate against any applicant because of race, creed, color, age, national origin, ancestry, religion, gender, sexual orientation, gender expression and identity, disability, genetic information, veteran status, military status, application for military service or any other class protected by state or federal law.
Nous sommes convaincus que la diversité est une source d’épanouissement, d’équilibre social et de complémentarité pour nos collaborateurs, nos offres sont donc ouvertes à toutes et tous sans restriction.
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