Sales Manager

Job ID: 2017-2602

Brand: Molton Brown

Location: GB - - London

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The purpose of this position is to deliver account management for the key customers (Dufry (WDF & Nuance), CGR) within the Export/Travel Retail Channel. The focus will be on managing the business to build a holistic sales and marketing plan, with the objective of delivering sales and profit results while building brand equity within the channel. The role will also be responsible for managing the P&L of these customers.


  • Management of key Trade Partners within internal best practice including; Joint Business Plans (JBP), forecasting, delivering the brand marketing plan, sales and market reports.
  • 'Total account management' approach, with the objective of delivering joint value for Trade Customers and Molton Brown. Taking full accountability and ownership and showing leadership for the full account.
  • With support, develop and deliver all elements of the monthly, quarterly and annual P&L, from net sales to income, across customer / geographic remit. Geographic remit include UK, Middle East and Europe.
  • Continuously measure and analyse the development of the business in order to understand category, geographical and channel trends so as to identify risks and opportunities.
  • Work with all departments to agree best practice which develops strong business support. Key departments include Marketing, Merchandising, Store Design, Finance & Client Services. Work with Merchandising and Finance to best manage range and mix in order to maximise net sales and gross margin while delivering value for the trade partner.
  • Collaborate closely with in-store colleagues within the Export Team in order to ensure store standards are delivered and maintained as a key driver of sales.
  • Visits to stores and customers to gain insight, knowledge and enhance the relationship and performance of Molton Brown in line with an agreed travel plan and expense budget.
  • Managerial responsibilities are focused on P&L management, and customer account management. No direct report in role.
  • International travel is a key part of this job, sometimes for up to a week (7 consecutive days) at a time.
    Role to be head office based, with frequent travel to UK based customers and Molton Brown head office (London). Travel on a monthly basis to European customers.


  • Ideally degree educated.
  • Business or Marketing Qualification/Education.
  • Affiliation to professional organizations.
  • Travel Retail Experience. 2 Year Minimum.
  • Experience of the beauty category/market - preferably with premium/luxury brands. 2 Year Minimum.
  • Proven understanding within a commercially focused position, preferably travel retail and/or international distributors.
  • P&L experience (sales, costs & profit management) essential.
  • Project Management & Sales Management preferred.
  • Experience of matrix organisations.
  • Full UK driving license.
  • Demonstrate strong commercial awareness, financial acumen and negotiating skills.
  • Ability to influence externally, and internally across function and hierarchy. Enthusiastic, self-confident, self-motivated, with strong influencing skills.
  • Honesty and integrity, and a collaborative approach.
  • Numerate, and comfortable with data analysis (MS Excel).
  • Demonstrate Leadership Skills both in a personal and professional capacity.
  • Innovative – a provider of solutions.
  • Excellent verbal and written communication skills at all levels.

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