Key Skills

Job Description

Job Description – Mass Trade Director BNL (Drug, Para & E-commerce) Entity: L'Oréal Dermatological Beauty (LDB) Benelux Reports to: Commercial Director BNL Location: Hoofddorp (regular travel to Brussels) Scope: Belgium, Netherlands, Luxembourg (BNL cluster) Team: Mass Trade (Drug, Para, E-commerce) in each country Job Purpose Drive sustainable growth of MASS TRADE customers, in line with Division priorities and the commercial targets and strategy defined by the Division. The role covers all Mass Trade customers (Drug, Para and E-commerce) across Benelux. Key Responsibilities Customer strategy: build the BNL customer strategy, considering market specifics and following the cluster commercial strategy. Results: achieve sustainable cluster customer results while leveraging the channel shift. Planning & monitoring: plan and monitor yearly and monthly sell-in and sell-out for cluster customers. Negotiation: prepare and conduct year-deal negotiations. Profitability: manage customer profitability. Activation: implement sales activation. Collaboration: create a customer-centric BNL customer collaboration. People: build and develop the team in each country. Ways of working: foster simple ways of working across Benelux with all stakeholders. KPIs Key Deliverables Three-year customer strategy Customer sales planning Year deal E-commerce acceleration plan Team development plan Key Interactions Internal: Commercial Director, Brand Business Leads, Commercial Controlling, Supply Chain team. External: Drug, Para and E-commerce customers (retailers and pure players). Profile In-depth Knowledge Channel / customer strategy building Channel / customer profitability management Selling and negotiation skills People and stakeholder management Competencies (L'Oréal) Strategist Integrator Innovator Entrepreneurial People Developer Team Player Analytical Suggested Requirements Minimum 10 years of Commercial experience with negotiation background (year deals, customer P&L management) Significant sales / Key Account Management experience in FMCG, beauty or health, in Drug, Mass or E-commerce Team management experience, ideally multi-country Fluent English; Dutch and/or French strongly preferred Comfortable in a multicultural, matrix environment

Core Responsibilities

Develop and execute the Benelux strategy for Drug, Para, and E-commerce customers, delivering sustainable sales results through planning, negotiation, profitability management, and sales activation. Lead and develop teams across the three countries while strengthening customer collaboration and simple ways of working with internal and external stakeholders.

Requirements

Requires at least 10 years of commercial experience, including significant sales or Key Account Management experience in FMCG, beauty, or health and a background in negotiations and customer P&L management. Team management experience, ideally across multiple countries, fluent English, and Dutch and/or French are preferred.