Commercial Director – Africa

Job Description

<p><strong>CONTEXT </strong></p><p>LVMH’s Beauty activities benefit from exceptional dynamism that relies on both the longevity and development of key lines and on the boldness of new creations.</p><p><br></p><p>The brands cultivate what makes them unique and is guaranteed to make them stand out for their devotees in a highly competitive global market. The success of the beauty division depends on finding the right balance between major historic Houses such as Parfums Christian Dior, Parfums Givenchy, and Guerlain, and strong potential brands like Benefit Cosmetics and Make Up For Ever.</p><p><br></p><p>All are driven by the same values: a quest for excellence, creativity, innovation, and perfect mastery of their image. LVMH Beauty Middle East &amp; Africa manages 8 different brands including Parfums Christian Dior, Make Up for Ever, Givenchy, Kenzo, Loewe, Acqua Di Parma, Guerlain and Benefit Cosmetics. LVMH Beauty Middle East &amp; Africa oversees an area of 52 countries and 53 airports in the Middle East, Europe, Africa, and India with subsidiaries and agents’ structures.</p><p><br></p><p><strong>YOUR MISSION</strong></p><p>As the Travel Retail Commercial Director for Africa, you will be responsible for leading and driving the commercial strategy and operations within the travel retail sector across various countries in Africa. You will play a pivotal role in achieving sales targets, maximizing profitability, and strengthening brand presence in travel retail channels such as airports, duty-free shops, and border crossings. Your primary focus will be on developing and implementing effective strategies, managing key accounts, and fostering relationships with stakeholders to optimize revenue and market share.</p><p><br></p><p>Your main responsibilities in this role include: </p><p> </p><p><strong>Commercial Strategy Development</strong></p><ul><li>Develop and execute the commercial strategy for the travel retail sector in Africa, aligned with the company’s overall objectives.</li><li>Identify growth opportunities, market trends, and competitive insights to drive business expansion and increase market penetration.</li><li>Conduct market research and analysis to understand customer preferences, demands, and behaviors in the travel retail space.</li><li>Collaborate with cross-functional teams to develop innovative product offerings, pricing strategies, and promotional campaigns.</li></ul><p><br></p><p><strong>Key Account Management</strong></p><ul><li>Establish and maintain strong relationships with key travel retail accounts, including airport authorities, duty-free operators, and travel retail operators.</li><li>Negotiate contracts, terms, and conditions to secure profitable deals and favorable shelf placements for the company’s products.</li><li>Monitor account performance, track sales data, and identify areas for improvement to optimize revenue and profitability.</li><li>Provide regular reports and updates to senior management on sales performance, market trends, and competitor activities. </li></ul><p><strong> </strong></p><p><strong>Team Leadership and Development</strong> </p><ul><li>Lead and manage a team of sales professionals, providing guidance, coaching, and performance feedback.</li><li>Set clear objectives, targets, and KPIs for the team, and monitor progress towards achieving sales goals.</li><li>Foster a collaborative and high-performing team culture, promoting teamwork, accountability, and continuous learning.</li></ul><p> </p><p><strong>Cross-Functional Collaboration</strong></p><ul><li>Collaborate with marketing, supply chain, finance, and other departments to ensure seamless execution of commercial strategies.</li><li>Coordinate with the marketing team to develop and implement effective promotional activities, visual merchandising strategies, and branding initiatives in travel retail locations.</li><li>Work closely with supply chain and logistics teams to ensure timely product availability and efficient distribution across travel retail channels.</li></ul><p> </p><p><strong>Compliance and Budget Management</strong></p><ul><li>Ensure compliance with legal and regulatory requirements, including customs regulations and duty-free policies across different African countries.</li><li>Develop and manage the travel retail commercial budget, effectively allocating resources and monitoring expenditures to achieve financial targets.</li></ul><p><br></p><p><strong>YOUR PROFILE</strong></p><ul><li>Bachelor’s degree in business administration, marketing, or a related field. A master’s degree is a plus.</li><li>Fluent in English, French is a plus.</li><li>Proven experience (at least 8-10 years) in travel retail or commercial roles within the consumer goods industry, preferably in Africa.</li><li>Strong understanding of the travel retail landscape, including airport operations, duty-free retailing, and travel retail trends in Africa</li><li>Demonstrated track record of successfully developing and executing commercial strategies to drive sales growth and increase market share.</li><li>Excellent negotiation and relationship management skills with the ability to build and maintain strong partnerships with key accounts.</li><li>Strong leadership abilities with experience in managing and motivating a sales team.</li><li>Analytical mindset with proficiency in data analysis and market research techniques.</li><li>Exceptional communication and presentation skills, both verbal and written.</li><li>Ability to work in a fast-paced, dynamic environment and adapt to changing market conditions.</li><li>Willingness to travel frequently within Africa and occasionally internationally.</li></ul>