Commercial Manager - Consumer Division (NEW)

Manager Commercial Projects planning

Social Commerce - Senior Manager

Sr Category Manager

Senior Brand Manager

Group Account Head

Manager – Digital &  DTC

Brand controller

Regulatory Affairs Manager (Pharma)

Head of Channel Development

Responsibilities: <ul><li>Develop companies’ business strategies along with leadership team and develop robust rollout plan for execution.</li><li>Capable to manage senior leadership and also work at ground level.</li><li>Responsible for sales planning, marketing, people management &amp; deliver Company’s Budget &amp; P&amp;L and market share growth.&nbsp;</li><li>Analyze the activities of Company &amp; its competitors to develop the best and most effective business plans &amp; strategies</li><li>Implement and revamp sales processes designed to achieve sales objectives</li><li>Develop, lead and manage all strategic activities in the Company</li><li>Ensure accelerated profitable business growth is achieved</li><li>Identify new product areas, emerging trends, business opportunities and markets for business growth</li><li>Collaborate with cross-functional partners to drive financial performance</li><li>Influence, coach and support the development of cross regional team members</li><li>Build a collaborative performance driven culture</li><li>Development of financial plans including budgeting and forecasting for short and long term.</li><li>Analyze business performance including profitability, revenue, pricing and cost of goods sold.</li><li>Drive efficiencies to ensure contracts are financially viable and delivered on budget.</li><li>Create and maintain long-term partnership with suppliers, vendors and/or external parties to ensure smooth business operation.</li></ul> Requirements: <ul><li>Bachelor Degree in Business or Marketing &amp; MBA in Business or General Management Pte Ltd, Marketing.</li><li>A minimum of eight (8-12) years of professional commercial/sales/marketing experience within the consumer division portfolio OTC/FMCG industry</li><li>Strong leadership and expertise in project management/process design/change management</li><li>Has experience in lead P&amp;L with proven experience of success in FMCG / OTC business in Malaysia.</li><li>Good strategic leadership &amp; execution skills</li><li>Excellent communication skills – written &amp; verbal</li><li>Good analytical skill</li><li>This role will report locally to Country Head / Managing Director and operationally will report to BU Head DTC of the company in Singapore.&nbsp;</li></ul>

Purpose of role: <ul><li>The Manager Commercial Projects planning Middle East is a critical enabler and a change agent for the Commercial organization in Middle East, empowering teams to collaborate cross-functionally, breaking the departmental silos, embedding PBO and FFWD ways of working, and coordinating dynamic resource allocation.&nbsp;</li><li>The incumbent orchestrates the Commercial governance and leads Commercial project portfolio management, to ultimately enable the achievement of Commercial and NPS targets.&nbsp;</li><li>The role is pivotal for the successful implementation of the Global Initiative - Consumer Centric Organization.</li></ul> Responsibilities: <ul><li>Accountable for the project portfolio management of commercial programs, projects, and initiatives, working in close collaboration with market PMO (part of S&amp;PD) to integrate it into market/cluster broader portfolio of initiatives</li><li>Support Consumer Journey leads (Awareness/Conversion/Retention) and Commercial project managers in developing project charters with clear goals and desired outcomes of recommended programs, projects, and initiative</li><li>Consolidate project resource requirements (demand) and recommend an optimal resource allocation across all Commercial teams for the Commercial governance to decide. Identify non-Commercial resources requested for Commercial programs, projects, and initiatives, and facilitate allocation</li><li>Embed cross functional project-based (horizontal) ways of working driving collaboration and agility (sprint planning, retrospective, stand up meetings, etc.) in project delivery</li><li>Support the roll out of PBO in commercial functions by advocating and role modelling relevant behaviors and embedding best practices within the project teams</li><li>Track program, projects, and initiatives progress against KPIs and goals, ensuring timely update through the PBO reporting system (ServiceNow), and recommending corrective actions if needed</li><li>Orchestrate and coordinate the market/cluster Commercial governance, ensuring its effectiveness and the timely follow up on decisions taken</li><li>Participate in the Consumer Experience leadership team governance and provide input and recommendation to overall Consumer Experience short / long term plans as project portfolio manager and subject matter expert in PBO, FFWD, etc.</li></ul> Requirements: <ul><li>You have University degree Math/Statistics/Engineering</li><li>You have minimum 10 years of professional working experience in similar roles with a proven record of managing demanding projects/programs, including 5+ years of Consultancy experience working on CPG projects/programs</li><li>Advanced project management skills and project management tools</li><li>Good communication, collaboration, relationship building skills</li><li>Consumer centric mindset and comprehension of new consumer “phygital” reality</li><li>Strong leadership skills with agility and ability to deal in a constantly evolving environment</li></ul>

Overview: <ul><li>We have a suitable opportunity in Digital for the position of Social Commerce Manager of Division, one of the fastest growing divisions of&nbsp;India.</li><li>In this individual contributor role, you will be accountable for the delivery of both gross revenue and net profit targets by accelerating the performance and adoption of Social commerce Channel through strategic alignment, development and execution of the business plan, promotional activities, merchandise mix and improving the operational process.</li></ul> Responsibilities:&nbsp; <ul><li>Drive Social Commerce channels targets in terms of sales value, and P&amp;L</li><li>Implement the social-commerce strategy: focus on increasing salon adoption on the Social Commerce platform in turn driving revenues through services and retail sale.</li><li>Drive customer acquisition, retention and growth through digital marketing, and a seamless customer experience online, including managing CRM, loyalty programs and ensuring delivery and returns processes are effective</li><li>Owner of the PPD Social Commerce Platform ensuring that the brand presence and journey online is consistent with overall brand standards and strategy</li><li>Create and maintain a Social Commerce business plan: promotional calendar, product exclusivities, cross selling mechanisms, operation and data ownership within ecommerce brands</li><li>Drives relationship with partners to ensure synergies between the brand’s own activities and partners</li><li>Develops customer understanding through customer data, contributing to the overall analysis of the consumer path to purchase</li><li>Establish and maintain relationships with key stakeholders inside the Company (Digital, Marketing, Commercial and Education), Salons, Hairdresser, digital ecosystem, and media partners</li></ul> Requirements: <ul><li>Good understanding and sensitivity towards Beauty &amp; Hair trends.</li><li>More than 5 years of relevant work experience in Ecommerce industry C1 - Internal use</li><li>Good understanding of e-Channels business model to drive on-platform visibility.</li><li>B2C eCommerce, social commerce, key account management, sales planning, account development, trade marketing experience preferred</li><li>Strong Digital marketing experience, particularly in the areas of Search, Analytics, social media and Mobile.</li><li>Having experience in working with KOL is preferred</li><li>Ability to manage multiple stakeholder with great communication and influencing skills.</li></ul>

Responsibilities:&nbsp; Enriches the commercial negotiation power grounded by category knowledge.<ul><li>By analyzing Shopper, Retailer &amp; Market Insights</li></ul>				Understands the Shopper Journey, Shopper Behavior &amp; Purchase Decision Tree				Identifies new retail trends &amp; understands Cross Channel Shopper: O+O				Understands retailer performance, opportunities, KPIs and anchor all plans around that<ul><li>&nbsp;&nbsp;By formalizing market and performances reviews</li></ul>				Analyzes market trends and growth leverages of the category				Analyzes competition moves of the category				Synthesizes shopper/callback/PoS study in order to build “shopper insight”				Synthesizes an objective category strategy				Formalizes the category market review and presents to customers<ul><li>Partners Marketing &amp; Commercial to develop the strategy, action plans and growth of the category</li></ul>				Formalizes mid-terms division strategy (growth axes and commercial leverages)				Consolidates the P&amp;L of the category vision				Supports the KA teams in development of the activity for the category				Recommends solutions in cases of an answer out of the L’Oréal guidelines for a promotion<ul><li>Initiates, coordinates and follows up on category projects</li><li>Develops shelf space for the category &amp; proposes category assortments recommendations</li></ul>				Consolidates and follow up on performances of the shelf space of the category				Develops shelf category strategy in order to improve division’s category shelf space				Recommends assortment based on thorough analysis, brings to the KA team the best category assortment recommendation, in line with Commercial &amp; Marketing strategy Requirements<ul><li>At least 8 years of experience in consumer goods category management</li><li>Experience in ecommerce or beauty category will be an added advantage</li><li>Possess strong analytical and stakeholder management skills</li></ul>

Responsibilities: Brand Planning: <ul><li>Develop brand marketing strategy and execution plans based on category strategy, annual budgets, overall sales, margins and market share targets, brand focus and present to supervisor</li><li>Build annual brand portfolio growth plans to achieve the brand growth targets&nbsp;</li><li>Develop optimal brands’ pack type, price and channel portfolio to meet consumer segmentation needs while achieving the profitability goals</li><li>Interact with division and global category teams to discuss brand positioning, architecture, issues etc.</li><li>Conduct in-depth analysis of market, consumer and customer analysis to derive data-driven actions to guide the brand marketing plan development and optimization</li><li>Conduct ROI analysis to monitor, improve and deliver optimum DME efficiency</li></ul> Marketing Execution Leadership and Management: <ul><li>Concepts: develop, qualifies and implements insight-driven marketing ideas, concepts and innovations across all aspects of marketing mix</li><li>Advertising and Media: lead development and deployment of superior consumer communications across all advertising and media channels</li><li>In-store activations: drives superior in store merchandising, sampling and promotion programs to build winning in store impact and consumer off-take</li><li>Agency management: Manage the advertising, media, PR, and promotion agencies to derive superior business results</li><li>Product/packaging innovations: build and drive the continuous stream of product and packaging innovations to achieve sustainable growth for the brands</li><li>Relationship Building: Visit critical markets and key customers regularly to understand latest consumer behavior patterns for all allocated brands</li><li>Initiate the PR / PO process by sharing request and required documents; Escalate in case of issues</li></ul> Creative Communication: <ul><li>Provide brief to the advertising agency for creatives, story board, celebrities to be used for endorsement, etc.for allocated brands; Seek inputs from Category Head, as required</li><li>Share media plans for the brands and seek inputs from Category Head to ensure alignment with objectives</li><li>Participate in reviewing and finalizing ad films jointly with Category Head</li></ul> Business Analysis and Realization: <ul><li>Conduct in-depth analysis of market, consumer and customer analysis to derive data-driven actions to guide the brand marketing plan development and optimization</li><li>Conduct ROI analysis to monitor, improve and deliver optimum DME efficiency</li></ul> Personal Capability Development: <ul><li>Responsible and committed for the training and development plan for self&nbsp;</li><li>Be the ‘owner’ for continuous growth under the supervision of the Category Head</li></ul> Requirements: <ul><li>Education: MBA (Reputed Institute)</li><li>7+ yrs of experience in Brand Marketing (Chocolate Division)</li><li>From FMCG companies</li><li>Prior experience of working closely with sales/Retail teams; R&amp;D/Supply chain &amp; external agencies partners</li></ul>

Responsibilities: <ul><li>Lead the Consumer Products Division business management for one of the top3 Online and overall customers to drive strong growth and shares. </li><li>Build, manage and develop long-term Ecommerce relationships in order to achieve the targeted sales revenue by increasing the brand’s online presence.</li><li>Lead and negotiate annual agreements with Ecommerce partners Develop plan, KPI and Goals to achieve for each Ecommerce partner basis clear understanding of customer strategy, KPIs and understanding as well of brand strategy and objectives.</li><li>Create selling stories on the basis of deep customer and category understanding to align portfolio, campaign and event execution.</li><li>Define and implement Go to Market strategy with cross functional teams (marketing, supply chain, IT, sales etc.).</li><li>Identify new ecommerce trends and opportunities for business growth and implement action plans.</li><li>Analyze and interpret Ecommerce partner’s sales report to identify strengths, weaknesses and business opportunities both tactical and strategic.</li></ul> Requirements: <ul><li>Develops Business Operations, Enhance Selling and Category Development.</li><li>Good communication and presentation skills, Build Selling Propositions and Negotiate.</li><li>Strong people management skills both geared towards team management as well as stakeholder management.</li><li>Masters Ecommerce Consumer Journey and Digital levers &amp; good understanding of Ecommerce systems and processes.</li><li>Monitor Sell-in and Sell-out excellence and accurate business planning&nbsp;</li><li>Key Relationships: Ecommerce Customer Teams, Marketing, Digital, Sales Development, Supply Chain, Finance Controlling. Physical Demands (e.g. % travel):.</li><li>Travel will be need based </li><li>Education: • Graduate &amp; above</li></ul>

Role Description: <ul><li>We have an opportunity in the Professional Products Division for the position of Manager – Digital &amp; DTC for brand Kérastase.</li><li>In this role, you will be responsible for digital and DTC strategy and execution.</li><li>You should have at least 4 -6 years of relevant work experience in digital marketing.</li><li>The location of the job will be in Mumbai and prior experience in luxury, beauty or FMCG will be advantageous.</li></ul> Responsibilities: a) Driving Digital Presence <ul><li>You will plan and execute digital initiatives , including SEO/SEM, online to offline drives, social media, video, display and programmatic campaigns.</li><li>You will map consumer decision journey for relevant categories and brands with inputs from Consumer, Hairdressers, Salons, CMI, Social Listening etc.</li><li>You will identify trends and insights, and optimize spend and performance based on the insights.</li><li>You will manage all owned digital assets for the Brand.</li><li>You will measure and report performance of all digital marketing campaigns, and assess against goals (ROI and KPIs)</li><li>Leverage Earned media through influencers strategies</li><li>Establish and maintain relationships with key stakeholders inside the Company (marketing, sales and education), Salons, Hairdresser, digital ecosystem and media partners</li><li>Agency Management - Liaise &amp; manage relations with Social Media, Website, Online Media Buying,&amp; Performance Media Agencies.</li></ul> b.) Drive the brand’s D2C platform <ul><li>Oversee the Brand’s D2C platform sales. Monitor and enhance the online sales activity</li><li>Ensure User Experience of the website including Design &amp; Aesthetics, Content, and Navigation, Branding / Marketing, Performance, checkout funnel and promotional campaigns</li><li>Own and manage SEO measurements and monitoring methodologies</li><li>Oversee the implementation of CRM strategy and data management</li><li>Ensure that all ecommerce activity is consistent with the brand sense of purpose</li><li>Manage Competitive, market and best practices intelligence</li><li>Analyze digital role in the consumer path to purchase &amp; consumer online searches&nbsp;&nbsp;</li><li>Achieve excellence through optimization and innovation</li><li>Create and maintain an online e-business plan: e-promotional calendar, product exclusivities, cross selling mechanisms, data ownership</li></ul> Requirements: <ul><li>Needs a balanced profile of digital expertise + marketing / brand understanding.</li><li>Incumbent needs to be very strong in one of these and have great desire &amp; intent to upskill in the other if not already a skill. Rigor in execution is expected.</li><li>4 to 6 years of relevant experience</li><li>Specialization in Digital Media</li><li>FMCG experience is preferred</li><li>In-depth understanding of the India media and digital market (ie, media cost dynamics, landscape, media usage trends, etc.)</li><li>Digital Expertise: conversant with all forms of digital formats and measurement</li><li>Ability to represent L’Oréal’s perspective to internal and external stakeholders as well as provide subject matter expertise to Marketing Teams on Digital and E-commerce.</li><li>Ideally this incumbent may already hold a similar position within an advertiser or will have the credentials to move from the agency environment</li></ul>

Responsibilities: <ul><li>Reviewing return on investment related to marketing expenditure/sales deduction, analyze the effectiveness and propose suggestion/solution</li><li>Reviewing monthly business performance of each brand and provide strategic and financial decision/action plan partnering with the brand general manager</li><li>Implement internal control function within the department (fixed asset capitalization, purchasing system, promotion planning /marketing proposal)</li><li>Undertake all cost analyses in order to detect risks and propose the actions required to maintain budgetary objectives</li><li>Managing profitability of each brand under professional product division</li><li>Managing marketing spending to be align with the budget and analyzing the effectiveness of the marketing spending in order to maximize the return on investment</li><li>Act as business partner with commercial team and marketing team to drive and optimize the investment in product and customer.</li><li>Managing forecast and sales to ensure the company able to achieve the target revenue</li><li>End to end financial responsibility of business P&amp;L and processes.</li><li>Ensuring each and every line item of P&amp;L is reviewed</li><li>Preparation of Trends and Budgets and presenting the same to stakeholders.</li><li>Study and benchmarking of product pricing, margins and discounting with competition on regular basis across the channels.</li><li>Driving the Gross Margins of Channel.</li><li>Provide timely analysis and inputs to Division Controller and other stakeholders.</li></ul> Key Deliverables: <ul><li>Delivery of Key Job responsibilities</li><li>All processes are followed.</li><li>Making sure completion of any group internal control audit in a satisfactory manner.</li><li>Delivery of all channels P&amp;L.</li><li>Timely monthly closings and reportings.</li><li>Preparations of P&amp;L of all Channel alongwith Gross Margins and full analysis of all the drivers on monthly basis and during trends and budgets.</li></ul> Requirements: <ul><li>Must be able to integrate with the commercial &amp; Brand Teams of different channels.</li><li>Must have complete understanding of Indian FMCG commercial working environment.</li><li>Must have working knowledge of SAP and business tools.</li><li>Act as a enabler.</li><li>Solution oriented.</li><li>End to end understanding.</li><li>Agility and adaptability.</li><li>Act as a business partner.</li><li>Should have high level of accuracy and must respect timelines.</li><li>Must not be doing postmortem of results at month end rather should be on top of his business on day to day basis in order to take right decisions timely.</li></ul> Key Relationships: <ul><li>Commercial Teams.</li><li>Commercial Controllers.</li><li>Corporate Finance.</li><li>Regional Finance.</li><li>Zonal Finance.</li></ul> Physical Demands (e.g. % travel): <ul><li>Travel will be need based</li></ul> Education: <ul><li>Chartered Accountant/Cost Accountant</li></ul>

Responsibilities: <ul><li>Lead local regulatory work for pharma division including new product/ device registrations, variations and renewals</li><li>Conduct regulatory related submission/ correspondence with respective local health authorities (BPOM and MoH)</li><li>Conduct strategy meetings with commercial team to discuss product pipelines and registration plans&nbsp;</li><li>Maintenance of regulatory related database and licences such as product technical files, product complaints and adverse drug reaction records, import and poison A licences, etc</li><li>Support local pharmacovigilance system in line with local regulatory requirements&nbsp;</li><li>Assist with maintenance and preparation of local quality management system and internal audit in compliance to local regulatory requirements</li><li>Review marketing materials to ensure compliance with local guidelines.</li></ul> Requirements: <ul><li>Bachelor’s degree in pharmacy</li><li>Registered pharmacist recognized by MOH Indonesia</li><li>Experience in regulatory affairs in a pharmaceutical or medical device company</li><li>Familiar with local regulatory bodies such BPOM and MoH</li><li>Strong initiative and ability to take lead on projects</li></ul>

Responsibilities: Business Analysis <ul><li>Drives Channel analysis (Overall channel-based segment / portfolio trends within different geographies, consumer trends, competitive analysis for the channel. Analysis of total channel business value and contribution of PMIDF &amp; other TMOs).&nbsp;</li><li>Drives Industry analysis (Multicategory Trends Follow Up, Account &amp; Channel Based overall Financials / P&amp;L / Performance analysis, Follow up activities of regional / global duty-free associations, Follow up of regulatory developments etc.) for the channel. Ensures industry analysis is considered as part of the channel strategy and plans.</li><li>Monitor the net operating revenue drivers (volume, price, mix effects) and the progress of trade terms for key accounts within the channel.</li><li>Channel performance KPIs and conduct regular channel performance tracking and reporting to Duty Free’s MT.</li><li>Post activity and ROI assessments within the channel.</li></ul> Strategy Definition Channel Development: <ul><li>Defining a channel value proposition and consequent business model that ensures short term profitability and future long term business growth.&nbsp;</li><li>Owns the trade spend strategy &amp; identify channel-based investment metrics which define the criteria and business drivers.&nbsp;</li><li>Responsible for defining and championing a PMIDF touchpoint segmentation and gives and gets framework to prioritize investment within the channel. Ensuring these are incorporated into the negotiation with key accounts and consequent post implementation within the channel.&nbsp;</li></ul> Business Development &amp; Partnering Portfolio Planning: <ul><li>On selective cases and with strong substantiation, proposes channel-based adaptations from the global portfolio strategy based on input from Customer Development and overall business priorities for the channel.</li></ul> Digital Marketing and CX: <ul><li>Work together with Marketing stakeholders to identify Consumer Journey within the channel and opportunity to engage LAS. Make proposals to develop/adapt toolboxes that improve the quality of engagement within the channel in line with channel’s value proposition and agreed objectives.</li><li>Explore joint with Marketing digital solutions that could increase the consumer experience within the channel.</li></ul> S&amp;PD: <ul><li>Formulate recommendations to adapt DF’s pricing strategy within the channel by incorporating in the analysis channel-specific levers.</li><li>Work together with S&amp;PD team to formulate a pricing strategy for new business expansion scenarios within the channel.</li><li>Review trade remuneration frameworks to ensure these take into consideration channel specific levels and objectives. When necessary, propose adaptations of the framework that better accommodate channel needs.</li></ul> Commercial Planning: <ul><li>Works together with the Commercial Planning team to ensure that business cases for new portfolio introductions or market expansions incorporate channel specific objectives, enablers and metrics.</li></ul> Channel Development Mission <ul><li>Channel Development’s main goal is to develop and maintain channel specific strategies, tools and processes to drive business expansion and innovation with an in-depth understanding of value proposition of the channel and consequent channel growth opportunities.&nbsp;This is achieved through:</li><li>Assessing businesss performance within the channel as well as other internal and external factors (consumer, competition, channels and industry) impacting profitability, SoM and revenue growth opportunities. Use fact based, data driven analysis to synthetize information, draw insights and conclusions and formulate a comprehensive channel strategy</li><li>Jointly working with Head of Portfolio to identify right portfolio assortment within the channel based on an in-depth understanding of the consumer base transiting in the different geographies that have a strong channel presence.&nbsp;</li><li>Partnering with the Digital Marketing team to identity the ideal engagement strategy and toolboxes to support channel growth opportunities.</li><li>Partnering with S&amp;PD to develop a cohesive pricing and trade remuneration strategy based on an in-depth understanding of the channel and the main strategic levels to achieve business objectives for the channel.</li><li>Working together with Area Deployment Heads to identify the main KAs partners across the channel and formulate a cohesive negotiation strategy that foster category growth within the channel.</li></ul> Area Deployment <ul><li>Field Intelligence: Industry, Channel, Consumer &amp; Competition</li><li>Account Planning &amp; Negotiation</li><li>Deployment &amp; executional excellence</li></ul> S&amp;PD <ul><li>PMIDF Strategy &amp; LRP (Portfolio, Pricing, etc.)</li><li>Pricing strategy &amp; data modelling</li><li>Monthly COT, NOR &amp; Cost Alignment</li></ul> Marketing <ul><li>Portfolio and CX Experience Strategy</li><li>Digital marketing toolboxes</li></ul> External Affairs <ul><li>Regulatory environment impacting channel growth potential.</li></ul> ﻿Requirements: <ul><li>Should have experience in channel specific strategies, tools and processes to drive business expansion and innovation with an in-depth understanding of value proposition of the channel and consequent channel growth opportunities.</li><li>Exposure in Commercial projects experience (channel development, commercial strategy, etc)</li><li>Should be from FMCG background (or related such as F&amp;B, cosmetics, electronics) industries experience.</li><li>Excellent experience in Strategy Planning, Commercial Development and Channel Development.</li><li>Should look after profit, revenue etc.</li></ul>

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