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Group Commercial Manager

Country : United Kingdom United Kingdom

Region : London

County : Greater London

Town : London

Category : Retail

Contract type : Permanent

Availability : Full time

Job description

As part of our fast development, the Group Commercial Manager will act the as the interface between the Divisions' GMs and Commercial Directors to represent Shiseido Group externally. The Group Commercial Manager will lead the strategic plans with key omni-channel clients, negotiating trade terms and building winning JBPs, leveraging our full portfolio of brands and investment drivers.
Together with a team of analysts, the Group Commercial Manager will be in charge of centralising & managing retailers' data (sellout, sellin, distribution data, Beauty Consultants), harmonizing reporting formats, sharing best practices and building in commercial expertise across the different Divisions and at corporate level.
Founded in 1872 in Japan, Shiseido is one of the top leading cosmetics companies in the world and aims to inspire a life of beauty and culture. Operating in about 120 countries with 45 000 employees and 70 nationalities, Shiseido offers a unique selection of skin care, makeup and fragrance resulting in over 1 trillion yen of net sales in 2017. Thanks to 146 years of heritage, Shiseido constantly creates high-quality, highly functional, safe and innovative cosmetics and develop brands deeply loved by people from all over the world.
Shiseido UK & Ireland is currently the largest affiliate in the EMEA region with a diverse portfolio of 11 brands in the UK across all categories. Supporting our One Shiseido Mission, Beauty Innovations for a Better World, Shiseido UK & Ireland has committed to a vision which will be delivered through 4 strategic streams:
1. Create a great place to work in Beauty
2. Customer driven focus to meet and exceed expectations
3. Champion Omni-channel through a seamless offering across all customer touchpoints
4. Deliver sustainable growth and profitability of our brands
Our first strength is make-up with our market share at number 4 in the UK with our NARS, Laura Mercier, and bareMinerals brands. We are also growing fast in fragrance with brands such as Dolce & Gabbana, Issye Miyake and Narciso Rodriguez as well as winning market share in Skincare with Shiseido and the recently spectacular launch of Cle de Peau Beaute in Harrods. Drunk Elephant joins our portfolio in 2021 which supports our ambition and objective to be the Top5 Beauty Group in the UK. Our clients include high-street retailers such as Department Stores, drugstores & chains as well as online pure players and specialty stores. We also have 8 boutiques and 3 direct e-commerce websites.
Reports to Country General Manager - Shiseido UK & Ireland
Management: team of 4 (x2 Business Analysts, Commercial Analyst, Retail Operations Manager)
Job Location: London
Contract type: Permanent
Lead the UK & Ireland Group Commercial strategy
Work closely with the Country GM, Divisions GMs, Commercial Directors, National Account teams and Commercial Finance Controllers to define and own the retail & commercial strategies for Shiseido UK&I, to gain market share, maximise revenue and operating profit, working short and medium term as well as on the 3 to 5 year horizon.
Act on behalf of the Group and define a united strategy for Omnichannel on all customer topics to deliver best value and improve performance at Group level
Promote One Shiseido culture and leverage 11 brands' portfolio smartly to win over medium and long term
Build strong relationships with top retailers, meeting on a regular basis to keep abreast of new initiatives and market dynamics and monitor necessary actions through the organisation
Pilot group Trade Terms negotiations with top retailers to achieve better trade support and follow-up Joint Business Plans
Review new store openings with a One Shiseido eye maximising our portfolio, in line with brands guidelines
Coordinate Top 2 Top retailer meetings, ensuring an aligned approach between divisions, setting retail and wholesale targets with the Divisions' teams and defining a winning strategy for the group
Harmonize pricing strategies & process across brands
In charge of Distribution reporting and analysis
Set a transversal view of Beauty Consultants population together with Retail Operations Manager, testing & trialling new approaches like multi-brand or generic BCs, incentives, dealing with clients' stakeholders on these topics
Contribute shaping Retail of the future, initiating and coordinating new multi-brands projects (ex: Bicester, boutiques...)
Drive commercial performance and high level sell in and sell out analysis
Deliver Commercial & distribution dashboards to Lead Team & key commercial stakeholders. Propose relevant alternatives.
Cost to serve mentality with analysis of retailers' P&L and follow-up actions
Harmonize reporting tools and process across divisions owning the key numbers and leading a gap analysis and contingency plan together with the commercial directors
Play a key role in installing a robust S&OP process with Demand Planning to improve forecasting abilities overall and aim for excellent execution
Share best practice and build capability in Commercial expertise across the brands and at corporate level
Animate the commercial community, sharing successful initiatives across divisions, promoting innovation & e-retail activations, ensuring collaboration and One Shiseido team spirit
Be an active sponsor of the Commercial & Retail Academies (newly setup internal learning, sharing and development proposition for people of same function).
Contribute to develop negotiation capabilities of commercial teams
Reports to the UK&I Country General Manager
Close collaboration with GMs, Commercial Directors, Finance Director
Key point of contact for all top trade partners
Immediate team support


Experience in commercial management roles in FMCG and/or premium categories in a multi-channel business
Deep understanding of key commercial business drivers and practice of negotiation with FMCG and/or retailers accounts
Strong understanding of Digital & omni-channel levers with strong track record
Strong analytical skills and ability to process figures
Articulated & experienced in performance analysis & forecasting
Charisma, ability to influence and build winning relationships with internal and external partners, across various cultures in order to achieve company goals
Strong collaborator, communicator and influencer with an understanding of a matrix structure business
Experience of leading and developing a team
Alignment with the group's « Trust8 » working principles: Think Big, Take Risks, Hands on, Collaborate, Be Open, Act with Integrity, Be Accountable, Applaud Success
Job Segment:
Manager, Demand Planner, Supply Chain, Management, Operations
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