New York, New York, United States
- Lead strategy to establish foundations of beauty companies in the US: legal entity set up, trademarks, insurance, banking, warehousing, and more - Prospect and place brand partners into the relevant retailers: specialty, department stores, apparel, indie, broadcast, etc. - Negotiate launch plans, including margins, funding and contracts - Develop and execute on-going trade-marketing activities: sampling, promotions and animations - Build and manage US-centric D2C: design, localization of global content, functionalities and digital marketing - Manage operations: demand forecasting, order processing, tech integrations - Oversee clients’ finance functions: cash management (AP/AR/credit control) and FP&A (revenue- or EBITDA-focused depending on the partner) - Clients include: Natura, Guerlain, THG Beauty, The Body Shop, AKT London, Elizabeth Arden, Floris London and Sidia
Responsible for all B2B scope (9-figure revenue) of 4 zones: Americas, EMEA, UK and APAC (excl. China) for 8 brands: - Haircare: Christophe Robin & Grow Gorgeous - Skincare: Perricone MD - Bodycare: Mio Skincare, Mama Mio and Ameliorate - Color: Illamasqua, Eyeko Key responsibilities: - Led and executed organizational restructuring effort (team of 60) - Reshaped geographical sales structure: Americas (offices in New York and San Francisco), UK (offices in Manchester and London), EMEA (offices in Paris and Berlin) and Australia-SEA (office in Sydney) - Built teams from the beginning in Sydney and Berlin - Defined the 3-year vision and sales strategy with senior team, for each brand and each territory - Managed priorities in a fast-growing company (~40% CAGR) and coordinated with all central functions
Management of the B2B P&L (8-figure revenue) for the Americas for 8 brands: - Haircare: Christophe Robin & Grow Gorgeous - Skin and Body care: Espa, Mio Skincare, Mama Mio and Ameliorate - Color: Illamasqua, Eyeko Key responsibilities: - Defined of the sales and marketing strategies across: o Luxury distribution: e.g. high-end distribution with Sephora, department stores, Blue Mercury, SpaceNK, Dermstore and other online pure players, independent luxury boutiques/salons/spas o Prestiges distribution: e.g affordable luxury distributed in Ulta, Amazon, online pure players o Speciality distribution: e.g. maternity skincare, clinical skincare and more, distributed in targeted stores - Set priorities, allocated resources and delivered actions aligned with the global heads of brands and the CEO’s vision - Coordinated with all central shared services: finance, accounting, legal, production/supply, etc. - Managed all US activations: sampling, promotions, events, visual merchandising, education, PR, etc. - Retained 100% of the Christophe Robin team, and continue to hire across all functions in an ever-growing structure.
Full management of the P&L for the Americas Independent planning and organization: setting priorities, allocating resources and delivering actions aligned with the brand founder’s and CEO’s vision Launched the brand in the United States and Canada in 2015, and generated over $1m in the first year, delivered triple-digit growth every year, reached $7m revenue pre-acquisition. Responsible to lead and assemble all major milestones for the brand in the US, Canada and Latam: • Sales - opened accounts and developed retailer’s relationship and business: Sephora, Blue Mercury, SpaceNK, Nordstrom, Saks, Neiman’s, online pure players, Latam distributors, hair salons and independent boutiques • Marketing – planed new launches, sampling, media buy, in-store promotions, events, PR, etc. • Finance and accounting - managed and analyzed the P&L, budget, cash flow, accounts receivable, etc. • Field education - analyzed store needs and built training/animation schedules and priorities for the field team • HR - hired and managed a 15-person team, implemented benefits, etc.
• Coordinated all operational activities within the US, Canada, Korea and Singapore • Functioned as the internal business expert for Barneys and Saks: opened Saks Fifth Avenue and grew the US business to +134% in 2.5 years • Developed and sustained retailer relationships with both corporate and stores teams by driving the annual business plan and defining strategies by door • Determined and enforced quantitative and qualitative objectives in each door • Recruited, trained, and oversaw the performance of 37 boutique/corner managers, sales associates and freelancers • Implemented and supervised marketing strategies • Generated new business e.g. corporate gifts, weddings and other initiatives
• Conceived and coordinated the development of point of sale activities: point of sale advertising and promotion, gifts and bundle sets • Contributed to the conception of the marketing plan (2-year timeframe) • Implemented the marketing plan: designed technical sheets (commercial support materials to help the sales department reference new products) and developed presentations for the marketing and commercial teams, sales forecast and budget monitoring • Created dashboards/charts and coordinated operational activities: sell-in/sell-out monitoring, price/promotion/advertising elasticity of demand, competition benchmarks and analyses, market studies and market report notes – reports created by reference using panels and information from the sales team • Harmonized shampoos packs (Dessange brand), created/revised wording, designed leaflets, coupons and other promotional materials