Job Description

The main responsibilities of this role are:

Drive sales performance by achieving budgeted revenue targets across the Wholesale channel (pharmacies, independent wholesalers, specialty beauty retailers, and department stores) and the B2B channel in Australia and New Zealand.

Effective account management across all assigned partners and channels: Take full responsibility for maintaining strong, collaborative relationships with key accounts, including independents, department stores and pure players. Monitor account performance, address partner needs proactively, and ensure consistent delivery of products, services, and brand standards to support long-term business growth.

Ensure strategic account selection by identifying and onboarding high-quality wholesale and B2B partners—including pharmacies, perfumeries, speciality beauty, department stores, hotels, hospitality and other corporate clients—that align with brand standards and effectively support brand awareness and growth across ANZ.

MAJOR RESPONSIBILITIES

Wholesale & B2B

• Contribute to the annual budgeting process by formulating and aligning business plans for the Wholesale and B2B channels in ANZ, ensuring commitment to and responsibility for achieving the agreed financial contribution.
• Monitor on a regular basis the achievement of this plan and take corrective action if necessary.
• Oversee and drive sell-in and sell-out activities for the wholesale and B2B channels, ensuring alignment with sales targets and business objectives.
• Manage and maintain strong relationships with key wholesale partners.
• Work in partnership with the Commercial Director and Marketing Team to execute the wholesale marketing calendar and promotional activities.
• Develop detailed goals for each Wholesale and B2B partner that align with the Brand’s service expectations and monitor performance on a regular basis.
• Proactively seek and evaluate opportunities to accelerate business growth and increase market share within the wholesale and B2B channels.
• Manage financial and marketing risk areas—including systems, debtors, product quality, and POS standards—and implement corrective actions as needed.
• Collaborate with Supply Chain to manage inventory levels to support all business areas within your responsibility, ensuring alignment with the company’s overall financial objectives.
• Provide accurate, on-demand forecasts for the wholesale channel and all B2B products to the Supply Chain department.
• Suggest proactive actions for reducing levels of slow moving and discontinued lines.
• Develop a reporting plan and schedule with the Commercial Director and General Manager, highlighting variances against budget and outlining proposed corrective actions.
• Enhance Guest Experience: Proactively collaborate with the Commercial Director and Head of Education to elevate the department store guest experience, driving recruitment, conversion, and long-term loyalty.
• Implement Brand Standards: Roll out and enforce brand service standards and operational protocols with key wholesale partners to ensure consistent and high-quality guest experiences across all touchpoints.
• Lead Department Store Team: In partnership with the Wholesale Account Executive, lead and manage the Beauty Host team within the department store channel, ensuring alignment with brand standards, delivering consistent guest experiences, and actively contributing to sales growth, brand positioning, and brand ranking.
• Lead negotiations with wholesale partners to secure additional space and optimal placement for brand representation, enhancing visibility and sales potential.
• Undertake duties as part of the company’s management team. Attending and contributing to regular management meetings and occasional international meetings.
• Serve as a key source of market intelligence in ANZ, reporting on competitive activity, noteworthy products, and providing ongoing assessments of our Brands’ performance relative to competitors.
• Identify, evaluate, and appoint suitable new wholesale/B2B partners for L’Occitane. Establish a structured program to set objectives, monitor progress, and implement corrective actions when required.

Personnel Management and Development

• With support from People & Culture (P&C), recruit, train, and manage staff reporting to this role.
• Set clear goals and objectives for all team members and review progress regularly.
• Collaborate with P&C to create personal development plans for each team member, monitoring progress and providing ongoing coaching support.

SKILLS/ABILITIES & COMPETENCIES

• Understands business objectives, is passionate & driven to contribute to the brands success.
• Is able to present and exchange information at all levels in the company.
• Maintains high standards & is able to consistently negotiate in the best interest of the brand.
• Must be able to demonstrate the skills and ability to develop and build a successful team.

POSITION PRE-REQUISITES - PERSON SPECIFICATION

• Minimum of 3 – 5 years’ experience in the wholesale channel
• Financial reporting – setting & managing performance against budget and P&L accountability.
• HR – Performance management, capable of conducting performance reviews.
• Must be self-aware & committed to developing and growing as a leader. Embraces and is able to provide clear & effective feedback.
• Ability to set, achieve & exceed targets.
• Excellent verbal & written communications skills. Proven experience presenting in public.
• Detail conscious.

WHAT'S ON OFFER

• A competitive salary including generous staff discounts & incentives at our retail stores!
• A feedback rich culture that supports openness and transparency.
• Be part of an organisation that is committed to sustainability - B Corp Certified

If you would like to learn more about the role here at L'Occitane, please reach out tome directly at lara.pistolese@loccitane.com.

“L’Occitane speaks of the Provence we love, a mysterious region that never stops inventing beauty” - Olivier Baussan.