Senior Commercial Manager

OverviewPOSITION:

SENIOR COMMERCIAL MANAGER

DEPARTMENT:

COMMERCIAL

LOCATION:

LONDON

REPORTS TO:

COMMERCIAL DIRECTOR

PURPOSE OF THE ROLE

To manage top-line sales targets and drive the strategic commercial direction across a 3-year horizon. This role is central to shaping and realising a long-term vision with key retail partners through the negotiation and execution of robust Joint Business Plans (JBPs), the securing of wholesale opportunities, and the leadership of a high-performing commercial team. The Senior Commercial Manager will build exceptional relationships, ensure strategic alignment across functions, and enhance Dior’s brand image and market share in the UK luxury retail landscape.

Main ResponsibilitiesSTRATEGIC DIRECTION and 3-YEAR PLANNING

Build and lead the strategic vision and commercial roadmap for the assigned retail partner, aligned with Dior’s long-term growth ambitions.

Manage and deliver top-line sales targets through strategic initiatives, ensuring alignment with brand and business priorities.

Coordinate cross-functional collaboration to secure internal commitment to the strategy.

Review progress annually and adapt strategy to remain agile in a competitive market.

KPIs: 3-year strategic vision and commercial plan in place and aligned cross-functionally; performance on top-line targets.

Joint Business Planning and Wholesale Strategy

Lead the negotiation, agreement, and execution of Joint Business Plans (JBPs) with retail partners, ensuring mutual growth and strong ROI.

Secure appropriate levels of wholesale and sell-in through compelling commercial proposals.

Identify and leverage new opportunities to expand visibility and grow share of voice in-store.

KPIs: Signed JBPs; wholesale growth; improved commercial terms.

ANNUAL PLANNING and BUDGET MANAGEMENT

Agree and set annual budgets and plans to meet the objectives of the 3-year strategy.

Negotiate commercial terms (e.g., rebates, settlement, staffing budgets) and retail tactics (e.g., trade marketing plan, distribution changes, staffing changes) to support annual budgets.

Coordinate other functions to ensure budgets are aligned.

KPIs: Annual budget/plan in place for assigned retailer; appropriate investment secured, both internally and externally.

TRADING

Monitor trading results on a monthly and quarterly basis to ensure performance is on track.

Develop and deliver proposals to enhance performance “in flight”, negotiating additional support as needed.

Secure appropriate allocation and sell-in for new launches.

Partner with other functions to ensure all retail opportunities are maximised.

KPIs: Achievement of financial targets: retail sales, gross sales, net sales, DSO, stock cover.

PandL MANAGEMENT

Drive the enhancement of the PandL for assigned retailer, in line with the 3-year strategy.

Review spend against budget (e.g., staffing, capex) on a quarterly basis, addressing over/under-spends as appropriate to achieve profit targets.

KPIs: Achievement of financial targets: operating profit.

ACCOUNT MANAGEMENT

Act as primary contact for all communications with retailer partner.

Develop engagement plan to enhance reputation of Dior within the retailer and continue to build close working relationships.

Coordinate other functions as needed to ensure engagement plan is delivered.

KPIs: Clear engagement plan in place for assigned retailer. Strong relationships built with retailer.

TEAM DEVELOPMENT

Lead, coach and motivate team to deliver great results.

Develop the skills and capabilities of the team at both a group and an individual level, and build succession plan for long-term development.

KPIs: Clear succession plan in place for team.

PROJECTS

Lead strategic, cross-functional or multi-brand projects/initiatives to drive business performance, coordinating activity across retailers and functions as required.

KPIs: Successful delivery of projects on time and on budget.

ProfilePERSON SPECIFICATION

Profile

5+ years’ experience in UK market in luxury goods, cosmetics or retail

Graduate level education preferred but not essential

Senior management potential, with strong personal impact

Good understanding of and appreciation for the luxury goods industry

Personal affinity with the Dior brand and products

Competent in usage of MS Office applications and IBM Lotus Notes

International/Cross-functional experience an asset but not essential

French language skills an asset but not essential

Key Competencies/Technical Skills

Business planning: Constructs a compelling 3-year strategy and translates it into concrete annual plans with SMART targets and detailed action plans; plans business in short, medium and long terms

PandL management: Fully understands and interprets a PandL statement, identifying risks and opportunities; is focused on driving bottom-line growth

Negotiation: Uses both hard and soft negotiation techniques to secure win-win results; is able to adapt approach quickly in order to secure better results; aims for win-win solutions in all negotiations

Influencing and stakeholder management: Adapts personal style to influence others better; uses a broad range of techniques to build consensus and secure support; actively manages network to influence all stakeholders

Analytical skills: Compiles and interprets financial, market and category information, translating insights into action plans; is focused on delivering insight and action from the ..... full job details .....