Sales Director, Travel Retail

Job Title : Area Manager (Sales Director) – Multi Brands

Division: Multi Division

Location: Miami, FL

Reports To: Vice-President – Travel Retail Americas Commercial Director

Who We Are: 

For more than a century, L’Oréal has devoted its energy, innovation, and scientific excellence solely to one business: Beauty. Our goal is to offer each person around the world the best of beauty in terms of quality, efficacy, safety, sincerity, and responsibility to satisfy all beauty needs and desires in their infinite diversity within the unique global Travel Retail ecosystem.

Role Summary:

This strategic Sales Director role is accountable for driving turnover growth, profitability, and market share expansion across Travel Retail Americas spanning in 2 regions: North and Latin Americas.

Core focus areas and deliverables include: • P&L Management & Profit Maximization: Own the regional P&L to drive profitable growth, optimize investments, and ensure brand valorization across all doors and channels. • Key Account Management & Negotiations: Spearhead high-level strategic negotiations and build strong, long-term partnerships with key TR clients and ecosystem stakeholders. • Category & Portfolio Management: Devise tailored category management approaches for respective clients and collaborate with Brand Marketers and RGM to build a winning, optimized product portfolio for the traveling consumer. • Sales & Trade Implementation: Drive superior commercial execution, trade visibility, and impactful retail launches to accelerate market share growth across key Americas travel corridors.

Key Responsibilities dimensions:

• Key Account Management & Strategic Negotiations: Build and nurture strong, trusted partnerships with key TR retailers across the Americas ecosystem. Lead high-level annual and strategic negotiations covering margins, prime retail space, door visibility, market share targets, and joint business-planning projects.

• P&L Management & Financial Performance: Own the regional P&L to drive profitable growth, optimize investment, and ensure brand valorization. Manage accurate sales forecasting, budget building, and weekly sales projections to achieve turnover and profit objectives.

• Category & Portfolio Management: Devise and implement tailored category management approaches for respective clients. Collaborate closely with Brand Marketers and Revenue Growth Management (RGM) to optimize product assortment and portfolio strategy specifically adapted to the traveler journey.

• Trade Implementation & Commercial Execution: Drive superior trade implementation and commercial execution across key TR doors (airports, downtown duty-free, cruise lines, and border stores). Lead high-impact brand launches, big bets, and exclusive animation/retailtainment plans.

• Cross-Functional Leadership & Operational Excellence: Act as a central bridge within the TR Americas Business Unit connecting Sales with Marketing (animation policies), Finance/Management (P&L and pricing), Supply Chain & Logistics (inventory flow and MAD products), Customer Service (orders), Design (in-store projects), and Training.

• People Development & Field Leadership: Recruit, lead, and develop high-performing field teams ( Regional Filed Team, RBE, and Beauty Advisors) to drive retail excellence and sales conversion in alignment with strategic priorities.

• Analytical Decision-Making & Market Expertise: Leverage available data, including passenger traffic analytics, local market panels, and tourism trends—to generate actionable commercial insights, monitor KPIs, and maintain an active physical presence across key regional travel retail doors.

JOB QUALIFICATIONS:

• Education: Bachelor’s degree in Business Administration, Retail Management, Marketing, or related field. Master’s Degree preferred.
• Experience: 8+ years of progressive experience in sales, trade marketing, retail management. Proven success in customer P&L management and commercial negotiations. Ideal candidate with Luxury Beauty or beauty industry experience.

• Skills & Competencies: Unmistakable Executive Presence, Exceptional Strategic Thinking, Expert Negotiation & Influencing Skills. Advanced Problem-Solving, Superior Communication & Presentation Skills, Strategic Collaboration, proficient in data storytelling and strong Financial Acumen.