Area Sales Manager

Overview

Guerlain is a historic French Maison specialising in perfume, skincare, makeup and spa excellence, known for heritage craftsmanship and refinement. The brand operates within the luxury division of a major luxury goods group (LVMH), offering roles that combine product expertise, retail activation and high standards of client experience.

Role & Responsibilities

• Drive sell‑in and sell‑out performance across the assigned territory to meet or exceed targets set by the France sales leadership.
• Negotiate commercial terms with billed accounts (pricing, markets, RFA) within the mandate provided by the commercial direction.
• Prepare and submit monthly billing forecasts for billed accounts, ensuring adherence to annual forecasting commitments.
• Plan and execute retail activations and trade marketing initiatives in conjunction with head office teams and by account (promotions, in‑store events, autonomous activations).
• Conduct regular business reviews during store visits; analyse sell‑in, sell‑out, market share, rankings, stock levels and average basket to identify opportunities and risks.
• Ensure product availability for launches and core leaders; negotiate appropriate launch stock and manage replenishment needs.
• Train and coach retail teams on new launches, best‑sellers and brand DNA to elevate sell‑through and brand experience.
• Implement and monitor merchandising standards and planogram compliance to maintain the Guerlain in‑store experience (Zero‑defect policy).
• Build and maintain strong commercial relationships with store management to animate the Maison within distributor outlets and to negotiate in‑store initiatives.

Qualifications

• First successful professional experience in a similar role within specialised retail or luxury distribution.
• Proven negotiation skills and a client‑centric commercial approach.
• Strong organisational skills with the ability to plan priorities and deliver to deadlines.
• Ability to analyse sales data and produce concise, actionable business reviews and forecasts.
• Driver's licence (Permis B) and willingness to travel across the assigned departments.
• Availability to work retail sales days (Friday and Saturday).

Skills

Experience

Entry‑level to early‑career: a first successful professional experience in specialised retail or a comparable commercial position within distribution is required.

Culture

Guerlain cultivates a Maison culture rooted in artisanal heritage, creative excellence and meticulous attention to sensory detail. The workplace favours commercial rigour paired with respect for brand DNA, cross‑functional collaboration and a dedication to exceptional client experiences.