Global retail & commercial excellence lead – international business unit (dcpc) - cdi h/f

Qui sommes-nous ?

Nous sommes les Laboratoires Pierre Fabre, leader mondial qui allie expertise pharmaceutique et dermo-cosmétique pour accompagner les consommateurs et les patients à chaque étape de leur parcours de soins.
Notre portefeuille compte plusieurs franchises médicales et marques internationales dont Eau thermale Avène, Ducray, A-Derma, Klorane, René Furterer et Pierre Fabre Oral Care.
En nous rejoignant, vous intégrez une entreprise riche de sens, où la dimension humaine est essentielle. Vous devenez acteur du "We Care Movement", un mouvement qui valorise l'excellence et l'innovation au sein d'équipes passionnées. Ensemble, nous repoussons les limites de la science pour unir santé et beauté au bénéfice de tous, car à chaque fois que nous prenons soin d’une seule personne, nous rendons le monde meilleur.

Présents dans 120 pays et une équipe de plus de 10 000 collaborateurs, nous sommes fiers de créer un impact scientifique et humain, aujourd'hui et demain! Si prendre soin est au cœur de vos valeurs, rejoignez les Laboratoires Pierre Fabre et devenez un acteur clé du "We Care Movement".


Votre mission

Your role within a pioneering company in full expansion

The Global Retail Excellence Lead for the International Business Unit H/F will report to the IBU DERMO COSMETIC PERSONAL CARE BUSINESS HEAD

Main Mission:

Lead the definition and deployment of a best-in-class Retail & Commercial Excellence model across IBU markets, ensuring superior execution of key commercial drivers at point of sale and across customer channels.

The role is accountable for translating strategy into consistent, high-quality in-market execution, driving profitable growth, market share gains, and customer engagement.

This includes embedding Commercial Excellence capabilities (RGM, SFE, CRM, Category & Shopper) into daily business decisions and field execution.

2. Scope & Impact

* +45 international markets
* End-to-end responsibility: strategy → execution → performance tracking
* Direct impact on:
o Sales performance
o In-store execution
o Customer partnerships
o Profitability (pricing & trade investment)

3. Key Responsibilities

a) Define & Drive Execution Excellence Framework

* Define what “best-in-class execution” means across IBU markets
* Translate key commercial drivers into clear execution standards:
o Distribution & availability
o Pricing execution
o Promotion & trade activation
o Visibility & share of shelf
o Recommendation (pharmacy / BA)
* Ensure:
o Clear execution guidelines
o Consistent standards across markets
o Measurable KPIs

b) Ensure Best-in-Class In-Market Execution

* Lead deployment of Retail Excellence programs (e.g. RISE / Perfect Store)
* Ensure execution of:
o Planograms & shelf strategy
o Innovation launches in-store
o Promotional activation
o Brand blocking & visibility
* Monitor and drive:
o Execution compliance
o Gap identification vs targets
o Corrective action plans
* Leverage:
o Data & tools (image recognition, store audits, CRM insights)

c) Connect Commercial Drivers to Execution

Ensure that key commercial levers are effectively executed in markets:

* Pricing
o Ensure price positioning is respected at shelf
o Monitor price gaps vs competition
* Trade Investment / Promo
o Ensure visibility and activation are delivered in store
o Track ROI and execution quality
* Distribution
o Ensure key SKUs are listed and available
o Drive focus on hero SKUs
* SFE
o Ensure right coverage of priority POS
o Align field KPIs with execution priorities

d) Lead Commercial Excellence Capabilities

Revenue Growth Management (RGM)

* Pricing strategy & execution
* Trade investment optimization
* Mix management

Sales Force Effectiveness (SFE)

* Coverage & segmentation
* KPIs & Sales Incentive Plans
* Field productivity

CRM & Data / BI

* Deployment of CRM tools
* Data-driven performance tracking
* Next Best Action enablement

Category & Shopper Excellence

* Category strategy at shelf
* Shopper activation
* In-store experience

e) Define Operating Model & Governance

* Structure how Commercial Excellence integrates into:
o Pricing decisions
o Promo & trade investment
o Budgeting
o Field execution
* Define:
o Roles & responsibilities
o Decision frameworks
o Governance routines

f) Build Capabilities & Drive Adoption

* Develop:
o Playbooks
o Execution guidelines
o Training programs
* Lead:
o Market rollout
o Workshops
o Capability building
* Ensure:
o Strong adoption in markets
o Continuous improvement loops

g) Partner with Markets & Drive Performance

* Work closely with:
o GMs
o DCPC Leads
o Sales teams
* Support:
o Joint Business Plans
o Customer strategy
* Identify:
o Execution gaps
o Growth opportunities
o Performance risks

4. Key Performance Indicators

* Net Sales growth & profitability
* Pricing execution (Net / 2 Net delivery)
* Trade investment efficiency (ROI)
* Market share evolution
* RISE / execution excellence score & coverage
* Distribution of priority SKUs
* Share of shelf vs competition
* Sales force effectiveness (coverage & productivity)
* Adoption of CE tools and execution standards


Qui êtes-vous ?

Your skills serving innovative projects

Profile Sought:

* 12–15+ years experience in FMCG / Consumer Health / Retail
* Strong expertise in:
o Commercial Excellence
o RGM / Pricing
o Sales & Field Execution
* Proven track record in:
o Driving execution excellence in markets
o Leading multi-market transformation
o Influencing senior stakeholders
* Strong analytical mindset
* Hands-on, pragmatic, execution-focused
* Strong leadership and communication skills

6. This role is critical to:

* Ensure strategy is translated into execution in markets
* Drive best-in-class in-store performance
* Improve commercial discipline (pricing, promo, execution)
* Deliver sustainable and scalable growth across IBU

Geographical Scope:

This role will have a global focus, working across various international markets to ensure retail excellence and drive business growth.

La première richesse des Laboratoires Pierre Fabre, sont les femmes et les hommes qui les composent disait M. Pierre Fabre.

Fiers de cet héritage, et convaincus que la diversité des parcours, des expériences et des identités renforce notre performance collective, nous nous engageons à promouvoir l’égalité des chances et à garantir un environnement inclusif pour tous. Dans le respect des lois en vigueur, toutes les candidatures sont étudiées avec la même attention, sans distinction d’origine, de sexe, d’âge, de situation de handicap, d’orientation sexuelle, d’identité de genre, de croyances ou de toute autre caractéristique protégée par la loi.