AVP, Business Development ( skinbetter science)

Division: L’Oréal Dermatological Beauty Division, L’Oréal USA

Brand: SkinBetter Science

Supervisor Title: GM, SkinBetter Science

Employment Type: Full Time

Location: Remote

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 and every 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.

At L’Oréal Dermatological Beauty, our mission is to help everyone in their quest for healthy and beautiful skin. Our division is the world leader in dermo-cosmetics by adding health to beauty. Our brands portfolio includes CeraVe, La Roche-Posay, Vichy, SkinCeuticals and Skinbetter Science offering a range of skincare and haircare products to respond to all expectations linked to beauty and health of the skin.

What You Will Do:

The AVP National Accounts & Business Development is a position focused on strategic accounts such as Flagships & Groups, and development + execution of the Branded Retail guidelines across all clinics. The role of the NABD is to work cross functionally with commercial, marketing, education, sales, PR, digital and medical affairs.

Key Responsibilities:

Financial

• Achieve/exceed 100% to sales goals: L4L, FYE monthly, quarterly, and YTD for Flagship + Groups.
• Meet/exceed new account targets for both number of openings and financial targets
• Meet flagship conversion targets (approx. avg 5-15 per year)
• Forecasting & Call of Number: Weekly or as requested with Commercial VP for forecast accuracy (calling up when there is opportunity and adequate information when at a deficit)
• Budget: adhere to policies for A&P, CAPEX, including trunk stock, T&E and stay to budget for self and team.

Flagships/Branded Retail

• Build and implement our Flagship & B2B reward programs for ABC accounts in a profitable way
• Working collaboratively with sales team to determine potential partners for our Flagship program.
• Overseeing or Presenting opportunity to selected physicians and gaining contracts.
• Maintain a healthy pipeline for potential contract partners (new openings and conversions)
• Overseeing KADs to create a unique business plan and sales goals for flagship partners.
• Oversee aspects of the buildout and subsequent launch of flagship conversions.
• Act as Business Partner and Expert – Building strong influential partnerships with KOLs (top physicians) and key decision makers to maximize the partnership through PR and medical affairs.
• Overseeing KAD team to develop & implement solutions that meet our partners business needs

Buying Groups

• Overseeing + Presenting opportunity to selected Groups and negotiate contracts.
• Creating a unique business plan and sales goals for Buying Group partners
• Developing and executing joint business plans for Buying Group Partners and ensuring cross collaboration with sales team.
• Identify key national account leads and works with team to contract, develop, and execute a mutually beneficial partnership with each new partner
• Responsible for forecasting and achieving net sales goals for national account customers
• Building strong influential partnerships with CEOs, CFOs, and key physicians to maximize the partnership through business development and medical affairs

Business Intelligence

• Know your business: Analyze your game plan to identify areas of opportunity and coach your KADs according to business trends. Review national and regional business and refine business approach to reach each territory’s full potential.
• Competitive intelligence: up to date knowledge on competitive strategies (innovation, commercial plans, and field force activity)
• Drive market share gains through relationship building, service, business argument, negotiation, sharing product knowledge and opportunism.
• Lead strategic commercial projects to support business development (segmentation study, One SSAVeeva, LDBPS, etc)
• Oversee sales admin coordinator role

Branded Retail

• Oversee and create new concepts for Retail Strategy & Design to define and maintain the brand image across all clinics with sustainability & L’Oreal for the future mindset
• Management of Business Development & Retail Director: Develop Retail Director and oversee execution of national merchandising, planograms, flagship-marketing materials (including annual national audit), the conception, production, delivery and installation for new flagships & launches
• Build the Skinbetter Science Retail experience to increase conversion rate and develop a training for roll-out in all flagships

Commercial policies, diversion policies

• Responsible for updating the commercial policy, APP contract, Betterconnect contract and diversion policy annually with legal team
• Ensure respect of all policies and commercial contracts.

People Management & Leadership

• Implement the Division’s sales strategy and tactics. Coach and develop KADs to achieve their full potential by leveraging their strengths and coaching them on areas of opportunities
• Performance Management: In accordance with Connect guidelines. Establish next steps and reinforce action plans for improvements where needed.

Tours

• Quarterly to bi-annual tours of Branded Retail or select Group Partners (including completion of field report post visit)
• Ensure excellence in all aspects of corporate visits (including overseeing tour book completion by KADs/Sales team). Tour books should be sent 24 hours prior to visit.

Education & Training

Hold KADs accountable for attendance and a satisfactory scores. Work in partnership with Education & Marketing Team for potential speakers, and PR/social engagement. Self requirements: Complete brand mandatory education training requirements and complete modules/assignments from Education Leader.

Qualification and Educational Requirements:

• Bachelor’s degree in a related discipline
• Minimum 10+ years of relevant experience working in business development. Experience in Aesthetics is a plus.
• Exceptional strategic and analytic skills, with the ability to distill and present complex information into clear and concise details.
• Determined and self-motivated individual who thrives in a dynamic and fast-paced work environment.
• Experience working cross-functionally, building strong relationships with internal and external stakeholders, partners, and teams.
• Outstanding track record in developing, prioritizing and managing business development strategies and insights.
• Trusted advisor to leaders who has demonstrated the ability to respond quickly and efficiently under tight deadlines and in special situations.
• Strong interpersonal skills to build and maintain relationships with excellent judgement and multi-tasking abilities.

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