15/04 Richa
Manager - Recruitment at CKS Associates

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Business Development Role - Perfume (7-15 yrs)

Delhi Job Code: 70903

Designer Parfums is a fast growing company in the perfume and cosmetics industry. Brands we operate include GHOST, NAOMI CAMPBELL, ARIANA GRANDE, JENNIFER LOPEZ, HAWAIIAN TROPIC, MANISH ARORA, CERRUTI, PLAYBOY and other international brands.


- Design strategies to introduce the brand fragrance range in the Indian market, growing its legitimacy in the category, to translate efforts into a growing business base

- Identify and develop business contacts across multiple channels (from traditional brick and mortar, to etailing to wedding market) to generate opportunities to introduce the brand

- Translate brand strategy into yearly plans, monitor evolution and collaborate with retailers / channels to generate opportunities and expand business

- Propose further development of the product portfolio, via promotional programs and / or product development


Brand Development & Management

- Drive the day to day management of the brand development, designing promotional programs that translate brand DNA into attractive product propositions specific to each channel need

- Understand key drivers by channel of distribution (fragrance shops, department stores, etailers, wedding channel - ) and design tailored strategies to successfully penetrate each channel

- Analyse the positioning of the products and competitors for market, and suggest propositions for Manish Arora products, that maximise sales and profits

- Define required marketing assets and work with suppliers and agencies, to deliver them (artwork, packshots, packaging, digital, agencies - )

- Maximise the collaboration with the fashion arm of the brand to leverage both axis, while ensuring consistent on brand programs with desired channels of distribution

- Brief and support the development from Designer Parfums Fragrance Creative Team of the product mix for new projects: opportunity identification, concept positioning, bottle, packaging, fragrance, advertising, PR, Digital strategy, recommended retail price etc.

- Define useful supporting elements to achieve successful new product launch, in connexion with the markets and channel requirements

Business Development & Management

On Traditional Retailers (perfume shops, department stores, multicategory retailers - ) and Travel Retail, develop and manage the relationship oriented to building a partnership and delivering mutual growth:

- Negotiate commercial relationship (commercial terms, investments, support ...)

- Plan, develop, agree and implement an annual Joint Business plan with the specified customer, to deliver sales and profit objectives

- Monitor, progress and review business plans with the customer, activating contingency plans when needed

On Online Retailers (pure players, .com arms of brick & mortar retailers), develop a commercial strategy that makes visible the brand in the right players, with the right visual treatment, and that generates profitable sales

On Wedding Channel, understand basic drivers of both the internal India market, and how to expand to beyond India weddings:

- Enquire, investigate and propose potential partnerships with 3rd parties that will maximise opportunity

- Define strategy to capture market opportunity

- Assess & Propose required investments

- Keep close contact with partner structures, updating them on brand evolution

- Supervise relationship with partner, ensuring it stays in desired standards

- Periodic business reviews

Review and follow-up per channel Marketing Programs, Joint Business Plans and Launch Plans in coordination with Demand Planning of Designer Parfums, to ensure a proper forecasting of existing regular lines, novelties and promotional items, that balances existing stock with projected needs

Track distribution channels- evolution (channels/retailers/doors), to approve doors in which brands can be sold; keeping database updated

Define and monitor sales budget by channel & account

Define and follow-up trading and selling conditions

Update internal database on customer key information (assortment, retail selling prices, trading conditions, price structures etc.)

Person Specification:


Qualifications/ Experience - Undergraduate Degree in Marketing, MBA preferred

- 7+ years of Marketing experience in Branded Goods, preferably Perfumes & Cosmetics

- Solid knowledge of Indian luxury market

- Strong exposure with Business Development projects

- English spoken and written

Attributes - Autonomous, creative, flexible, agile, adaptable, entrepreneurial

- Business sense, structured

- Enthusiasm and curiosity, collaborative and positive

- Strong Communication skills

- Digitally savvy


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