Associate Director (m/w/d), Sales, Consumer Care, Germany

Who we are:
Founded in Japan in 1887, Kao is passionate about making a difference in people’s lives with our high quality products and services to create a Kirei Life for all – a beautiful life that respects the needs of our consumers and customers as well as the planet. We never compromise on quality and craft our products with care for the consumer and the environment.  As a company driven by purpose and strong corporate values we pride ourselves to be listed among the World´s Most Ethical Companies since 16 consecutive years. Our corporate philosophy, the Kao Way, guides us in everything we do – acting with integrity, courageously driving innovation and treating each other with trust and respect.

The role:

The objective of the Associate Director (m/w/d) Sales Germany is to own the channel and customer strategy, managing the trade terms and develop the German Sales team. Furthermore, the position holder is responsible for driving profitable growth (leads the customer P&Ls), developing and executing strategic plans, managing Key Accounts (together with a team of KAMs and RAMs) and is leading a high-performing sales team. This is a senior leadership role that requires strong business acumen, deep understanding of the German Retailer landscape offline & online, knowledge in Hair care or any similar FMCG Categeory and the ability to navigate the competitive landscape.

You will be responsible for leading and developing the Sales team (direct reports: 4 Germany DACH Key Account Managers - 2 Drug, 1 Grocery, 1 E-Commerce; plus indirect 3 Regional Managers / Junior Account Managers and 4 Ass. Sales Support) 

This is a permanent, full-time position based in Darmstadt (hybrid working model).

What you will do:

• Responsible to ensure short term and long-term sales and profit targets are met
• Develop and execute the commercial strategies: Creates and implements comprehensive commercial strategies aligned with the company's overall goals and objectives for the Hair Care & Skin Care Business in Germany.
  
• Drive revenue (Topline) and profitability (Bottom-line): Achieves revenue targets by identifying market opportunities, analyzing consumer trends and developing effective Sales and customer specific marketing ideas - w/ strong link to Category management, Trade Marketing and local Marketing-teams 
• Manage Key Accounts: Cultivate and maintain strong relationship with Key Accounts. Playing an active role with the Year-end-negotiations
• Ensure strong collaboration by defining joint business plans.
• Lead sales teams: Provide leadership, guidance, and support to the sales teams. Set clear performance objectives, monitor progress, and foster a high-performance, innovative and creative culture.
• Responsible for improving trade terms which satisfy the organisation's business metrics, following the trade term strategy and customer segmentation and fully implement this into all customer (Customer P&L)
• Budgeting and financial management: Develop annual budgets, forecast sales and expenses, and monitor financial performance. Implement cost control measures and optimize resource allocation to achieve profitability targets.
• Reporting and analysis: Prepare regular reports and presentations on sales performance, market trends, and key metrics. Provide insights and recommendations to senior management to support strategic decision-making.
• Market analysis and intelligence: Stay ahead of market trends, competitor activities, and consumer preferences. Analyze market data, consumer insights, and sales reports to identify growth opportunities and make informed business decisions.
• New product launches: Collaborate with Marketing to successfully launch NPDs in the mass market. Develop go-to-market strategies, pricing plans, and promotional activities to maximize product adoption and sales.
• Cross-functional collaboration: Work closely with internal teams, including supply chain, finance, and operations, to ensure seamless execution of commercial strategies and alignment with overall business objectives.

What you will need:

• University Degree in business administration / Business Sales /Category Management
• At least 10 years of relevant experience in Sales & Marketing functions preferably in the FMCG or/and the cosmetic business plus experience in people management.
• Understanding of mass/premium market in Hair Care and Skin Care
• Knowledge of German trade
• Proven experience and results in Key Account Management and developing a Sales team
• Working knowledge of the competitive set and challenges ahead for the brands / categories
• Established network with main trade partners (key: drugstores)
• Proven track record in developing and growing profitable business
• Fluent in German and English
• Proven change management experience
• Brand aware, experienced in developing the strength of brands with the customers and in the market place
• Ability to assert (verbal and written communication skills)
• Collaboration and team work / Strong leadership skills
• Strong skills in negotiation and relationship management
• Strategic thinking but also focus on detail
• Ability to initiate and follow-through changes within the area of responsibility and within company
• Drive for results / Fact finder, analytical and profit driven mentality

How we work: Having been selected among the World´s Most Ethical Companies for 18 consecutive years, we are a company with a purpose and strong corporate values. We never compromise on quality and craft our products with care for the consumer and the environment. At Kao, each employee can actively shape their job and their career. We work collaboratively to achieve our common goals, always aiming to deliver the best for our customers.
What we offer: A friendly and flexible work environment with competitive salaries, benefits package, ongoing development and the opportunity to enhance your skills and deliver tangible results. At Kao your voice will be heard. Your opinion really counts. We believe that change comes from taking opportunities into your own hands, so we value and reward entrepreneurial thinking and innovation.
Hiring Process: Kao embraces the diversity and the individual personalities of its people because we believe it is diversity that makes us strong. This is why we welcome applications from all areas of the global community. 
Want to learn more: If you feel you are as unique as our products and want to find out why 33,000 people across the globe opted for a career with us please visit https://www.kao.com/emea/en/