Modern trade

On the mass distribution channel, negotiations with buyers of the retailer are central to the trades. All the key functions take part in this negotiation stage, whether it is in its price or marketing aspects, or in its promotion plans.

some functions

Commercial Director
You manage the overall sales strategy and policy in the various distribution channels and in terms of major customers by grasping target or category opportunities. You represent L’Oréal in top-level discussions with distribution representatives. You supervise the entire sales team, develop talents and create career opportunities for them. You work together towards achieving sales objectives and develop brand market share.


Business Unit Manager
You draw up the commercial strategy of your Business Unit. You supervise both annual and everyday negotiations. You develop plans for the various major distributor customers integrating brand strategies and objectives. You encourage teamwork to develop talent and good practices.


Key Account Manager
You conduct negotiations daily and once a year with your strategic customers and manage the sales strategies with these major distributor customers. You use the surveys produced by Marketing or Category Management as support to professionalize relations with the strategic customers. You manage and coordinate all the operational business related to the strategic customers. Lastly, you coach and supervise the members of your team.


Trade Marketing Manager
In order to develop sales with your distributor customers you draw up an appropriate strategy based on a certain number of elements: product assortment, trade events launching product innovation, promotional campaigns, creation of specific formats, etc. You promote brands and launch products in different channels. You introduce your distributor customers to our beauty product expertise and establish efficient communications with the field teams.


Category Manager
You formulate a vision and a strategy for the various product categories. Thanks to your thorough knowledge of market trends and consumer expectations you draw up plans of action for each category and offer the best assortments to meet consumer needs. Lastly you suggest actions to the retail outlets to further improve the overall consumer shopping experience.