Mass Trade Director BNL (Drug, Para & E-commerce)

Job Description – Mass Trade Director BNL (Drug, Para & E-commerce)

Entity: L'Oréal Dermatological Beauty (LDB) Benelux
Reports to: Commercial Director BNL

• Location: Hoofddorp, Netherlands
• Regular travel to Brussels
• Scope: Belgium, Netherlands, Luxembourg (BNL cluster)
• Team: Mass Trade (Drug, Para, E-commerce) in each country
• Employment type: Full-time
• Type of contract: Permanent

Own the business, not just the sale.

Commercial roles here go far beyond a standard sales pitch. You will operate in a true O+O (Offline + Online) environment, connecting physical shelves with digital carts across everything from mass market to luxury boutiques and social commerce. The expectations are high: you will negotiate directly with major retailers, take early ownership of your strategy, and manage a real P&L (Profit and Loss). If you want to build sharp omnichannel skills and see your decisions directly impact how the world buys our iconic brands, this is where you do it.

Skills you'll sharpen here

• Business opportunities identification
• P&L management
• Sustainable business model design
• Negotiation
• Activation excellence
• Omnichannel experience design

As well as these, L'Oréal employees are upksilled in AI fluency, data fluency, and critical thinking.

How we do business?

• You won’t be boxed into a single channel. You’ll navigate a massive Offline plus Online (O+O) ecosystem, from mass retail and pharmacies to luxury boutiques and e-commerce, working alongside Marketing to connect physical shelves to digital carts.
• Expect early ownership and a steep learning curve. You won’t sit on the sidelines. You will manage real budgets, drive live negotiations, and deliver immediate business impact. To back you up, our Commerce University will arm you with the exact omnichannel skills needed to thrive here.

1. Job Purpose

Drive sustainable growth of MASS TRADE customers, in line with Division priorities and the commercial targets and strategy defined by the Division. The role covers all Mass Trade customers (Drug, Para and E-commerce) across Benelux.

2. Key Responsibilities

• Customer strategy: build the BNL customer strategy, considering market specifics and following the cluster commercial strategy.
• Results: achieve sustainable cluster customer results while leveraging the channel shift.
• Planning & monitoring: plan and monitor yearly and monthly sell-in and sell-out for cluster customers.
• Negotiation: prepare and conduct year-deal negotiations.
• Profitability: manage customer profitability.
• Activation: implement sales activation.
• Collaboration: create a customer-centric BNL customer collaboration.
• People: build and develop the team in each country.
• Ways of working: foster simple ways of working across Benelux with all stakeholders.

4. Key Deliverables

• Three-year customer strategy
• Customer sales planning
• Year deal
• E-commerce acceleration plan
• Team development plan

5. Key Interactions

• Internal: Commercial Director, Brand Business Leads, Commercial Controlling, Supply Chain team.
• External: Drug, Para and E-commerce customers (retailers and pure players).

6. Profile

In-depth Knowledge

• Channel / customer strategy building
• Channel / customer profitability management
• Selling and negotiation skills
• People and stakeholder management

Competencies (L'Oréal)

Strategist · Integrator · Innovator · Entrepreneurial · People Developer · Team Player · Analytical

Suggested Requirements

• Minimum 10 years of Commercial experience with negotiationbackground(year deals, customer P&L management)
• Significant sales / Key Account Management experience in FMCG, beauty or health, in Drug, Mass or E-commerce
• Team management experience, ideally multi-country
• Fluent English; Dutch and/or French strongly preferred
• Comfortable in a multicultural, matrix environment

What our people say

Commerce here moves fast, but you have total autonomy. You can go deep as an RGM expert or go broad across divisions and business models. You build the path you want.

Adam, Chief Growth Officer - Luxe, SAPMENA

What we bring to the table

Please note: The exact benefits can vary depending on your country.

• A Competitive Salary to Secure Your Talent
• Your Health & Well-being First
• Unlock Your Potential
• Flexibility for a Balanced Life
• The Ultimate L'Oréal Experience
• Thriving Community