International Sales Manager

Company Overview

Potter & Moore is one of the UK's leading beauty and personal care innovators, combining brand ownership, product development expertise and large-scale manufacturing capabilities.

Potter & Moore is one of the UK's leading beauty and personal care innovators, combining brand ownership, product development expertise and large-scale manufacturing capabilities. Operating from manufacturing sites in Peterborough and Tiverton, we develop and manufacture over 44 million units annually across skincare, haircare, personal care, wellbeing and baby care categories. Our products are supplied through a diverse business model encompassing owned brands, private label partnerships and contract manufacturing for some of the UK's most recognised retailers and beauty brands.

Our portfolio includes brands such as Emma Hardie, Feather & Down, The Curl Company, T Zone, Frizz No More and Balance Active Formula, alongside long-standing partnerships with leading retail customers across the UK and international markets.

We are seeking a proven passionate International Sales Manager who will be responsible for all sales and commercial elements of the customer relationship with key retailers and distributors. The key objective is to drive brand penetration in target markets whilst managing a positive P&L. The portfolio will be a mix of early-stage pipeline prospects with high potential and a strategic and dynamic selection of targets in key markets worldwide.

Targets are mainly directed to retail, but some will be distributor partners where the market dynamic requires this. The ideal candidate will undertake market reviews to create market entry plans for the right target markets in combination with the relevant brand managers. We export to over 20 markets across Europe, Middle East, Africa and North America. This is an opportunity for an ambitious commercial professional who enjoys operating in a fast-paced environment and can balance strategic thinking with exceptional execution.

• Initiate, drive and execute a strategic sales plan in each targeted region to provide an ongoing pipeline of growth opportunities.
• Focus on nurturing and accelerating growth with high-potential customers through the early stages of their lifecycle, before seamlessly transitioning them to a Key Account Manager to maintain and build on the momentum.
• Assess new target markets and key retailers within the channel to produce matrix of targets.
• Profit and loss management for each key account, developing comprehensive two-year go-to-market strategies. Plan and allocate the necessary execution investments to maximise the success of product launches and long-term growth.
• Price and investment negotiation with customers to agreed profitability targets.
• Manage customer terms and brand trade marketing investment.
• For key accounts produce activation plans including merchandising, distribution, promotional plans and range.
• Manage product commercially throughout its lifecycle.
• Create sales budget and track adherence to it.

• Generate leads for target retailers by evaluating the most effective routes to market. Assess the need for a local presence in the market, including potential use of distributors, agents, or brokers.
• Manage distributors, ensuring they meet targets and adhere to agreements.
• Prepare and deliver customer presentations including product rationales, product positioning, competitive gap analysis, and price architecture definition.
• Handle daily customer interactions, taking full responsibility for all meetings and calls.

• Forecast demand including promotional activity.
• Monitor EPOS performance. Identify issues and develop/implement corrective action plans.
• Gather intelligence of activities which will impact base forecast (promotions / additional space / seasonality) and manage through the forecast into the business.

• Possess a proactive, hunter mentality paired with outstanding organisational skills to methodically build relationships with key sales leads.
• Commercially astute and creative to generate win-win solutions.
• Demonstrate ability to work in fast-paced team environment.
• Excellent communication skills.
• Adaptable and positive in responding to changes as they arise.
• Excellent organisational and prioritisation skills.

• Evidence of driving and managing brands in international markets…