Director, Private Client and Corporate Business

Company Description

Since 1828, Guerlain - an iconic luxury French Perfume & Cosmetics brand, part of the LVMH Group - has explored, innovated and perfected its Fragrance, Skincare and Makeup thanks to its daring creators of mythical creations with timeless know-how. All with Nature and Art as inspiration and the Culture of Beauty as a signature.

In Fragrance, Guerlain Master Perfumer, Thierry Wasser, embodies the fifth generation of Guerlain Perfumers. As a figure within the contemporary fragrance world, Thierry Wasser has put his name to many of the House’s creations. He contributes to an olfactory legacy of some 1100 fragrances and explores the world in search of the most exclusive raw materials. In Makeup, newly appointed Guerlain Creative Director of Makeup, Violette, seemed destined to join the house synonymous with French beauty and constant innovation. With her creativity, Parisian chic and eye for high standards, she knows better than anyone else that makeup is nothing if not the art of bringing out the beauty in each and every one of us.

The House is committed to preserving biodiversity, innovating sustainably, acting for the climate and creating a positive social impact. Above all, Guerlain seeks to protect one of Nature’s most precious wonders: bees, sentinels of the environment and symbol of the House.

Job Description

PRIVATE CLIENT

Guerlain has a unique strength: 2% of its VIC and VVIC clients account for 27% of SO Retail, an exceptional benchmark in the world of perfumes and cosmetics.

Guerlain wants to accelerate this key differentiator and unique competitive advantage in the US, while continuously enriching this client base with new recruitment pools.

Client & business Development

- You will develop and nurture a high-value portfolio of private clients by identifying new recruitment opportunities and leveraging existing and new networks.
- In close partnership with Marketing, you will design and activate high-profile, exclusive brand experiences and events that strengthen desirability, deepen client relationships, and generate incremental sales.
- In close partnership with HQ Private client team, you will identify local levers and use tools and assets developed at HQ level – virtual bridges, product & experience offer, client tools – to elevate client experiences. You will follow global client guidelines to ensure global consistency in TOP clients treatment.

PEX and high end sales

- In collaboration with locale sales and retail team as well as HQ Private team, we will develop a PEX and bespoke fragrance dedicated action plan from client identification, events and experiences, training, sales and follow up.

P&L & Strategic Objectives

- You will define and execute short-, medium-, and long-term strategies to deliver ambitious sales and P&L objectives. You will lead Private Sales in the US, fostering strong commitment and accountability, while optimizing sales activities to maximize profitability, market share, turnover, and sales volume.
- You will ensure close alignment and collaboration with key internal stakeholders to drive sustainable business performance.

CORPORATE SALES

In a context focused on identifying new growth opportunities and highly value-accretive business, while further enhancing brand desirability and awareness, the Maison Guerlain aims to create a new business unit alongside its existing business model: the corporate sales.

This corporate unit would complement the current Direct Retail business — including Boutiques and Department Stores — as well as the selective, high-quality Wholesale business.

It would be dedicated to developing new, out-of-store business opportunities, operated directly by the Maison and without intermediaries or third-party distributors.

Sales & Business development

- You will be responsible for developing and driving Corporate Sales in the US, from identifying and prospecting potential clients through to crafting tailored proposals and overseeing final delivery.
- The role will focus on building an entirely new network of business opportunities across multiple segments, including B2B, weddings, events, and other high-value occasions.
- You will be expected to identify new revenue streams, establish long-term relationships with key partners and clients, and build a sustainable Corporate & Events business for the Maison in the US.

Strategic objectives

- You will define clear tools, objectives, KPIs, and targets for this new business unit, establishing the framework required to build and scale the business successfully.
- Leveraging the tools and resources developed by HQ, you will define the commercial offer, pricing strategy, legal terms, and financial conditions, ensuring that all activities are conducted in full compliance with Guerlain’s rules, standards, and ethical principles.
- You will establish a robust and sustainable commercial model that balances business growth, profitability, brand equity, and long-term value creation.

BRAND PARTNERSHIPS

- Through these new strategic initiatives, you will also contribute to elevating the Maison by fostering meaningful synergies and strategic partnerships.
- You will be the key contact for any co-eventing or co-partnership initiative, playing a critical role in leveraging synergies with spas and hotel partners, across LVMH brands, as well as with other key strategic partners, in keeping with the Maison’s image and brand positioning.”
- You will guide and develop partnerships strategies, through to their orchestration while also engaging with other potential key stakeholders.
- These initiatives will also contribute to and support the two aforementioned missions, while ensuring that both private and corporate relationships are fully leveraged.

Key Interactions

- Directly reporting to GM, you will work closely with all US teams as well as HQ teams.
- On a day-to-day basis, you will work closely with the following teams: Retail, Training, Digital & Omnichannel, Finance, Press Relations and Marketing. You will also collaborate extensively with all Guerlain international teams especially, working very close with the New business & Private Client director and team at HQ.
- You will have interactions and bridges with your counterparts at a global level.
- You will also build and develop a strong network with VIC teams across other LVMH & external Maisons, with the aim of creating synergies and sharing best practices as well as developing a corporate network.

Qualifications

- More than 10–15 years of experience in customer marketing within the luxury sector (retail, hospitality, concierge services, etc.).
- Strong entrepreneurial mindset, with the drive and ability to explore new areas, define their scope, bring stakeholders together and engage them around key topics, while ensuring these initiatives gain visibility and traction across the organization.
- Recognized expertise in high-end clientele, with a proven ability to develop effective action plans and transform sales.
- Your own network of (U)HNWIs contacts and possess great social and networking skills deeply rooted in the local community.
- Excellent ability to operate in a demanding environment.
- Natural leadership, excellent interpersonal skills, and the ability to bring together and engage a wide range of internal and external stakeholders.
- Strong team spirit is essential, along with agility, responsiveness, and a solution-oriented mindset.
- Ability to prioritize and manage complexity, with a high degree of autonomy.
- Fluent/bilingual in English – Full proficiency in Microsoft Office.

Additional Information

This job description is intended to cover the core accountabilities of the position and is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change, or new ones may be assigned at any time with or without notice.

LVMH Inc. uses the published salary range as a guideline to provide our employees with market competitive pay while allowing for flexibility to recognize and reward various levels of expertise, performance and tenure.

While the published salary range is a good faith reflection of the targeted salary level for the position, LVMH Inc. reserves the right to pay outside of the published salary range of $160,000.00 - $180,000.00.

All of your information will be kept confidential according to EEO guidelines.