International sales director (W/M)

For over a decade, Our client has been the strategic partner for a diverse array of niche luxury fragrance brands.

As a pioneering distribution company, we assist exclusive houses in launching and expanding their global presence across both domestic and travel retail markets. Presently, we distribute our collection of trademarks in over 40 countries across four continents, showcasing esteemed labels such as Montale, Tiziana Terenzi, Etat libre d’Orange, Creed and Mancera.

Our team is committed to providing a top-tier service that rivals that of well-established multinational giants. Spanning around 40 countries globally, our team of 15+ professionals operates from pivotal hubs in London and Madrid. Rooted in values of authenticity, excellence, and passion, our company culture propels our teams forward every single day.

As International Commercial Director, you will be a key member of the executive team and act as the commercial counterpart to the Chief Marketing Officer (CMO), with shared strategic responsibility over the growth and positioning of our portfolio. You will lead and coordinate the commercial efforts of the company across all regions, supervising a team of Area Managers and Field Supervisors operating in a dynamic and fast-paced international environment.

You will also play a pivotal role in team development, with direct oversight of HR-related tasks such as recruitment, onboarding, and performance management, to support our current expansion and open positions. Your main responsibilities Your role will involve the following responsibilities:

COMMERCIAL STRATEGY & EXECUTION

• Design and implement the international sales strategy to support the company's vision & objectives

• Set and monitor global sales targets in collaboration with the management

• Optimize commercial structures, distribution strategies, and pricing policies

• Oversee new market entries and the expansion of existing markets

• Identify and act on business opportunities, risks, and trends

TEAM LEADERSHIP & DEVELOPMENT

• Directly manage and mentor the commercial team (Area Managers & Field Supervisors)

• Support recruitment, training, and onboarding for key commercial roles

• Drive performance through coaching, OKRs, and structured feedback cycles

• Promote cross-functional collaboration with Marketing, Operations, Logistics and Finance

CLIENTS & PARTNERS MANAGEMENT

• Develop and maintain strong relationships with distributors, retailers, and travel retail operators

• Lead negotiations with strategic partners and key accounts

• Ensure brand standards and sales guidelines are upheld at point of sale

SALES OPERATIONS & PERFORMANCE

• Oversee the implementation of brand strategies at the regional and local levels

• Analyze sell-in/sell-out data and propose corrective actions

• Support product launch processes, promotions, and sales cycles

• Coordinate with the Marketing team on retail animations and brand activations

HUMAN RESSOURCES & TALENT ACQUISITION

• Act as a recruiting lead for the commercial team, in coordination with HR

• Identify talent gaps and ensure timely hiring for open positions

• Contribute to shaping an attractive and cohesive company culture

• Drive career development initiatives for field and managerial roles

QUALIFICATIONS & EXPERIENCE

• 10+ years of commercial experience in luxury, fragrance, cosmetics, or FMCG

• Proven track record in managing international sales teams and distributor networks

• Strong understanding of travel retail and domestic retail environments

• Fluent in English, proficiency in other languages is a plus

• Experience in recruiting is highly desirable

KEY SKILLS

• Strategic thinker with operational & pragmatical acumen

• Inspiring leader and people developer

• Analytical and results-oriented with strong business intuition

• Agile decision-maker with excellent organizational skills

• Excellent interpersonal and negotiation skills across cultures What we offer

• A strategic leadership role in a fast-growing, international company

• Dynamic work environment fostering entrepreneurship and innovation

• Opportunity to shape the future of niche luxury fragrance distribution

• A mix of start-up flexibility and big company expertise