Gorana Agate

Led the UK & Ireland commercial stream of Real Techniques and EcoTools (in beauty tools, hair and body categories) with retailers and distributors with turnover responsibility of £50m. Transformed UK & Ireland channel distribution strategy and budgets, securing new distribution. Developed UK & Ireland cross functional team structure and ways of working with the US office. Developed processes and best practice frameworks to ensure consistent brand execution in the market. Driven profitability on all fronts. Portfolio management, social and digital plans and overall 360’ brand marketing and go to market activation plans for the region. Set annual promotional strategy for each brand. JBPs, retail and net sales forecasts ownership, Trade and A&P optimisation.

Led and coached a team of National Accounts for UK and European markets and driven trading to deliver number one in all retailer partners (Selfridges Group, Brown Thomas, Harrods, John Lewis, Fenwick Group, House of Fraser, Harvey Nichols Group, de Bijenkorf, KaDeWe) and first in class 2 owned stores execution. Created and implemented a vision for the National Accounts function setting up new processes and best practices (range analysis, NPD analysis, NPD forecast, new line forms, sampling strategy and implementation, T&S budgets, stock analysis, returns, cost price changes etc.). Owned annual sales targets and developed and executed strategic and retailer specific trading plans to achieve those and to expand the company’s customer base. Forecasted monthly and yearly retail, net sales and staffing budgets for UK and Europe and collaborated with the FD on the 5 year plan. Negotiated space, location and capex budgets, VM and Marketing launch budgets and subsequent LFL growth retailer support packages. Developed the selling mechanisms and tools to achieve industry leading KPIs, setting monthly field targets. Evaluated new business opportunities and lead strategic brand development and business planning. Secured and negotiated incremental Fragrance Boutique distribution with John Lewis, House of Fraser and Fenwick offering Scent of a Dream and a capsule range of makeup and skincare to a wide customer base gaining double digits of additional points of distribution. Launched the second European partnership with KaDeWe in Germany by negotiating all terms, capex, space, location and marketing support for the 360 launch plan.

Turnover and forecasting management, Budgeting, Joint Business Planning to maximise sales and profitability for key Bourjois accounts. Managing site fee and retro discounts within targets, debt and returns management. Strategic Thinking – awareness and analysis of the Cosmetic Market and the Strategy of each individual Account, to propose an aligned and individual Bourjois Year Plan for each retailer. Key skills developed: commercial strategy; budget management.

Turnover and forecasting management, Budgeting, Joint Business Planning to maximise sales and profitability. Managing site fee and retro discounts within targets, debt and returns management. Results: Secured the first exclusive 360’ launch package with 123 Perfect Foundation achieving highest ever sales of foundation in Bourjois UK history. Secured the launch of new Faux and Fabulous false lashes range in September 2012.

Managing Garnier Self Tan and Body business on Boots account. Turnover management and forecasting accuracy, Budgeting, Joint Business Planning to maximise sales and profitability. Managing site fee and retro discounts within targets, debt management. Achieving Garnier brand ambition in-store by building a strong promotional plan and ensuring maximisation of the permanent brand space. Consumer Brand Team Manager for Ambre Solaire divisional business. Training: Selling Master Class, GAP Partnership Negotiation course. Key skills developed: negotiation, P&L management, annual business planning, account strategy.

Led the category work in Cosmetics and Male Toiletries for all retail accounts and managed first launch into Deodorants category in Consumer division for L’Oreal Group. Worked with Health & Beauty buyers, driving penetration and purchase frequency in their categories. Reviewed the SKU range, promotional plan, brand positioning and in store environment. Tracked category management best practices locally for competitors and globally within L’Oreal Secured and implemented new vision category trials within retailers.

Managed strategic product categories in Grocery and Pharmacy accounts supported by one or two analysts. Training: Skincare Metier Key skills developed: data management and analysis, stakeholder management, persuasion and influencing, presenting, trade marketing and execution, line management.