Job: Global Commercial Director (Luxury Home & Body Care)

Company Description

Our client is a European manufacturer and marketer of luxury scented products for home and body, operating two proprietary brands alongside a private label and custom-made business. The portfolio includes soaps, diffusers, candles, body care, and colognes. Approximately 75% of sales are generated outside of Portugal, with the United States as the largest market (50% of sales), and the company is present in more than 50 countries. Headquartered in Porto, Portugal, and backed by private equity, our client is entering a new phase of growth, including investment in industrial capacity, new product categories, and a stronger international presence.

Objective of the Role

Reporting to the Board, the Commercial Director will hold global responsibility for the commercial organization, covering both the proprietary brands and the private label and custom-made business. The role leads the national, retail and e-commerce, and international distribution teams. The first-year priorities are to assess the current country portfolio and select priority markets, to move from direct relationships with small retailers to a structured model built on key agents and distributors, to secure solid distribution agreements in priority markets, and to balance brand growth with private label volume while meeting revenue targets.

Ideal Profile

The ideal candidate combines the maturity of a senior executive in international distribution, contracts, and legal matters with the energy and hands-on approach of a business builder. He or she has already developed international markets for a premium beauty, fragrance, or home and body care company during a phase of expansion, and brings an established network of distributors and retail partners worldwide. Relevant backgrounds include L’Occitane, Rituals, Diptyque, Sabon, Elemis, Natura, or Puig, as well as private label manufacturers such as Intercos or Fareva. Experience in a company with in-house manufacturing, and an understanding of industrialization, production costs, and pricing, is a strong advantage.

Responsibilities

• Define and implement the global commercial strategy in line with the company’s growth and positioning objectives.
• Analyze the current international footprint, prioritize markets, and build a distribution model based on key agents and distributors.
• Expand and consolidate the private label and custom-made business in the United States and Europe.
• Negotiate and manage complex commercial contracts with agents, distributors, and key accounts, ensuring legal compliance.
• Establish pricing, forecasting, and reporting policies, and monitor market and competitive trends.
• Work with the Marketing Director to launch new categories, such as personal care, and to develop marketplace channels without compromising brand positioning or existing distribution.
• Lead, develop, and align multicultural commercial teams, and collaborate closely with Marketing, Production, and Operations.

Requirements

• Degree in Management, Economics, or a related field.
• Over 10 years of commercial or business development experience, including senior international roles in cosmetics, beauty, fragrance, or home and body care.
• Proven track record in international market development, distribution models (direct, agents, distributors), and contract and pricing negotiation, including in the United States and Europe.
• Experience managing multicultural commercial teams.
• Strong analytical and financial skills.
• Fluency in English is mandatory; Portuguese, Spanish, French, or Italian is an asset.
• Relocation to Porto, Portugal, is required.
• The package includes an annual performance bonus, a company car, health insurance, and housing support for relocating candidates.
• *** Eligible candidates relocating to Portugal may benefit from a 20% personal income tax rate for up to 10 years ***