Vitor Michels

Area Sales Manager LATAM @ L'OCCITANE Group (B Corp)

About

With over 15 years of experience in Sales and Commercial Leadership, I currently serve as Area Sales Manager LATAM at L’Occitane Group, leading the Travel Retail business across Latin America. I am responsible for driving commercial strategy, accelerating sell-out performance, and expanding market share through strategic partnerships with key regional players such as Avolta, Motta, and other major travel retail operators. My scope includes full ownership of business development, distribution strategy, forecasting, and execution across multiple markets. Throughout my career, I have successfully delivered consistent growth by combining strong analytical skills with a hands-on commercial approach, aligning marketing initiatives, assortment strategy, and in-store execution to maximize performance and ROI. My expertise includes: • Travel Retail & Duty Free • Luxury Beauty • Key Account Management • P&L Ownership & Forecasting • Retail Expansion & Go-to-Market Strategy • Sell-out Acceleration & Trade Marketing I am passionate about building long-term partnerships, leading high-impact commercial initiatives, and delivering sustainable growth that creates value for both the business and its partners.

Country

Brazil

City

São Paulo

Industry

Retail

Skill

Gestão de lucros e perdas, Otimização de ROI, Análise de desempenho, Análises de P&L, Comercial, Comunicação, Vendas e marketing, Gestão comercial, Purchasing, Purchase Orders, Negotiation, Oracle Applications, Supply Chain, Sales Operations, Retail, Logistics, Sales Management, Visual Merchandising, Luxury Goods, Strategic Planning

Experience

Area Sales Manager LATAM

L'OCCITANE Group (B Corp)

2024-10 - Present · 2 yrs

• Lead the Travel Retail business across Latin America, managing commercial operations and strategic partnerships with key regional accounts; • Drive commercial strategy and execution to accelerate sell-out performance, increase market share, and strengthen brand visibility across multiple markets • Own P&L performance, forecasting, and budget planning, ensuring alignment between commercial targets and operational execution • Define and implement go-to-market strategies, including assortment planning, pricing, and promotional calendars tailored to each partner and location • Lead negotiations with key accounts, securing strategic spaces, visibility, and long-term business growth opportunities • Collaborate cross-functionally with marketing, supply chain, and global teams to ensure best-in-class retail execution and product availability • Monitor business performance through data analysis (sell-in / sell-out / stock), identifying opportunities and driving corrective actions

Sales Manager Brazil and Central America

L'OCCITANE Group (B Corp)

2022-1 - 2024-10 · 2 yrs 10 mos

San Paolo, SP

• Managed key accounts across Latin America within the Travel Retail channel, driving sales growth and strengthening relationships with major regional partners • Executed commercial plans aligned with global strategy, ensuring effective implementation at local level across multiple countries • Increased sell-out performance through tailored trade marketing initiatives, in-store execution, and promotional activities • Led assortment strategy and product launches, optimizing portfolio performance based on market trends and consumer behavior • Supported forecasting, stock management, and replenishment processes to ensure product availability and minimize stock issues • Conducted regular business reviews with partners, analyzing KPIs and identifying opportunities for growth and optimization • Negotiated commercial conditions and supported expansion initiatives across new locations and store formats

Sales and Education Executive - Brazil / Chile / Peru

The Estée Lauder Companies Inc.

2020-9 - 2022-1 · 1 yr 5 mos

São Paulo, São Paulo, Brasil

Travel Retail | Clinique - La Mer

Senior Account Coordinator - Brazil / Chile / Peru

The Estée Lauder Companies Inc.

2016-6 - 2020-9 · 4 yrs 4 mos

São Paulo, Brasil

Travel Retail | Clinique – Michel Kors – Ermenegildo Zegna –Tommy Hilfiger - DKNY

Account Coordinator - Brazil

The Estée Lauder Companies Inc.

2015-2 - 2016-6 · 1 yr 5 mos

São Paulo, Brasil

Travel Retail | Clinique – Michel Kors – Ermenegildo Zegna –Tommy Hilfiger - DKNY

Procurement Planner - Perfumes & Cosmetics

Dufry do Brasil Duty Free Shop

2012-6 - 2015-2 · 2 yrs 9 mos

Guarulhos, São Paulo, Brasil

Ensure the correct purchases for MAC Cosmetics stores (Duty-Free) and Kiehl's (Brazil Local Market), in order to get positive results in terms of profitability and productivity.