Richard Fotherby

Enigma
DISC Type : cdi

Interim Director of Ecommerce UK & IE (Maternity Cover) at L'OCCITANE Group (B Corp)

London, England, United Kingdom

Overview

Richard is a luxury-focused ecommerce and digital specialist with a proven record of driving profitable omni-channel growth for global brands like Mulberry and LOccitane Group. He is an expert in leading DTC and concession businesses and holds an MSc from the University of Plymouth.

He is passionate about working with purpose-led organizations, expressing a strong alignment with brands known for their heritage and robust sustainability values. Richard is dedicated to fostering customer-centric cultures and delivering outstanding digital experiences that balance commercial performance with brand equity.

Unique fact: Richard spent over eight years at the luxury brand Mulberry, progressing through five roles from Online Store Manager to Head of Digital Trading.

Personality Overview

Fast Follower

Friendly Yet Blunt

Hard To Convince

They are likely to ask many questions and look heavily for supporting proof as well as information.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are generally strong communicators and are not easy to convince.

Topics They Care About

Luxury Ecommerce
Has a long track record of leading digital and ecommerce strategies for premier luxury brands, including Mulberry and L'Occitane, focusing on profitable growth.
Sustainable Brands
Expressed his pleasure in joining L'Occitane specifically because it is a "purpose-led brand" with "strong sustainability values, " indicating a personal and professional interest.
Omni-channel Growth
Focuses on aligning global digital strategies across Brand. com (DTC) and e-retailer channels to drive sales, customer acquisition, and bottom-line growth.

Media Appearances

Richard has no verified media appearances

Work History

7-2025 - 1-2026
Interim Director of Ecommerce UK & IE (Maternity Cover) at L'OCCITANE Group (B Corp)
4-2015 - 1-2025
Head Of Digital Trading at Mulberry Company (design) Ltd.
4-2012 - 3-2015
Senior Digital Trading Manager at Mulberry Company (design) Ltd.
4-2011 - 2012
Digital Trading Manager at Mulberry Company (design) Ltd.
5-2008 - 3-2011
Online Store Manager at Mulberry Company (design) Ltd.

Education

2003 - 2004
Msc (Hons) from University of Plymouth
2000 - 2003
Bachelor of Science (BSc) from University of Plymouth

More Information

Social Presence :

Prographics :

Exp : 17 Location : London, England, United Kingdom Job Level : N/A Designation : Interim Director of Ecommerce UK & IE (Maternity Cover) at L'OCCITANE Group (B Corp)
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Richard

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Richard take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Richard

Personality Compatibility


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