Job Purpose:

This position is responsible for achieving the sales objective while enhancing the people development by managing effective operation of TR counters. It takes the responsibility of  managing trade relationship with DF Operators in new opening, renovation of existing counters, trade terms agreement, and retail events as well.

It is also responsible for developing optimum operation process and managing an efficient sales / budgetary planning procedures in order to contribute to the achievement of divisional sales target while delivering positive output and impact towards business unit.

Key Responsibilities:

Sales / KPI Management

• • Work with Counter Managers to achieve Sales KPIs as defined by Head of Travel Retail
• • Drive sales on a daily / weekly / monthly basis for the team. Analyzes variance against sales targets and take appropriate actions to grow on healthy basis as well. Forecast future sale volumes to maximize profits
• • Review the business target with Counter Managers such  as Communicate the end of week result, which is to include the moth to date (MTD) result using the weekly sales report
• • Prepare weekly and monthly report
• • Drive product campaign sales via target/objective review with counter managers
• • Work with Head of TR to define/manage commission scheme/incentive schemes to ensure it is motivating / relevant and effective payout vs sales
• • Constantly seek to improve the productivity of sales team

Personnel Management

• • Effectively cultivate retail forces by demonstrating retail excellences both sales and service perspectives
• • Drive engagement of retail staff by providing effective motivation to explore to their utmost results while elevating loyalty level as well
• • Help to maintain both stable and dynamic organization in each TR Counters by coaching/ collaborating with Counter Managers
• • Consult with Head of TR on designing relevant performance standards for the retail teams and conduct performance reviews every six months.
• • Foster learning culture via sharing of best practices for retail team on how we continue to outperform market and to maintain retail leadership.
• • Devote a significant amount of time to people development, with focus on Counter Managers through the identification of their strengths/weaknesses and individual development plans to ensure that they are able to effectively lead and engage Beauty advisors
• • Discuss at half yearly/yearly appraisals with Counter Manager (and their deputies) the development needs and career aspirations of all retail team members
• • Work closely with ODHR in making hiring decisions and proactively help to find and retain talent, recommend external retail training curriculum if necessary
• • Formulate and deliver POS placement and transfer plans for retail team members to solidify individual performances adding to team effectiveness, to reinforce each member’s strengths, and to complement improvement areas.
• • Take a leadership role to acquire talent for sales force and develop programs for retaining the talents.Counter Management  VM Merchandising +Counter Maintenance
• • Partner proactively and closely with the Visual Merchandising Team to ensure that window and in-counter displays consistently reflect the Chanel image
• • Work with the Counter Management and teams to ensure that the POS environment is in optimum condition from cleanliness to maintenance of furniture, fixtures and décor
• • Ensure that counters use only approved collateral, supplies & stationery

Trade Relationship Management

• • Negotiate with Duty Free stores to activate additional brand visibility programs outside of POS (DFS banners, show windows, transparencies) enhancing the image of the brand
• • Develop long-lasting business relationship with trade partners via regular meetings and visits
• • Implement  promotion plans, in-store brand visibility programs, and customer event activities for new product launches and major category campaigns
• • Assist FBP GM in new door opening, counter renovation, counter closing, and trade terms agreement to maintain leadership in image, sales, and profitability - negotiate with Duty Free Stores’ central merchandising teams

Operation Management

• • Prepare sales, personnel and expenditure budgets, applying financial analysis principals to achieve superior budgetary results and the effective allocation of internal and external resources for Business Package preparation
• • Actively participate to establish sales strategies and develop sales objectives to achieve sales target and goal, collaborating  with sales and cross functional departments
• • Manage retail department spending plan, working with accounting / BPM to ensure accurate and reconciled sale expenditure, demonstration cost and maintain appropriate internal controls
• • Organize monthly/quarterly meetings with Counters and with relevant teams to deliver adequate feedback on operational procedures, to share sales analysis and to prepare future business planning

Person Specifications:

Academic / Professional Qualifications 

• • University degree required, with a concentration in a business, marketing or related field preferred
• • Fluent English speaking is a must

Work Experience

• • Approximately 10 years of experience at a managerial level in a broad range of sales and management functions (in luxury goods or a comparable retail environment preferred)
• • FBP / retail / luxury background definitely an advantage
• • Minimum 5 years of experience in people management, of which the last 2 is for a team of no less than 10 people

Required Competencies

Leadership and Management

• • Result-oriented, problem Solving, effective delegation, resourceful and curious, excellent communication and interpersonal  skills, collaborative, good negotiation skill
• • Strong leadership skills including empathy, coaching and motivating skill

Operations Management

• • Strategic Planning & Organizing skills, ability to work with various departments, multi-tasking, fluent English
• • Computer and IT system literate with strong MS Excel and PowerPoint skills

Business Acumen

• • Able to gather and communicate business and markets trend.
• • Able to understand and synthesize  business and market intelligence
• • Able to identify and develop solutions to address market opportunities
• • Able to analyze data and formulate action plans and excellent problem solving skills essential
• • Financial & business acumen

Learning Agility

• • Innovating - Not afraid to challenge the status quo
• • Performing - Remain calm in the face of difficulty
• • Open to learning and resist the temptation to become defensive in the face of adversity

Key Interactions:

Internal

• • Each Department Managers (HR,  Training, Accounting, BPM, CSP, VM, E-business, IT, CS,  P& GA)
• • Retail Managers
• • Marketing Managers
• • Sell-in Professional
• • Counter Managers, Sr. Counter Managers

External

• • DF Operators
• • Industrial Professionals