Position
Moët Hennessy aims at making our commercial organization agile and efficient to deliver on our promises to shaping change, cultural and operational transformation. Our vision is to lead the future of luxury wines and spirits from nature to communities. Our company success will be created by pioneering people with passion for crafting experiences and turning challenges into opportunities to innovate.
Moet Hennessy Travel Retail works in close relationship with its Duty Free customers to deliver unique brand experience in biggest Airports and Cruises Lines across the world. In this highly dynamic environment, our team is dedicated to share and promote with passion the excellence of our Wines & Spirits portfolio. We are looking for a driven, customer-focused and results-oriented Account Manager to join our team.
Reporting to the Business Development Director, you will develop the distribution and profitability of selected Travel Retail Operators in Taiwan, Hong Kong and Hainan region. You will be responsible for building partnerships with key regional managers and local senior management, ensuring that commercial and marketing strategy is in line with sales targets. In addition, you will lead, coach and develop a team of Retail manager, Supervisors and Sales Ambassadors to maximize the presence, visibility and value of MH portfolio in key airports.
FINANCE
- Accountable for the business results (volumes, distribution, pricing, FTT/A&P expenses, Profit Contribution) and brands’ equity for all airport operators, airlines, along with other downtown stores and cruise line wholesalers
- Achieve agreed profit targets in a healthy P&L, while fostering the MH Portfolio brands’ equity, awareness and desirability through the proactive and innovative management of allocated resources
- Responsible for Budgeting, Forecast, as well as Monthly Reporting (R&O, monthly sell-out, key customer performance)
- Optimize FTT/A&P budget, monitor and control spending/ expenses to maintain profitability
SALES & MARKETING
- Lead in the annual Joint Business Plan (JBP) negotiations for the entire market
- Drive commercial negotiations at local level to maximize all business aspects (space & location, distribution, promotions and more) of fully owned customer channels and total business drivers
- Lead Business Review with regional and local customers
- Review monthly sell-out / Sell-in analysis, ensure strategies are consistent in local markets
- Manage shipment plans, ensure alignment with sell-out and marketing activities by market / customer to ensure sustainable growth, flawless retail execution and better accuracy of supply chain flows
- Continuously look for, and assess, business opportunities within the region (new brands listing, distribution, Permanent Merchandising space expansion)
- Responsible for the implementation and excellent execution of the JBP and Brand Plan by operator (sales/activation / promo plans)
RETAIL EXCELLENCE
- Manage Retail Manager/Supervisor and ensure they have a clear guidance on priorities and goals to achieve sell-out targets (stock, distribution, merchandizing)
- Ensure retail staff is trained regularly/ fully up to speed on brands specifics
- Propose recommendations and share insights with analysis of market/ industry information such as market size, distribution pricing, launch results and ranking
- Monitor and communicate on competitors’ activities and price positioning
- Develop and share best practices with the Organisation, report business results/achievements
Profile
- At least 5 years of relevant sales and account management experience
- Strong knowledge of Greater China market & Travel Retail Channels
- Industry experience in Wine & Spirits, Perfumes & Cosmetics or Luxury Goods is a plus
- Strong commercial and data-driven mindset with ability in strategic planning, managing P&L and analyzing financial data
- Excellent analytical thinking with strong business management and understanding
- Self-motivated, energetic, team-builder with strong interpersonal skills
- Result oriented, customer-focused, entrepreneurial, commercially and strategically aware
- Excellent organizational, communication and presentation skills
- Ability to work under pressure in a fast-paced high performance environment
- Available to travel 30-50% of the time when required
