Director, Sales Merchandising

Position

Position Overview:

This role will manage the newly expanded Merchandising function, now with commercial and forecasting oversight. This department’s main mission will be to drive the effectiveness of the visible offer and the performance of the various product categories, with the goal of developing sales and reinforcing the Maison’s image. This team will drive the commercialization of Tiffany’s product strategy and translate it into concrete actions. They will also support the Zones in implementing and executing their action plans. This team will partner closely with Product Marketing, Supply Chain, Commercial, Visual Merchandising, Store Design and Planning, Digital and Zones.

Key Accountabilities:

Commercial Planning & Forecasting 

• Influence development of the Sales Ambition for New Launches with Product Marketing, aligning with Demand Planning
• Co-create sales forecasts on Existing with Demand Planning, aligning with Product Marketing, based on market knowledge and sales potential
• Define Commercial targets and strategic business priorities per channel and monitor performance
• Identify new merchandising opportunities and translate global product plans into commercially viable local adaptation of the product strategy
• Act as the operational link between Product Marketing and Zones/Sales Teams, discussing trends and performance, translating product strategy into concrete, strong action plans and ensuring their execution
• Ensure proper framing of launches to secure stock and sales efficiency and monitor collection sizing across all product categories 
• Organize Product Showroom and Zone feedback on sales potential for new launches, influencing and accelerating Zone performance

Product Commercialization 

• Partner with Zones to drive performance through strong action plans. Ensure achievement of commercial ambition with the successful adoption of all available tools and resources
• Partner with Retail Excellence and Client teams to build client understanding and maximize sales opportunities
• Influence product space strategy guidelines in-store and online, monitor space productivity and ensure implementation of the product strategy in New Concept store projects and design, supporting the transformation of the store network
• Work closely with Product Marketing, CVM, Digital and Retail Partner teams to ensure a cohesive and client-centric retail experience 

Performance Analysis

• Identify business drivers, risks and opportunities. Define corrective actions or growth levers with Product Marketing and Zones
• Build and present performance reviews and dashboards to internal stakeholders and Senior Leadership
• Lead transversal reporting, commercial targets monitoring

Merchandising Processes & Change Management

• Ensure synergies and efficiencies across Merchandising, Product Marketing, Supply Chain and Zones
• Engage with key stakeholders to ensure their buy-in and support throughout change process
• Maximize adoption of new processes, ways of working, new structures
• Track progress of new processes, evaluate effectiveness and finetune/propose alternative approaches as needed

Leadership & Staffing

• Support development of a strong merchandising culture, contribute to the animation of a worldwide community and to the development of merchandising skills
• Develop a high-performing team to be results-driven, self-started, and curious and aligned to Tiffany and LVMH values
• Drive alignment of strategic objectives and business priorities
• Drive strong collaboration throughout the organization

Required Qualifications:

• Bachelor’s degree in Business Administration, or a related field; MBA preferred
• 10+ years of luxury retail, merchandising, strategy development experience. Store and/or zone experience strongly preferred
• Entrepreneurial with exceptional leadership qualities and ability to build relationships and effectively communicate across multiple functional areas
• Strong presentation and content development skills
• Keen analytical and strategic thinking skills with strong financial acumen
• Strong negotiation skills and ability to influence
• Ability to manage workload amid shifting priorities in a dynamic environment
• Self-motivated with a strong drive for achievement
• Expert proficiency in Microsoft Office Suite (Excel, PowerPoint, Word)

 

The hiring range for this position ranges from $165,495 - $233,640. The rate of pay offered will be dependent upon candidates' relevant skills and experience.