Account Executive - Regional & Independent Accounts

  • Company: TAG Heuer USA
  • Country/Region: United States
  • Business group: Watches & Jewelry
  • Contract type: Permanent Job
  • Function: Sales
  • Experience required: Minimum 5 years
  • Reference No.: TAGH00643
  • Date of publication: 2020.05.04

Position

PURPOSE

Develop the TAG Heuer wholesale business in a defined area, by building sustainable relationships with customers (retailers, distributors).  Achieve sales targets with a strong focus on sell out goals.  As an ambassador, represent and promote the brand in the market.

STRENGTHS FOR SUCCESS

  • Creativity - ability to develop and implement new ways to achieve business objectives
  • Self-reliance - independent, self-initiating work habits; requiring minimal supervision for routine activities
  • Ability to manage multiple tasks and priorities simultaneously with good attention to detail and follow through
  • Professional communication skills. Courteous, timely and situationally appropriate correspondence with customers and co-workers
  • Sales training and presentation skills

Profile

ESSENTIAL JOB FUNCTIONS

Business Development:

  • Develop and implement a plan to achieve sales targets (sell-in and sell-out)
  • Monitor the competitive landscape, market trends and the broader economy to identify opportunities and threats and propose new projects
  • Review and optimize brand distribution, recommend account or POS openings and closures
  • Track and analyze business performance (sales by door, turnover, market share) and adjust sales and marketing actions accordingly
  • Collect and share internally the feedback from retailers, consumers and competitors with regards to sales, products and marketing activity

 Sales:

  • Develop strong and efficient relationships with customers at all levels - owners, general managers, store managers, retail staff to drive sell out in all doors
  • Regularly visit points of sale to keep TAG Heuer top of mind and provide support and service to the customer
  • Lead commercial negotiations: define sales objectives with the customer and negotiate volumes, space and investments
  • Ensure smooth and efficient cash collection, in collaboration with the finance team
  • Implement impactful incentive programs for sales associates
  • Implement commercial policies of TAG Heuer and ensure that all activities are compliant with local regulations and corporate standards

Marketing:

  • Develop and implement a marketing plan with each retailer/distributor, in partnership with the marketing teams and in line with the brand strategy and guidelines
  • Identify and propose opportunities for events, window/shop animations or advertising to promote the brand awareness and drive consumers to the POS

Visual Merchandising:

  • Ensure optimal brand expression at the POS by supporting customers in implementing windows, displays, trade accessories, furniture, catalogues, etc.
  • Regularly check the state of POS material and fix/replace as needed to maintain a state of the art brand environment
  • Identify and secure opportunities to maximize space and visibility in the store

 Assortment / Inventory Management:

  • Consult with each retailer to define the right assortment based on store trends, customer base, commercial objectives and brand strategy
  • Implement an efficient order / replenishment process with each customer
  • Regularly assess stock situation at POS to ensure that inventory requirements are met (no overstock, availability of bestsellers, etc.)
  • Propose solutions to address identified risks and issues (aging inventory, slow movers, overstock)

Additional information

ESSENTIAL JOB FUNCTIONS (Continued)

Training & Product Knowledge:

  • Share product knowledge and information on the brand and convey the passion for TAG Heuer to turn all sales associates into passionate brand ambassadors
  • Implement the corporate training strategy in every POS (online learning, POS modules, classroom trainings)
  • Regularly deliver in-store trainings to enhance brand and product knowledge, and ensure proper launch of novelties
  • Achieves annual sales targets, (i.e. sell in and sell thru) by focusing on assortment, inventory levels, product positioning and product knowledge
  • Constantly insures that all accounts meet inventory and real estate requirements as defined by TAG Heuer by monitoring basic product assortment mix and levels as well as aging inventory
  • Insures that all accounts are on bi-weekly auto replenishment cycle
  • Develops and executes transitional merchandise strategy in each door to mitigate inventory liabilities
  • Reviews monthly sales target as assigned by Regional Director.  Develops and implements a plan to anniversary prior year events and achieve the defined target.  Develops plan for making year-end goal when results trend below target
  • Maintains the image of the TAG Heuer brand in accordance with directives from Corporate Marketing:  insures all accounts are using current ad campaigns and promotional materials, evaluates competitive brands carried by retailer, etc.
  • Enrolls accounts in TAG Heuer's e-commerce program.  Obtains financial commitment and works closely with Marketing to secure and execute participation in this initiative.  Once e-commerce program is established, serves as intermediary between account and Marketing.  Negotiates commitment from retailers to invest in "key words" to maximize sales results
  • Insures that all accounts participate in required sales incentives/promotional activities
  • Conducts quarterly key account meetings to review account performance, present market share analysis, resolve issues and gain commitment on next quarter plan.  Follows up as required to insure timely execution of plan
  • Works with Collections team to insure that retailers are current with payments and able to receive product as dictated by sell -thru results.  Achieves DSO target
  • Conducts sales associates training to enhance product knowledge and maximize sell thru.  Promotes and monitors utilization of TAG Heuer Academy
  • Assesses the distribution strategy within the territory, recommends account closures and openings to maximize business results and enhance brand positioning
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Watches & Jewelry

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