Area Manager Travel Retail, Greater China (China & Taiwan)

  • Company: LVMH Fragrance Brands Hong Kong
  • Location: Hong Kong
  • Business group: Perfumes & Cosmetics
  • Contract type: Permanent Job
  • Function: Retail
  • Experience required: Minimum 2 years
  • Reference No.: LVMHFB00570
  • Date of publication: 2018.03.26


Main Job Objective

Within the TR Direction grow the business and operational results in specified accounts / TR area, respecting at all times the image of the brand, and by leading and developing strong retailer partnerships in Travel Retail.

Account Management

  • Manage, monitor and enhance the P&L for each account in a dedicated TR Area by outlining Retail and Net sales, DSO, Operating Profit, returns, staffing, marketing, capex budgets.
  • Implement the commercial policy on designated markets consistent with the global brand strategy.
  • Negotiate and Establish budget investment, trading terms, space, location and conditions to ensure profitability per TR account to be validated with Regional TR Director.
  • Analyse sales forecasting, stock levels and returns to drive the objectives.
  • Prepare/co-ordinate Sales strategy documents for Retailers' strategy meetings.
  • Maintain budgetary control for all designated TR retailer investment plans.
  • Review the sell-in and sell-through of LVMH Fragrance Brands and all key journeys actions with particular emphasis on TR sets, GWP, Cosmetics and priority A launches
  • Prepare and review with Regional TR Director retail and wholesale targets for all designated accounts

Resource Management

  • Manage and develop Field Supervisor to grow Retail Sales in line with targets, ensure brand image in POS and manage a team of Beauty Consultants.
  • To recruit to LVMH Fragrance Brands guidelines and budget headcounts, the correct BC's for each POS within the TR area.
  • To ensure all BCs fully represent LVMH Fragrance Brands Standards and Brand Values in terms of personal appearance, counter merchandising, customer service and product knowledge.
  • Assist with the resolution of an HR issues such as performance management, lateness, disciplinary etc, under the guidance of the HR Officer.
  • Assist with the recruitment of new Beauty Consultants ensuring that profiles are in line with corporate strategy and the Brand values.
  • Conduct annual team appraisals.

Sales management

  • To work with TR Training Manager in identifying coaching and development needs for each team.
  • To Manage a sales coordinator for administrative follow up, build relationship with Retailers' buying and logistics team as well as head office's ones.
  • Develop a good relationship with TR POS' Management

Sales & Marketing

  • Formulate (in conjunction with TR Marketing Manager), present and negotiate trade-marketing program's for designated accounts for all brands.
  • Propose, adapt and carry out marketing plans and build specific events and promotions
  • Orders, quotas & payments follow up
  • Leftovers & forecasts management
  • Regular market visits (POS, retailer meetings, sales force meetings)


  • 3 to 5 years relevant sales' experience ( FMCG or industry)
  • Experience in Account and P&L Management
  • Experience of Travel Retail market place is an asset but not compulsory
  • Experience within either a luxury, premium or cosmetic business
  • Personal affinity with brands and products
  • Cross functional experience an asset but not essential
  • Experience of producing trade marketing plans desirable
  • Graduate

Criteria for performance evaluation

  • Achievement of financial and business objectives
  • Development of relationships on key accounts
  • Dynamism and efficiency in the understanding and development of the brand and business in line with brand vision and image 

Key Leadership / Managerial skills

  • Team player
  • Driven and ability to drive for results one's team and those around them without having necessary direct management responsibility
  • Customer and relationship focused
  • Managing vision and purpose
  • Ability to be both proactive and reactive
Technical Skills
  • Attention to detail
  • Analytical and numerate
  • Persuading and influencing
  • Effective negotiation
  • Creative and innovative
  • Good communicator
  • Able to work under pressure
  • Articulate

Additional information

Position Within the Organisation:

  • Reports to - Regional TR Director
  • Direct Reports - Field Supervisor and Sales Coordinator


  • TR Marketing Mg                                             
  • TR Training Mg                                             
  • TR Finance Controller
  • Central TR Marketing
  • Logistics
  • TR Direction


  • TR operators, Airlines
  • Third Party Suppliers

Perfumes & Cosmetics

A major player in the perfumes, make-up and skincare markets, the Perfumes & Cosmetics division groups together major historic Houses as well as young brands with strong potential.

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