Retail Manager, HK, Macau & Guam, Travel Retail APAC

  • Company: LVMH Fragrance Brands France
  • Location: Hong Kong
  • Business group: Perfumes & Cosmetics
  • Contract type: Permanent Job
  • Function: Sales
  • Experience required: Minimum 5 years
  • Reference No.: LVMHFB00676
  • Date of publication: 2018.10.04

Position

MAIN JOB OBJECTIVES

  • Maximize retail sales in assigned doors to grow market share, ranking and productivity of each counter in the dedicated markets (Hong Kong, Macau, GUAM).
  • Achieve sell-out targets for the assigned perimeter.
  • Manage, supervise, coach and motivate BC's and GS.
  • Ensure excellence in the execution in POS and guarantee the brand image in POS aligned with the brand's standards and guidelines.
  • Coordinate in-store promotions and events execution.

 

ESSENTIAL DUTIES AND JOB RESPONSIBILITIES

  • Retail Sales Development:

 

  1. Build with the Area Manager the sell-out objectives by brand and by category for the area and per door.
  2. Identify and build with the Area Manager the yearly sell-out strategy to gain in market share.
  3. Propose and recommend proactively corrective sell-out actions to improve the business and seize potential opportunities.
  4. Build a close relationship with the Perfumes & Cosmetics airport/terminal/store retail management.
  5. Provide monthly sell out reports.
  6. Conduct field analysis: gather and communicate information about our sell out as well as competition activities and make recommendation to the Area Manager.

 

  • Management of Sales Force:

 

  1. Recruit, motivate and manage Beauty Consultants & Promoters.
  2. Communicate sales monthly objectives to BCs and follow-up on their achievement.
  3. Work, implement and follow-up on an incentive plan aligned with the sell-out objectives.
  4. Motivate BCs to have team spirit and be goal driven.

 

  • Brand Image, Marketing & Merchandising:

 

  1. Visit the POS on a regular basis in order to monitor stock levels, merchandising displays, product mix and take corrective measures when necessary.
  2. Implement the Merchandising and Marketing strategy: be fully responsible for Merchandising execution, implement the planograms per door according to the agreed assortments, ensure the marketing guidelines are applied.
  3. Plan, order and monitor testers, POS materials.
  4. Liaise with the contractors on the promotion set up and order transparencies for the POS and promotion sites.
  5. Install new counters ensuring qualitative execution and follow up.

 

  • Animations Management:

 

  1. Coordinate the animations implementation to achieve the objectives: prepare the brief based on competition activities and field experience, coordinate with the visual merchandising the set-up installation, set the sell-out target with the Area Manager and build effective 360 activation plan to achieve the target in respect with the given budget, in charge of animations report.
  2. Recommend extra opportunities to have extra space, visuals, promotion events etc.

 

  • Training:

 

  1. Collaborate with Regional Train to train BCs on new product, sales techniques, product knowledge, and coach them on performance skills. Ensure grooming standards, sales techniques, product knowledge are well respected.
  2. Conduct store visits to ensure training & coaching are optimal and identify future training needs.
  3. Assess Beauty Consultants performance on a yearly basis.

 

 


Profile

Criteria for performance evaluation:

Key Skills and Competencies

  • Ability to build a retail strategy aligned with market and consumers needs to reach sales targets.
  • Ability to lead, motivate and improve productivity of Beauty Consultants.
  • Ability to demonstrate excellent selling skills.
  • Strong skills in anticipating needs and demonstrating a proactive approach to job duties.
  • Ability to build strong relationships with retailers at shop floor and at office level.
  • Excellent communication skills (verbal, written, interpersonal).
  • Flexible personality to take on new challenges.
  • Excellent competencies in Excel spreadsheets, working with figures and budgets.
  • Knowledges in beauty industry is a plus, not required.

 

Profile

  • Minimum 3 years experience in a retail and sales oriented position.
  • Strong in leadership and in people management.
  • Experience in building effective teams.
  • A result-driven achiever with ambition, motivation, autonomy.
  • Willing to travel extensively.
  • English and Mandarin Compulsory.
  • Computer literacy-Word/Powerpoint/Excel.

 

CONTACTS AND RELATIONSHIPS

Internal:

TR Regional Director, Area Managers, Regional trainer, Field Supervisors, Sales Coordinators, Marketing Manager, Visual Merchandiser, Trade Marketing Manager, Architect.

External:

Suppliers, BC/GS, TR Operators and their operational teams.


Additional information

Reports to:  Area Manager Travel Retail

 

CONTACTS AND RELATIONSHIPS

Internal:

TR Regional Director, Area Managers, Regional trainer, Field Supervisors, Sales Coordinators, Marketing Manager, Visual Merchandiser, Trade Marketing Manager, Architect.

External:

Suppliers, BC/GS, TR Operators and their operational teams.

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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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