Commercial Manager

仕事内容

Key ResponsibilitiesStrategically plan short-term and long term business activations; ensure the missions and objectives related to commercial/sales team completed & achieved.Act as supporting role to General Manager; by leading retail team and cooperating with wholesales business partner, aim to accomplish sales target and deliver exclusive brand image.

• Key responsibility 1 (50%)

……………………………………………………………………………………………………Business Development and Market Intelligence

• Understand wholesales, retail, and digital business models and their client profile respectively, aligned with GM/NEA/HQ direction, to propose and implement annual, quarterly, monthly business development/distribution plans, as well as actions to achieve commercial objectives at local market.
• Optimize resources to achieve annual sales target with control respective expenses.
• Maintain brand image at every BTQ/POS with a highly presentable level including visibility, size, brand adjacency, product display, PLV animation, and fixture condition.
• Ensure regular and frequent visit of all BTQ/POS; communicating sales performance/target, best sellers, stock situation, sell-through trend, brand message, event planning, incentives, KPI achievement, and any business updates needed.
• Based on HQ reports and KPI dashboard to map with local reports for follow up or improvement/action plans.
• Understand every BTQ/POS’s sales team’s profile, strength and weakness, coaching sales team or initiate training if necessary, ultimately increase productivity of every POS and BTQ.
• Collect market information/competitors’ momentum for benchmark, and to deploy best practices from competitors and/or from other market to enhance brand’s market share.
• Explore business potential and new business partners for future expansion.
• Key responsibility 2 (15%)

……………………………………………………………………………………………………Product Allocation Strategy

• Align with product team, and GM regarding product allocation strategy & timeline to drive the desirability of best sellers or special editions in monthly and annually basis.
• Provide sales forecast/feedback before new product launch, analyse, and evaluate sales results, collect, consolidate and share qualitative and quantitative feedback & action plans if needed.
• Define MDS/core assortment/best sellers of every BTQ/POS and ensure the presence of MDS/core assortment and its best sellers.
• Coordinate with product/merchandising for consignment rotation among BTQs/POS to optimize selling opportunities.
• Key responsibility 3 (10%)

……………………………………………………………………………………………………Client Experience

• Coordinate with CRM, and Mar-Comm to organize events, co-op advertising, and any other promotional actions in BTQ/POS with reasonable budget & ROI.
• Provide or coordinate product & selling skill training to counter sales staff s periodically, as well as before event & new product launch.
• Ensure proper i mplementation of brand’s DTC, after sales service global plan, and CRM activation plan.
• Ensure VOC KPI achieved by review VOC with BTQ team and propose action plan if necessary.
• Key responsibility 4 (15%)

……………………………………………………………………………………………………People Management

• Lead BTQ managers to prepare and execute retail commercial plan, and sales forecast by BTQ and by product category based on alignment with GM, NEA and HQ.
• Supervise and lead BTQ managers on people management and team member development plan, incentives, retention and replacement plan.
• Coordinate with HRBP, GM, NEA training, and HQ L&D team to arrange, initiate leadership and management skill training for BTQ management level if necessary.
• Key responsibility 5 (10%)

……………………………………………………………………………………………Administrative

• Coordinate with Finance to ensure proper handling on account receivables, annual rebate and push money to business partners.
• Communicate and apply commission scheme upon approval from GM, NEA, and HQ, ensure commission and incentive amount in compliance with budget, Maison and group guideline.
• Compliance with Maison and Group guideline/policy and co-work with RRF whenever needed.
• Requirement
• Understand industry with strong business development experiences and mindset.
• Strong communication and presentation skills.
• Dynamic, proactive, responsible, accountable, and able to work with tight schedule and under pressure.
• Team player with analytical and logical mindset.
• Fluent in English and Mandrin (written and spoken)