Job Description
MAIN PURPOSE:
The Commercial Manager is directly responsible for leading the performance, profitability, optimization and development of the Commercial network he/she is in charge of, in line with the Maison’s and the market’s global strategy.
He/She is the warrant of the achievement of the business targets on his/her network by developing concrete commercial action plans and ensuring excellence both in client experience and network operations for each door under his/her responsibility.
As a strong leader , he/she manages his/her teams in line with the Maison’s values and supports talent development for individual careers and collective team performance.
KEY RESPONSIBILITIES:
1. Commercial Strategy and Action Plans:
Strategy-related missions:
- Define together with the Commercial Director and Boutique Managers the annual and medium-term strategy on your commercial network and actively participate to the Business Plan process.
- Optimize the Commercial Network through the creation and timely update of the global Network planning incl. BTQ openings, renovations, relocations and closings.
- Gather client trends, competitors data and make regular benchmark with competition to control your market share in your area and per door and define business opportunities.
- Fix and monitor yearly/monthly sales targets and KPI’s (defined by the brand) for each and every door.
- In collaboration with the HJ Manager, define the global High Jewellery strategy including participation to international events.
Network management and sales development-related missions:
For Internal BTQs
- Foster positive, intense communication with DS most influential representatives and Gaishos to get the best commercial conditions for each Boutique.
- Together with each BM, develop an annual action plan to support the strategy and objectives and implement them in your network.
- Coordinate with MKG and MD teams to make sure each Boutique has proper assortments/stocks and set up corrective actions.
- Control the profitability of your boutiques (P&L) and propose corrective action plans.
- Track daily the results of each boutique (sales, KPI’s, follow up, missed sales, discount) and implement quick recovery action plans when needed.
- Ensure that CS processes are well executed and liaise with Group CS team/BTQs to optimize those processes.
- Support all Boutique teams in case of CS/Client issues and coordinate with HQ when necessary.
For Watch Dealers’ POS
- Develop balanced and positive relationships with owners and management teams.
- Analyze sales performance data to identify key drivers and opportunities to boost performance.
- Prepare regular performance reports and present insights to stakeholders.
- Conduct regular business meetings with partners company owners and store managers to review performance and align on key objectives.
- Collaborate with internal teams (marketing, logistics, merchandising, customer service etc.) to ensure consistent execution of product launches, campaigns and channel operations.
- Lead cross functional projects and execution of joint initiatives and in-store campaigns to drive revenue.
- Ensure compliance with brand standards and brand visual merchandising guidelines in stores.
2. People Management and Team Development:
People Management-related missions:
- Create a trustful, cheerful and optimistic work atmosphere across your region through positive and constructive communication with each BTQ member.
- Ensure daily management and communication with all your store leaders.
- Evaluate your Boutique Managers through the annual PMP process, fix their objectives and KPI’s according to HQ/Richemont guidelines and make regular assessment during the year.
- Propose and discuss with the Commercial Director your staff evolution plans in terms of benefits, bonus and career development.
- Control the commissions and incentives paid every month to sales staff and boutique Managers.
- Join your BTQ Managers for Sales staff recruitment and establish with your boutique Managers the mapping of your boutique teams (with Insights or other local tools) to make sure you recruit complementary profiles and constitute strong teams capable of achieving ambitious objectives.
Team Development-related missions:
- Identify all training tools and contents available and create with your BMs a training plan adapted to our local business specificities and needs.
- Suggest and encourage our Watch Dealer’s teams to join Piaget trainings to develop their brand understanding.
- Ensure that internal and external staff members are aware and aligned with the Brand’s standards (experience, service, sales skills, etc.).
- Coach Boutique Managers, sales staff and watch dealers’ teams on the job through role plays and sales debriefings.
- Ensure sales planning and vacations are made properly in accordance with Business necessities.
SKILLS:
- Positive and engaging communication skills
- Capacity to create strong relationships with all types of business partners
- Usage of business data platform such as LOOKER
- Strong persuasion skills to move projects forward
- Continuously test and improve from learnings
- Great sensitivity to clients’ needs & aspirations
- Capacity to manage several projects simultaneously
- Entrepreneurial
- Result-oriented
- Team player
EXPERIENCE AND COMPETENCIES:
5 years+ of experience in Retail or Wholesale Management including multi-unit chain and/or department store channels
Experience in Luxury goods or service
Strong quantitative and analytical skills
Strong PC Skills (Microsoft Office Suite, SAP)
English language skills preferred
Positive attitude and leadership attitude
Passion for service and client orientation
Excellent interpersonal, communication, organizational and problem-solving abilities
Entrepreneurship spirit and strong ability to multi-task
People’s Management skills
Attention to details
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