MAIN PURPOSEThe Area Sales Manager is directly responsible for leading the performance, profitability, optimization and development of the external boutique, POS network and corporate deal business across Middle East in line with the Maison's global strategy.He/she is the warrant of the achievement of the business targets on his/her network by ensuring an exceptional client experience and operational excellence.As an Ambassador of the brand, establishes strong partnerships with retailers and local sales teams while providing continuous support and highest level of service to the accounts under his/her management.KEY RESPONSIBILITIESNetwork Performance
Working closely with the Commercial director developing the annual and mid-term strategy in the network and actively participate to the Business Plan process.
Forecast accurately annual, quarterly and monthly revenue streams.
Monitor each client's account / market under responsibility; and ensure monthly turnover is achieved
Responsible for monthly product allocation, replenishment
Reporting regular benchmark with competition & insure to monitor the market share per boutique and define business opportunities.
Monitor product launches, events, pricing
Set and monitor sales targets and KPI's (defined by the brand) for each boutique yearly, by month and by products lines.
Implement the maison retail guidelines and tools defined by the HQ in all boutiques.
Develop annual action plans with Marketing, CRM and Training departments to support the strategy and objectives and implement them in the boutique network.
Ensure a proper follow-up and reporting through Booster tool of retail network results (sales, KPI's, follow up, missed sales) and propose corrective actions.Client Experience
Act as an Ambassador of the Brand.
Manage all customer service and client issues with high level of professionalism.
Define CRM objectives with Regional CRM Manager.
Launch and monitor CRM activities within the boutiques.
Make sure every boutique has a proper data capture and followup system for clients, prospects, CS and reservations.
Monitor quality of the CRM data capture.
Boutiques Operations
Visit boutiques every month in order to control all the business aspects and check application of all guidelines (boutique check list fixed by HQ and by local team. Coordinate with Retail Department the Mystery shopping operations and make follow up action plans.
Coordinate with local brand departments for all the merchandising, training, advertising and PR initiatives related to the development of each boutique and retail activity.
Develop a business oriented approach and positive mindset in your network, through monthly meetings with the Boutique Managers / POS Managers, exchange best practice with other boutiques.
Sales & Account Management
Make sure each Boutique has proper assortments and stock and set up corrective actions.
Implement action plan to increase the network sell-out
Control visual merchandising implementation in coordination with the Trade Controller/merchandiser
Assess business opportunities, expansion plans (opening and closing of point of sales), new retail projects in all markets.
Collection and past due follow up: In coordination with finance department, contribute to the timely collection of customer's outstanding payments
Monitor and comply with customer's credit limits.
Corporate deal business development.
Supply Chain / Marketing
Responsible for annual sales forecast for each market, in coordination with the Supply-Chain / Marketing department
Validate and allocate the products / quotas in coordination with Retail Executive
For each market, follow-up the sell-out trends regularly in coordination with Supply Chain
Planner. Responsible for Booster effective implementation.
Discuss and agree with Head of Marketing the marketing and communication yearly plan per market ( Coop budget , event, local action to boost sell-out )
Identification and reporting of any event opportunities, as well as local communication needs towards the brand Marketing & communication team
In coordination with all departments: Prepare and participate to the trade shows (Bahrain, Qatar) and expos: (Pre W&W, W&W).
Training Coordination
Establish the yearly training plan in coordination with the retail executive
Organize and deliver training sessions in order to enhance knowledge of local sales teams on the brand and products
Coach Boutique Managers and sales staff on the job through role plays and sales debriefings
Recommended time spent within boutiques and/or travelling: 50% minimumGeographical area under responsibility: Middle East, Africa, CCAPROFILE
Minimum of 5 years' experience in commercial roles, preferably in luxury retail
Strong knowledge of Middle East retail business & culture
Good understanding of retail operations, marketing & communications, and digital trends
Entrepreneurial mindset
Strong analytical, communication and organizational skills
Bachelor's/ Master's degree from a reputable university
Fluent in Arabic and English
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