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

Job description

Company : LVMH Fragrance Brands Hong Kong
Business group : Perfumes & Cosmetics
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)

Desired profile

Experience required : Minimum 2 years
- 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