Head of Commercial Area

Job description

Richemont, one of the world leaders in the luxury sector, has various Houses specializing in jewelry, watches and high-end accessories. Each Maison proudly embodies a tradition of style, quality and craftsmanship and Richemont strives to preserve the heritage and identity specific to each of them. At the same time, we are committed to innovating and designing new products in line with the values ​​of our Houses, through a process of permanent creativity.

YOUR ROLE:

As Head of Commercial Area you will be responsible for driving the commercial performance, operational excellence, and team development across a designated portfolio of boutiques and Points of Sale (PoS). You will oversee sales, budget management, client engagement, and team leadership, ensuring alignment with Maison strategy and regional priorities. The role requires dynamic leadership with a strong focus on achieving business objectives, fostering a high-performance culture, and delivering exceptional client experiences.

Key Responsibilities:

1. Performance Management & Business Development:

• Drive and monitor the overall area turnover and manage budget control, including selling costs and travel & entertainment (T&E) expenses.
• Train and coach Boutique Managers/Directors on retail performance metrics and the "retail equation" to optimize sales and profitability.
• Continuously monitor performance across all PoS and boutiques, identifying areas for improvement and implementing corrective actions.
• Lead client engagement initiatives by monitoring dashboards and training Boutique Directors to activate client engagement activities.
• Oversee and analyze the Client Satisfaction Barometer to ensure high levels of client service and satisfaction.
• Promote and implement new commercial projects and initiatives, such as new commission schemes, "match to traffic" strategies, and boutique excellence programs.
• Provide guidance and validate strong, relevant action plans for Boutique Directors/Managers, ensuring alignment with Maison strategy and regional Golden KPIs (e.g., for openings, expansions, closings).
• Ensure the effective implementation and modification of all boutique action plans

2. Team Leadership & Development:

• Lead and manage the development of boutique teams within the assigned area.
• Initiate and oversee team revolution in selected boutiques to optimize structure and efficiency.
• Actively participate in the recruitment process for boutique profiles, ensuring the selection of high-caliber talent.
• Provide on-site mentoring and coaching to Boutique Managers, fostering their professional growth and leadership capabilities.
• Nurture and support Career Committees to promote clear retail career paths and talent retention.

3. Boutique Operations & Standards:

• Maintain a regular in-store presence through frequent visits to boutiques and PoS within the area.
• Ensure impeccable merchandising implementation, optimal stock levels, and adherence to grooming standards.
• Verify that all necessary tools and resources are in place to optimize boutique operations and maximize client-facing time.
• Monitor competitor activities and services, including utilizing mystery shopper programs, to identify opportunities for improving client satisfaction.
• Oversee and address client service cases to ensure prompt and effective resolution.
• Provide on-site support for brand activities and projects, including events, pop-ins, exhibitions, and boutique relocation/renovation initiatives.

4. Market Intelligence & Projects:

• Manage commercial omnichannel intelligence and related projects.
• Closely monitor market trends and competitor activities to maintain Cartier’s market positioning and react swiftly to defend market share.
• Report on competitors' public news and events within the area, providing strategic insights to the regional team.

PROFILE

• Proven experience in commercial roles, ideally with prior experience as a boutique manager.
• Strong project management capabilities, demonstrated by a track record of successfully leading complex initiatives from conception to completion.
• Strong analytical skills, with the capacity to translate complex data into clear, actionable insights that drive business results.
• Excellent communication and presentation skills, with the ability to inspire, influence, and engage diverse stakeholders across all levels.
• A deep understanding of market dynamics, consumer behavior, and competitive landscapes, enabling strategic decision-making.
• The ability to work collaboratively and effectively within a matrix organization, contributing positively to cross-functional teams.
• Fluency in English is essential, and proficiency in additional languages relevant to the region will be considered a significant advantage.
• A self-motivated, positive attitude, and a strong team player mentality.
• High learning agility, with a continuous desire to adapt and grow in a dynamic environment.

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