Founded in Florence in 1860 as a workshop, shop and subsequently school of watch-making, for many decades Panerai supplied the Italian Navy and its specialist diving corps in particular with precision instruments.The designs developed by Panerai in that time, including the Luminor and Radiomir, were covered by the Military Secrets Act for many years and were launched on the international market only after the brand was acquired by the Richemont Group in 1997.
JOB TITLE Area Sales Manager
REPORTING TO Head of Sales
LOCATION Dubai, UAE
JOB START DATE July 2022
MAIN PURPOSE
The Area Sales Manager is directly responsible for leading the performance, profitability, optimization and development of the external boutique and POS network 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 RESPONSIBILITIES
Network Performance
- Working closely with the Head of Sales 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 follow up 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.
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% minimum
Geographical area under responsibility: Middle East
Number of Points of sales: 9 external boutiques and 10 POS
PROFILE
- 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
- Strong analytical, communication and organizational skills
- Bachelor’s/ Master’s degree from a reputable university
- Experience using MS Office pack
- Fluent in Arabic and English
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