Key Account Manager (Retail) - Montblanc, Sydney

MAIN PURPOSE

Today wholesale distribution customers expect a retail-like experience including selling ceremonies, storytelling, product display, promotions, CRM etc. all this protocols have been fully defined and are executed in all the retail network all over the world. We have to help our Partners to achieve the same level of execution and deliver the excellence in the customer experience.

• Propose and implement a DTC (direct to customer) (WS) strategy in the assigned KEY ACCOUNTS in order to ensure that long-term strategic and financial objectives are achieved.
• Notwithstanding the position is wholesale, the vision is to implement in wholesale, the retail procedures, image, and protocols to achieve the same experience to the final customer in the external network. This includes Distributors, Franchises, Jewellers, department stores and Travel retail.
• Responsible for managing the day-to-day activity of the KA, ensuring that the short-term sales objectives are reached.
• Will act as a Brand ambassador when representing the Brand at meetings, events, and work-related functions

KEY RESPONSIBILITIES

• Wholesale
• Oversee all aspects of the Wholesale and Corporate Gift Division for the brand
• Coordinate channel activities with regional internal departments (i.e. PR, Marketing, After Sales, supply chain and Richemont Shared Service departments) in order to synergize the needs of all departments in achieving common corporate objectives
• Propose and implement the strategy, to achieve annual sales objectives
• Operate in close collaboration with Retail Manager to ensure wholesale alignment with retail.
• Wholesale Development
• Manage sales negotiations, margins and sales strategies
• Ensure that the trade staff are familiar with new products, best practices, advertising campaigns, corporate policies, and local and global brand initiatives
• Facilitate exchange of information with other departments to present Marketing, PR, Finance, and Training plans to trade Store Managers
• Define and communicate specific needs of Wholesale in terms of product and financial support
• Establish sales and marketing strategy with KA
• Facilitate reporting, review latest estimates and budget planning
• Define and establish product planning in-line with the brand's product strategy
• Coordinate renovation projects with Regional office and respective markets
• Facilitate competitive benchmarking and provide counter initiatives
• External Boutiques
• Special attention to External Boutiques (franchises). These boutiques have to have the same look and feel as internal. Therefore a very close collaboration with the retail department is a must
• Implement Product Assortment / sell out orientation / visual merchandising
• Team management recommendation
• Continuous training
• Benchmarking retail KPI
• Annual sell out budgeting
• Communication plan agreed with franchisee and within brand guidelines.
• Sales & Marketing strategy
• Establishes and implements local sales and distribution strategy in-line with budget
• To promote the Brand and strengthen the positioning in the region.
• Propose and monitor local sales initiatives and programs, proposes the sales and product launch strategy
• Create and host appropriate events, representing the Brand in wholesale
• Range Monitoring
• Propose assortment strategy/ product range of the line and ensure its coherence, initiate sales proposals and taking corrective initiatives for slow performance if necessary
• Validate sales estimates & follow-up on stock management w/ Brand Operations and ensure the financial performance of the range/propose action plans, when necessary
• Budget & Sales Operations
• Propose and implement an annual budget
• To ensure prompt sales collection and credit review. Propose and implement credit reviews for the managements approval
• Close monitoring and reporting of sales results of the trade
• Accountable for the planning and monitoring of sales expense as per Budget guidelines
• Collaboration with legal department in establishing the sales and distribution agreement
• Responsible for external correspondences in co-relation to WS & CG business
• Financial Objectives
• Achieve sales objectives (sell-in) set by the management and yearly sell-out targets
• Improve margin objectives year after year, by reviewing, determining & validating actions to be taken on sales and trade inventory level ("de-stocking" strategy if need be)
• Propose & monitor development & tooling budgets, monitor & control discount rate levels (charity sales, in-store product discount, product promotions)
• Stock Management
• Ensure stock availability at POS level according to the brand's guidelines and defined assortments per POS (no stock-out on best sellers)
• Propose replenishment orders to retailers based on assortments, sell-out and potential of each Point of Sales (POS)
• Roll-out Booster in the region and ensure sell-out data is regularly updated by retailers.
• Implement auto replenishment
• Training
• Ensure comprehensive brand and product training throughout the distribution network, both in-class and in the POS
• Visual Merchandising
• Optimize visibility of the brand by making sure corporate guidelines are strictly followed, and by negotiating extra visibility when possible
• Coordinate implementation of trade animations in POS (windows, podiums)
• Analysis, Planning and Reporting
• Monthly analysis of the performance of each POS (sell-in/sell-out/stock level/product mix)
• POS reports after each market visit including monitoring of competition (visibility, ranking, trend, marketing activities, incentives…)
• Sales forecasts for the region (in coordination with Marketing/Operations) on a yearly basis
• Assist Brand Manager on the strategy & budget for the markets covered
• Reports
• Annual Budget plans
• Annual sales, merchandising and visibility plans
• Annual credit review
• Product plans/ allocation and distribution plans
• Monthly and quarterly sales estimates
• Monthly Sales reporting - includes inventory monitoring reports
• Competitors report - monthly and quarterly
• Sales analysis - trade and internal product sales and development
• Sales trend by product/launch collections
• OTHER SKILLS
• minimum 3/5 years Sales and management experience in Retail and Wholesale
• account management
• Management, leadership, mentoring, business, accounting and reporting skills
• Strong communication and interpersonal skills with aptitude in building relationships with professionals of all organizational levels.
• SAP knowledge
• Microsoft 365 package
• Retail experience is compulsory*