Strategic Planning: Develop and implement overarching short, medium, and long-term sales strategies to achieve overall retail sales objectives, market share growth, and profitability targets across all assigned markets.
P&L Ownership: Lead and manage the sales organization ensuring agreed targets are met or exceeded for net and retail sales, with accountability on the P&L top lines and selling expenses.
Market Penetration: Drive overall sales performance (net and retail sales) for the assigned markets, aligning with corporate strategic growth directions and identifying new opportunities to develop business and gain market share.
Business Planning: Elaborate and challenge business plans with key partners, defining commercial priorities and guiding relevant stakeholders.
Launch & Animation Support: Ensure effective sell-through of priority categories and successful support for all new launches and animations as per the calendar.
Market knowledge: Provide qualitative reports and feedback to GM, Marketing and Commercial teams.
Cross-Functional Collaboration: Ensure a cohesive and aligned approach to all commercially oriented operations and launches, collaborating closely with key internal stakeholders (Training, Marketing, CRM, VM, HR, Finance).
Retail Operations & Performance Management
Retail Target Setting: Set monthly sales targets and incentive programs in collaboration with Retail Managers, and define retail KPIs for each store, monitoring their achievement.
Retail Execution: Plan, implement, and optimize sales activities to achieve or exceed objectives in terms of profit, market share, turnover, and sales volume.
Inventory & Stock Management: Monitor stock levels (sell-in and sell-out), forecasts, and manage sell-in/sell-out budgets (retailer orders, stock levels, BC salaries, bonuses, uniforms, testers). Control inventory at counter level and agent's stocks.
Service & Client Experience: Monitor the execution, performance, and productivity of services to drive client experience and sales. Ensure google reviews and mystery shopper reviews are at a satisfactory level.
Retail Standards & Compliance: Ensure operations comply with brand policies and procedures. Oversee guidelines for point-of-sale/brand image (merchandising, visual plan, planogram, stock, BC grooming).
Digital Tools & Systems: Manage, monitor, and support the execution of retail digital tools and systems for operational efficiency.
Retail Initiatives: Define and implement retail strategies and action plans to improve business performance, focusing on priority doors including Boutiques. Manage and implement retail initiatives and strategic key projects.
Pricing Management: Monitor regional pricing and regularly check price positioning in collaboration with the Marketing team.
Reporting & Analysis: Analyze and monitor retail performance KPIs and BC productivity. Provide weekly and monthly landing reports on sell-in/sell-out, retail sales, department ranking, and KPI performance by door and personnel.
Team Leadership, Development & Engagement
Team Management: Lead and manage the commercial/retail team, including Retail Ops and Admin Executive, Retail Education Managers, Brow and Beauty experts. Collaborate with Marketing with driving the Ecommerce Manager.
Recruitment, Training and Talent Development: Be involved in the recruitment, training, and development of all retail staff (especially Boutique/Counter Managers), ensuring proper training and identifying/developing specialized BC/BX for career progression. Develop Retail Middle Management on retail and business management competencies.
Performance Coaching: Drive retail performance through field coaching programs (selling techniques, makeup application, etc.) and implement Retail Excellence programs, identifying talent profiles and development opportunities.
Motivation & Incentives: Motivate BCs to achieve sales targets and provide excellent service, including developing tactical sales incentives and helping agents motivate BCs through challenges and relevant KPI setup.
Performance Management: Conduct yearly appraisals, monitor performance, and ensure training/development plans are in place for all designated personnel. Implement recognition programs and engagement initiatives for high-performing field staff.
Reporting & Financial Control
Regular Reporting: Prepare monthly activity reports focusing on retail performance for the General Manager and regional/global offices.
Budget Management: Manage sell-in/sell-out budgets, monitor actual vs. budget, and act accordingly.
Cost Control: Responsible for approving new hires, salary hours, and top hours. Develop quarterly salary investment models.
Risk Management: Identify and report risks to sales targets, developing strategies and tools to address them in a timely manner.
Budget Presentations: Lead budget meetings, including yearly regional strategic plans aligned with company strategy/targets.
External: Retailers - head offices, store managers, floor managers, Staffing Agencies, Recruiters
Qualifications
WHO YOU ARE
Experience: Proven experience in Sales/Retail within luxury beauty, retail, or service-related industries. Solid retail operations experience is essential, having ideally managed a retail team of 50 or more.
Skills:
Leadership: Strong team leader with a proven ability to lead, manage, motivate, and develop diverse teams.
Strategic & Analytical: Strategic agility, strong business analytical skills, capable of understanding financial and profit constraints.
Project Management: Strong planning and project management skills.
Communication: Excellent communication and presentation skills, capable of building meaningful rapport with retailers, vendors, suppliers, and internal stakeholders.
Commercial Acumen: Strong understanding of commercial models and sales principles and practices, with an ability to coach others.
Mindset:
Entrepreneurial spirit with a strong drive for results and excellence.
High adaptability to a fast-paced and ambitious environment.
Modern, contemporary sales approach, positive attitude, and passion for consistently delivering results.
Quality of service-focused.
Creative and innovative.
Committed, Confident, Energetic, Enthusiastic, Fun, Passionate, People Person, with a Winning Attitude.
You like to travel: 60% of time expected to be in the field
Additional Information
WHAT CAN WE OFFER?
A challenging role in a fast-moving, ambitious environment, offering daily learning opportunities and passionate team members.
Beyond this role, your development is a pillar of our ambition. As part of LVMH, we offer a global career perspective with continuous growth within 75 distinguished Houses, fostering a culture of innovation and excellence.