In conjunction with Brand General Manager formulate the National Retail & Net Sales targets by Store Group. Allocate targets across regions. Implement strategies to ensure targets are achieved and where possible exceeded.
Develop (in conjunction with the National Team), seasonal marketing and business plans for presentation, negotiation, follow up and implementation with each retail store group.
Develop and nurture strong, effective and productive business partnerships with National retail buyers and Store management.
Approve increases/decreases to distribution channels on a national basis in conjunction with Brand Management, reviewing ongoing opportunities for expansion.
Evaluate and approve new or redundant distribution channels
Actively maintain competitor and market awareness, and develop strategies to ensure brand outgrows competitors
Prepare and plan strong implementation plans for staff coverage across all retailer groups, with particular focus in top doors or competitive doors, creating a pool from which to draw staff.
Ensure top 20 doors grow ahead of competition, have staff coverage and together with Trade and Marketing Manager implement top 20 doors marketing program.
Defines and supports the Brand Manager in the development of fiscal year budgets. Presents the Selling budget to Brand manager, reviews and revises.
Builds relationships with business partners and key customers; makes recommendations to Brand manager on yearly targets, as well as on counter/store site selection and supports Brand manager in negotiations with business partners
Spearheads all procedures, forms, analysis, and reports critical to the collection of sales results, competitive data, and provides feedback on a monthly basis, looking for simplified templates to work with.
Reviews category performance against competitors monthly and provides brand updates.
Understands position and ranking with competitive brands and monitors monthly.
Direct and guide sales team to maintain productivity and sales targets to achieve the national result
Negotiate sell-ins seasonally with retail partners and monitor monthly ensuring orders/stock reflect agreed quantities, with separate emphasis and deals on Top Doors and top 20 SKU’s.
Coach AE’s with development and execution of strategic plan and analyse retail results on a monthly basis identifying opportunities for further growth
Coach and develop AE’s to seek out store growth potential, and management of staff and recruitment
Prepare accurate Net estimate reports on a monthly basis for Brand General Manager
Prepare Net shipment summary reports on a monthly basis.
Manage selling expenses within budget allocated, ensuring full utilisation of budgeted amounts.
Establish Gift with Purchase quantities and allocations by Retailer taking into account latest market and sales trends.
Plan, coordinate, participate and present at sales meetings, brand conferences, and top door meetings etc.
Coordinate and manage visits by International Management including presentation and workbook preparation.
Actively consult with retail partners to provide accurate and timely information to Marketing/Forecasting ensuring efficient stock replenishment achieved and maintained.
Develop, implement and review succession planning strategies within the sales force
Consult with Merchandising and Retailer and provide recommendations concerning Store planning, counter refurbishments and movements.
Develops and implements Store Operating Procedure for sales utilisation daily.
Develop and review P & L’s for effective economies on small doors, and break-even-points to help determine new door/closure decisions.
Partake in field culture days to provide relevant feedback on counter/consumer needs.
Develop succession planning strategies within the sales force.
Provides leadership, guidance and management to staff
Acts with integrity – honours commitments and behaves consistently
Establishes high workplace operating standards and values
Appraise team performance in regard to overall sales strategy to ensure department objectives are achieved and maintained
Coach and develop individual members of team and assist with attainment of personal/professional growth. Controls the hiring decisions of new staff within the team
Conduct regular team meetings to review plans, share information and ideas and encourage communication and teamwork
Resolves conflicts and negotiates win-win solutions
Elicits diverse points of view and acknowledges the views and contribution
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