Retail Development Manager - KZN at The Prestige Cosmetics Group

ACHIEVE REGIONAL SALES TARGETS

• Achieve positive sales growths monthly and annually, through the development and driving of “sell out” strategies in specific region.
• Achieve monthly and annual set targets (sales, expense and staffing targets).
• Monitor competitor activity and plan the appropriate response. This includes knowing the CHANEL ranking against competitor brands in store.
• Implement and monitor qualitative events throughout the region to drive sales.
• Manage and lead CMs (Counter Managers), BCs (Beauty Consultants) and fragrance promoters to achieve their set KPI’s monthly and conduct quarterly performance review sessions.

BUDGET AND EXPENSE MANAGEMENT

• Manage costs and expenses within the region, so that they do not exceed sales growth or target.
• Manage expenses related to events, launches and promotions (to not exceed Marketing budget).
• Manage and approve BC and CM claims.
• Ensure staffing budget is not exceeded and monitor these expenses monthly.

STOCK MANAGEMENT AND MERCHANDISING

• Ensure all stores are merchandised according to the required standard, with the required collateral and display elements (inclusive of promotions and launches).
• Monitor stock on hand by door and liaise with Regional Managers, Store Managers and Cosmetic Managers with regards to out of stocks and stock discrepancies. Ensure correction of instore EDI, RETEK systems to amend stock discrepancies, to assist
• correct retailer replenishment going forward. Drive ‘’sell-in strategies’’ through stock management.
• Manage make-up and skin care (SBT) stock levels in each Beauté store within the region, through actively engaging with the demand planning team regarding model stocks, replenishment levels and any other relevant information.
• Manage tester and counter supply stock levels in each store within the region to ensure that there are no out of stocks.
• Ensure RTV process is managed efficiently through the RTV tracker and that they are uplifted from stores timeously

ADMINISTRATION AND REPORTING

• Ensure correct documentation is completed timeously by all Fragrance BCs in terms of figures, eventing, push lists, customer records, feedback, scorecards, etc.
• Compile and complete commissions at month end.
• Competitor and sales feedback report to be completed weekly and sent through to the National Sales Manager for consolidation.
• RDM Scorecard to be completed for each store that is visited monthly.
• Develop and implement monthly store cycle schedule based on door size and importance and action plans; provide weekly feedback on progress/implementation.
• Ensure region’s compliance to all policies, procedures, and values in the business, and take appropriate action where necessary.
• Follow all required Standard Operating Procedures (SOPs) in the completion of feedback templates and within the required timelines.

TEAM MANAGEMENT AND LEADERSHIP

• Identify and recruit high performing CMs, BCs, and fragrance promoters.
• Manage succession planning and performance management of store staff.
• Manage staffing in stores to ensure that all staff perform optimally and take the appropriate action where this is not the case.
• Oversee inducting of new staff members.
• Identify training needs for CMs and assist them in identifying needs for BCs.
• Coach, train and oversee the development of CMs (customer service, product knowledge, systems knowledge, menu of services).
• Monitor the CMs ability to drive application of learning on the job.
• Review role play and coaching tracking forms with CMs to monitor skills.
• Drive EMTs in store to ensure these are taking place, testing staff understanding and impacting business. Provide monthly feedback on EMT progress and application.
• Foster a work environment in region based on the PCG values.
• Support the CM in driving a heathy team moral and PCG culture.
• Manage conflict at counters where CMs may need support or assistance.
• Manage daily team/people issues with CMs (absenteeism, leave).
• Conduct weekly team meetings for on-going communication.
• Conduct monthly one on ones with all CMs and formally review job performance quarterly. Maintain written records of performance meetings.
• Quality assure and verify BCs performance reviews conducted by CMs.
• Conduct regular team meetings to review plans, share information and ideas and encourage communication and teamwork.

MINIMUM REQUIREMENTS/QUALIFICATIONS

• Business qualification advantageous
• 5 years’ experience leading and managing retail teams
• 5 years’ relevant experience managing a 3-axe (make-up, skincare and fragrance) cosmetics brand
• Proven Track record in leading a team and achieving sales targets retail experience is essential
• Valid driver’s license and own car – willing to travel
• Excellent communication, interpersonal and relationship building skills
• Working knowledge of MS Office/Excel/PowerPoint