Commercial Director

4 days ago


Dubai, Dubai, United Arab Emirates Richemont Full time

MAIN PURPOSE

The Commercial Director is responsible for the sales and distribution of Panerai in the Middle East (GCC + Levant) and oversees both the internal and external retail network performance in line with the Maison strategy.

  • Internal retail network: To maximize our DTC productivity by building a strong performance culture in our team and supporting the boutiques with the coaching and training needed to ensure best in class client service and operational compliance with Richemont guidelines and standards.
  • External retail network: To work closely with our retail partners to deliver the brand standards including sell-out, assortment, people management and operations.

KEY RESPONSIBILITIES

Key accountabilities for the Commercial Director role:

Network management, Business Development, People and Operations Management in close collaboration with brand headquarters and group. Leadership and entrepreneurial spirit are essential to success

Key Pillars

  • P&L ownership of the commercial department and delivery of wholesale & retail strategy to achieve target sales objectives.
  • Manages assortment strategy across sales channels to optimize network value.
  • Collaborates closely with brand HQ on strategic initiatives that adds brand value for the local market.
  • Leads and motivates the team to perform at their best.

Internal Network Management

  • Accountability of DTC sales budgets
  • Implement programs on merchandising, incentives, and action plans to achieve targets.
  • Create initiatives that includes training, coaching and incentives that raise the bar for Panerai client service.
  • Work cross-functionally with CRM, supply chain, marketing and event planning to drive boutique performance.
  • Plan and monitor monthly sales targets inclusive of analysis to support business improvements.
  • Define training programs for front line teams and ensure quality delivery. Monitor staff performance and development needs.
  • Facilitate the efficient operations of the network in line with brand standard and group compliance.

External Network Management

  • Accountability of wholesale sales budget
  • Partners with our distributors to develop the business and maximize sell-out.
  • Manages the distribution in each market including leading business development initiatives optimize network value.
  • Builds relationships with retail partners and drives new commercial and marcom initiatives to support and promote the brand.
  • Overseas product supply chain from ordering to shipping and inventory monitoring to ensure effective operation.
  • Collaborates closely with HQ on implementation of retailization KPIs and frameworks.

People Management

  • Develops and manages the team (both front line and office)
  • Provide cohesive and entrepreneurial environment that fosters new ideas that bring value add to brand.

Key Performance Indicators

  • Sales
  • Retail profitability
  • Network and sales channel management
  • Retailization frameworks (DTC management, product allocation, CRM, etc.)
  • People management and turnover

PROFILE

  • 10 years of market experience in brand management with mixture of retail and wholesale
  • Entrepreneurial and fast paced, quick to action.
  • Proactive and open minded to create opportunities.
  • Strong negotiation skills and business acumen
  • Highly analytical and uses facts and figures to support business proposals.
  • Strong in team management with success in building and motivating teams
  • Brand culture/values fit and Company strategy fit.

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