Area Business Manager-Retail

Job Requirements

Job DescriptionUnique Job RoleABM RetailFunctionSalesReporting toRBM RetailBusinessWatches & WearablesGradeBand 5 Date-Job DetailsTo drive regional sales as per targets of Titan by managing company owned and franchisee store network within the assigned geographical area together with delivering high quality service to customersExternal Interfaces

Internal Interfaces

• Key customers
• Third Party Service Providers
• Franchisee Partners and teams
• Regional team
• Product and Brand team
• IRSG team
• VM team
• Merchandising team
• Support teams
• BD teams
• Job RequirementsEducationGraduate / Post- Graduate (MBA)Relevant Experience5 – 6 years / 1-2 years in Titan Behavioural SkillsCustomer Centricity
• Delivers Results
• Interpersonal Effectiveness
• Build Effective Teams
• Ambiguity tolerance
• Nurtures Relationships
• KnowledgeSales/ retail experience

• Process ContributionsProcess ContributionProcess OutcomePerformance MeasureSales: Sales planning: Business plan formulationProvide inputs to the RBM to consolidate the potential sales in the region and develop the annual business targets for the respective regions
• Develop and approve the annual business targets of the franchise partners
• Develop and seek approval on the manpower optimization strategies for the retail function

• Annual business plan
• Year on Year business growth

• Sales: Evaluation and control: Conducting business performance reviewsMonitor the financial performance of company owned and franchised stores against targets periodically
• Develop and implement reporting & review mechanisms to track operational performance and ensure course correction & corrective action, as appropriate.

• Business performance review calendar
• Percentage of deviation from target achievement

• Sales: Network Expansion Study market potential, benchmark the competition in different cities and create plans for expansion and present the same to seek approval from the RBM
• Identify and conduct feasibility study on potential properties in the identified cities with the help of BD team
• Identify and conduct feasibility study on potential franchisee partners in the identified markets
• Create the ROI projections for the new upcoming stores and seek approval from the RBM
• Create and propose the annual budgetary requirements for new store profitability

• Expansion schedule
• Percentage of market penetration
• Customer satisfaction score
• Increase in revenue
• New store performance

• Sales: Retail marketingCreate and seek approvals on annual marketing plans, BTL activities and budgets for regions/ stores
• Design & develop activity for the retail initiatives in stores and marketing support in terms of VM updation, gift with purchase introduction & promotions etc. with expected ROI calculations
• Create the annual overhead expenses in the region which include VM fixtures, travel expenses etc.

• Annual retail marketing calendar
• Increase in sales
• Increase in customer satisfaction scores

• Sales: Franchisee Management Maintain a constant business relationship with the franchisee and act as SPOC to resolve operational issues and to maintain store ROI

• Franchisee satisfaction score

• Sales: Retail Operations: Store Management Ensure smooth operations in the store in coordination with all the relevant stakeholders like the store managers, admin, IRSG, Regional VM etc.
• Coordinate with internal Titan teams (IRSG, HR, Legal etc.) to operationalize a new store within the agreed timelines

• Store operating policy
• Increase in customer satisfaction score
• Adherence to timelines

• Sales: Retail Operations: Scheme managementDesign, develop, suggest and seek approvals on region specific schemes for potential seasonal improvement in sales
• Design, develop and roll-out regional schemes during an active national scheme within the defined budgets after due approvals

• Scheme roll out
• Adherence to timelines

• Sales: Retail Operations: Feedback management Collate and relay customer feedback to the corporate teams like the merchandising, retail operations etc. to improve customer satisfaction and store ratings

• Feedback mechanism
• Increase in customer satisfaction score

• Sales: Retail operations: Incentive managementEnsure roll out, compliance and payments of the incentive schemes to the entire regional staff

• Incentive scheme management
• Number of cases of non-compliance

• Sales: Retail operations: Training and developmentEnsure new product introduction training to relevant stakeholders in coordination with the HR team
• Conduct training need analysis in the stores and nominate staff to undergo re-training when required

• Annual training calendar
• Effectiveness of training
• Increase in sales

• Sales: Retail operations: Recruitment & Selection Provide manpower numbers to the HR teams for the new stores opened with due approvals from the RBM
• Conduct interviews to support selection of company staff and critical positions of franchisee staff in the region with coordination from the HR teams

• Recruitment policy
• Quality of new hires

• Retail operations: Field sales operations management: Customer complaint resolutionManage the critical customer complaints and ensure quick resolution by engaging the relevant teams
• Suggest and seek approval from RBM in implementing new methods for quick service turnaround time

• Complaint resolution policy
• Customer satisfaction scores

• People & Talent ManagementDrive a culture of diversity, performance and transparency in the region and ensure the employees in the region are engaged.
• Mentor and develop staff using a supportive and collaborative approach.
• Ensure talent pipeline is created by succession planning for the critical positions in the region.
• Set Objectives for Reportees aligned to the organizational /functional.
• Liaise with HR on vacant positions.
• Conduct recruitment interviews for key positions in the region; Monitor the implementation of the Sales Training Program for the region.

• Employee Engagement
• Performance
• Diversity & Integration

Work Experience

retailing

Franchisee Management

People Management