Lead LFS (Large format Stores)

Role & responsibilities

Sales: Sales planning: Business plan formulation

1. Develop and approve the annual business plan for the LFS channel in-line with the overall business plan and create a sales plan cascaded to the region, store and brand level for watches & accessories, fragrances and sunglasses in coordination with the relevant stakeholders

2. Review and provide countermeasures on the sales performance against the plan on a regular basis

3. Develop and approve the network expansion strategies on an annual basis in line with the business needs

4. TW BA Programme Management & scale up

Sales: Sales Execution: Merchandise Replenishment

1. Provide inputs and coordinate with merchandising team along with the Key account managers on defining the product mix or modifying the same for a new store of a retail chain

2. Support and guide the Key Account Managers in negotiating the merchandising mix, margins and returns with the retail chains with support from the regional field sales and marketing teams

3. Identify the fast-moving products in the channel and coordinate with the marketing teams to build a favorable new product pipeline and maximize channel profitability

Sales: Retail operations: SOP management

1. Create, modify and approve the Channel SOPS

2. Ensure commercial compliance in the stores with coordination from the commercial teams and Key Account Managers

Sales: Retail operations: Store Management

1. Manage, track and ensure the ranking of the brand in all the retail chains - Brand market share and Ranks

2. Identify operational issues/ glitches and approve countermeasures for the stores to ensure smooth sales

3. Identify, negotiate and approve the terms of contract and commercials with the third-party vendors who provide manpower support to the LFS channel

4. Approval the return to vendor(RTV) SKUs from the list of proposed SKUs in coordination with the merchandising team and ensure the process of stock return

Sales: Retail operations: Schemes & Incentive management

1. Design, develop and approve the annual incentive schemes for the store staff based on the strategic objectives and consolidated inputs from regional field sales teams

2. Conduct quarterly review to assess the effectiveness of the incentive scheme and propose course correction measures

3. Design Schemes keeping growth parameters and budgets in mind following Omni channel principles.

Sales: Retail operations: Promotion management

1. Coordinate with regional sales & marketing team and finalize on the annual promotional activities and seek approvals for budgets from the brand teams

2. Support the retail marketing teams in coordinating with the retail chains to identify mediums of promotion of new product introductions & activation with approvals on negotiations for expenses

Sales: Retail operations: Network expansion

1. Provide broad guidelines for the negotiate with the retail chain partner on the most favorable location for the display of products in the store

2. Network expansion keeping the scope of business in mind

3. Coordinate with the retail chains and the merchandising teams to identify and approve the product mix in the new stores

Sales: Retail operations: Training and development

1. Identify and approve the training needs and coordinate with relevant stakeholders to build the Training calendar and build on BA sales efficiencies

2. Provide inputs in developing training content for regional field teams based on requirements identified

People & Talent Management

1. Drive a culture of diversity, performance and transparency in the region and ensure the employees in the region are engaged.

2. Mentor and develop staff using a supportive and collaborative approach.

3. Ensure talent pipeline is created by succession planning for the critical positions in the region.

4. Set Objectives for Reportees aligned to the organizational /functional.

5. Conduct recruitment interviews for key positions in the region; Monitor the implementation of the Sales Training Program for the region.