Responsibilities
Sales Management (70%):
Target Setting and Competitors: Collaborate with counter/store manager to develop seasonal targets (both quantitative and qualitative) and relevant action plans required
Drive retail sales, service and marketing activities in line with brand strategy implementation
Maintain an ongoing awareness of the performance of every ELC brand in each door versus competition for the purpose of gaining market share. Plan and implement improvement and recommendations for a course of action
Prepare and update for review and discussion – achievement of sales targets, key business issues, strengths and opportunities, and education plans, etc when required
Review business health – hero mix and KPI’s every month with counter manager/store manager.
Retailer Relationships and Demonstration Develop and maintain retailer relationships in order to secure appropriate demo. planning and operational efficiencies to achieve specific goals and strategies
Where relevant, support the Key Accounts team on retailer.com discussions to drive key initiatives and operations in-store (as required)
Manage and deliver demonstration costs to targets/% to RS. Ensure rosters meet business needs and productivity measures set
Prepare and authorize recharge agreements for zone
Review salary subsidy report on monthly basis
Input information into payroll systems within specified timeframes
Inventory Review weekly orders per brand and store/retail group to highlight inventory issues and escalate as require
Submit inventory peaking requests in anticipation of store-initiated activations and/or events at store or brand level as required
Ensure counter managers are maintaining adequate levels of stock on hand and are utilising store processes to address stock issues
Ensure all return authorizations are completed in each store by date required
Ensure quarterly tester orders are placed by all accounts and submission schedules are adhered to
General Ensure Outlook calendar reflects journey plan intentions and is up to date (reflecting sales and education priorities) at the beginning of each month and is accessible by state manager and national sales and education manager
Participate in all appropriate management meetings and brand seminars
Where required, verify retail team members paperwork relating to staff purchase/ incentives/claims/approval of annual/unpaid leave forms
Effectively use tools such as email, WhatsApp and other channels to communicate where appropriate
Effectively manage administrative tasks, whilst ensuring the key focus is on driving retail and operational effectiveness, people and performance, resulting in the achievement of targets
From a social media perspective, stay on top of brand’s key attributes as seen by consumers, bloggers and influencers. Stay up to date with digital/social marketing trends, competitor’s activity
Understands the brand’s channel dynamics and how consumers experience the brand
Drive Retail & Build Talent (30%):
Coaching & Development Lead the digital and in-store orientation of all retail staff
Lead counter coaching – work alongside retail team members to provide on-going coaching (service and selling skills//merchandising skills) and reinforcement of KPI’s
Coach each KAM and its team members to ensure that the highest customer service standards are maintained at the point of sale. Coach on service and selling behaviours whilst ensuring consumer details are captured as specified by brand
Ensure that all counters/stores follow merchandising, grooming and hygiene standards as directed by brands
Review on a monthly basis each counter/store manager’s KPI’s – which may include hero performance, customer growth, capture rates, category and sub-category MOB, hourly productivity, IPT and booked appointments (or variations by brand). Enhance performance and address concerns via in-store coaching and relevant digital learning support
Conduct quarterly team assessments in conjunction with the counter/store managers Recommend and implement course of action, educational requirements, talent development and succession planning
Provide support, advice, and direction to counter managers to enhance the development of their teams in all matters pertaining to their role and activities in-store.
Education
Register new and update existing digital learning users, maximize participation and reinforce key learnings
Participate and drive engagement of all brand and product digital learning to develop retail capabilities
Ensure all retail teams gain a thorough understanding and knowledge of brand principles, including the importance of brand-specific story-telling and retail services
Ensure all retail team members attend virtual education seminars as required and according to curriculum guidelines. Liaise with retail partners to negotiate attendance as required
Attend and co-facilitate training sessions with education to improve skills and knowledge as required
Recruitment
Where required drive the recruitment and performance development process with the support of ELC or retailer HR, aligned with company recruitment techniques and philosophies
General
Utilize brand-specific social channels to drive understanding, engagement, and communication as it pertains to specific priorities
Assist in set up of promotional sites and new/updated counter installations
Supporting counter/store manager during key trading and promotional activities
Where required drive the recruitment and performance development process with the support of ELC or retailer HR, aligned with company recruitment techniques and philosophies
Requirements
Minimum 5 years of experience managing retail operations and at a supervisory level
Excellent interpersonal and communication skills
Excellent coach and communicator
A good listener Skilled at winning people over
Team player, inspires and mentors a team, likes to lead by example, inspires enthusiasm
Ability to relate with different stakeholders and enjoys the fast-paced retail environment
Ability to manage multiple responsibilities
Proactive in problem-solving and taking initiative to improve business
Description
Key Responsibilities:
Key responsibilities but are not limited to:
Drive Retail & Net Sales Performance and Team Leadership:
• Drive retail sales via high touch service, excellence in marketing execution, and consumer data capture. Follow up and ensure teams in retailer stores propose and secure orders to deliver net sales.
• Regularly review retail performance in relation to targets, competitors/rank, and key performance indicators such as Hero MOB. Analyse strengths and opportunities within the business to mitigate risk and develop over and above strategies to drive rank and market share
• Drive the recruitment and development of retail team members with the support of ELC HR
• Register new retail team members for digital learning and brand communications platforms
• Prepare and update for review and discussion with National Sales Manager – achievement of sales targets, KPI’s (including Hero performance), key business issues, strengths and opportunities, and education plans based on agreed cadence
• Secure appropriate demonstration manpower to achieve brand hourly productivity guidelines and contribution benchmarks
• Seek and negotiate retailer support for over and above retail activation opportunities
• Engage retail partner involvement where required to escalate inventory issues
Deliver Customer Experience and Superior Service through coaching and development
• Lead the digital and in-store orientation of all retail team members
• Provide store coaching to retail team members to elevate selling and service skills, product knowledge, merchandising skills, and consumer data capture
• Provide support, advice, and direction to counter managers to enhance the development of their teams in all matters pertaining to their role and activities in-store. This involves utilizing the most up-to-date resources and may include:
Counter Manager Development/leadership programs
Inducting new managers & retail team members in-store
Ensuring team members are aware of upcoming brand launch and re-promote activities
Instructions and directions on relevant action plans to build business strengths and mitigate risks to the business
Performance development and talent planning
• …
Marketing Execution & CRM Consumer Journey
• Review Brand Marketing activity to enable detailed planning and execution at store level. This may include full funnel marketing activity, visual marketing and collateral elements
• Provide essential feedback on key campaign success. For example: what worked; what didn’t; what we might do differently. This should also encompass competitor activations across channels
• Stay up to date with brand digital marketing activity, as well as competitor marketing activity (for broader view of the market)
• Coach and develop team members’ proficiency in using CRM tools to enhance the consumer engagement journey with the brand
• …
Operational Excellence
• Review and update demonstration plan/actuals on monthly basis per brand
• Input and update team member information into payroll systems as required
• Review sufficiency of inventory to enable driving of retail sales achievement – includes weekly order revision; supply updates; and potential peaking for instore, GWP, launches, repromotes, and activations
• Ensure store managers are utilizing store processes to address stock issues
• Ensure all return authorizations and tester orders are completed in each store by date required
•…………. (the full JD will be shared later)
Other tasks are assigned by the line manager
Qualifications
Person Specification – Essential Requirements:
• Minimum 5 years of experience managing retail operations and at a supervisory level
• Experience managing multiple retail counters/stores in beauty, cosmetics, luxury retail, fashion retail or premium consumer brands is highly preferred.
• Excellent interpersonal and communication skills
• Excellent coach and communicator
• A good listener, skilled at winning people over
• Team player, inspires and mentors a team, likes to lead by example, inspires enthusiasm
…….
Qualifications / Knowledge – Desired Requirements:
• Bachelor’s degree in business management or equivalent
• Experience in strategic planning and execution
• Working knowledge of a computerised system including:
• Microsoft Office application (Word, Excel, Outlook, PowerPoint, etc);
