Official Specifications
Role Overview & Mandate
Executive Summary
PRIMARY OBJECTIVES OF POSITION: Manage all aspects of F&B accounts within a defined area, with a focus on...
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PRIMARY OBJECTIVES OF POSITION:
- Manage all aspects of F&B accounts within a defined area, with a focus on developing and driving retail activity.
- Actively promote and act as ambassador for the CHANEL business within ALLOCATED accounts through excellent relationships and regular, open communication with store management.
- Secure key opportunities in store for all major launches, as planned and agreed with the Sales Manager.
- Build strong, well-defined and flexible retail plans by door, for quarterly agreement by Commercial Director, Sales Manager & Head of Retail Development.
- Achieve retail sales target by door. Growth by door, by month, by year.
- Lead by example on counter with the store teams.
- Manage the net/retail relationship (and thus stock in trade)
- Build strong professional relationships with Store Managers, Sales Managers, Buyers & key decision makers in store, to ensure optimum working partnerships in the development of CHANEL business.
- Educate/empower the Consultant sales force via in-store coaching - selling skills and product knowledge.
- Inspire, educate and motivate Business/Account Managers, Consultants and Specialist.
- Always protect the CHANEL brand image.
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In ADDITON – Flagship Store Responsibility.
- Ensure that the FLAGSHIP Stores receive support both in line with the RETAIL Team guidelines and requisite practical support in store. Key store definition and listing may change in line with retail trends and opportunities. The Sales Manager has this listing and is responsible for updates agreed with the Commercial Director.
- Working with your Line Manager, ensure that communication through to the Retail Team affords clear understanding of goals and activities in place to meet the commercial and service driven targets.
- Feedback results and updates along with reports relevant to agreed activities as required
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KEY RESPONSIBILITIES:
Sales Management:
- Agree (Sales Manager) retail sales plan by door. Achieve Calendar year plan.
- Manage the net/retail relationship (and thus stock in trade) by door. Ensure that the inventory mix at the point of sale appropriately reflects the retail trend.
- Ensure 100% execution of the Marketing Program as directed by the Marketing Dept. Ensure that all tools provided e.g. samples are used as directed.
- Negotiate, plan and execute activity to amplify the Marketing Plan, devising and requesting appropriate supporting retail tools via the Retail Division.
- Work alongside the teams to drive outstanding execution at key events.
- Ensure that all counters follow the merchandising guidelines and hygiene standards as directed by the Visual Merchandising/Design Department
- Liaise with all levels of store management (specifically Store Manager, Sales Manager, Buyer etc). Propose and agree with store personnel promotional sites and staffing contribution.
- Manage, review and update store stock control systems to accommodate sales trends and specific Marketing activity.
- Manage sales support items such as testers and samples efficiently.
- Recruit, discipline and overall personnel management of sales Consultants, ensuring the very highest standards of personnel at all times. Work with Training Team to ensure priority for key door personnel
- Initiate the introduction of ‘The Hub’ with a focus on CRM.
- Oversee Rota’s to ensure appropriate coverage at the counter during key selling periods.
- Submit a quarterly Journey Plan to the Sales Manager at the beginning of every cycle. The Journey Plan should appropriately reflect Sales and Education priorities (and a disproportionate amount of time in Top Doors).
- Ensure all staff related administration is completed and distributed in an accurate and timely manner and that records are well organized and maintained.
- Collect competitive sales and marketing information on a regular basis – for review and discussion at Meetings.
In-store Training and Coaching:
- Provide support, advice and direction to the Business/Account Managers, Specialists and Consultant teams in all matters pertaining to their roles and activity in-store.
- Coach each door to ensure that the highest levels of 5-star service standards are maintained at the point of sale. Coach each Consultant team on specific service/selling behaviours and best practices via role-play exercises.
- Lead by example via counter coaching - work alongside each Consultant team to provide on-going education (service and selling skills/product knowledge).
- Review on a monthly basis each Consultant Team KPI’s – AUS, A£S, New Customers vs. LY and Booked Appointments. As well as the achievement of their overall target in all three categories. Enhance performance and address concerns via in-store coaching
- Conduct Annual Consultant Appraisals in conjunction with the Business/Account Manager. Recommend/implement course of action – training needs etc. Submit Annual Consultant Appraisals.
- Present a smart, well-groomed personal appearance always, reflecting the image of the company at all times.
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OTHER REQUIREMENTS:
- Time spent in the field 95%+.
- Maintain company car in a clean and roadworthy condition in accordance with Company guidelines.
- Maintain and respect company property (e.g. Laptop, IPAD etc).
- Personal grooming must reflect/promote CHANEL grooming and hygiene standards.
- Always use CHANEL product (including make-up and fragrance).
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