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Commercial Manager

3 months ago

Kuala Lumpur, Kuala Lumpur, Malaysia Richemont Full time

With a clear focus on technology and development, the Swiss watch manufacturer IWC Schaffhausen has been producing timepieces of lasting value since 1868. The company has gained an international reputation based on a passion for innovative solutions and technical ingenuity. One of the world's leading brands in the luxury watch segment, IWC crafts masterpieces of haute horlogerie at their finest, combining supreme precision with exclusive design. As an ecologically and socially responsible company, IWC is committed to sustainable production, supports institutions around the globe in their work with children and young people, and maintains partnerships with organizations dedicated to climate and environmental protection.

MAIN PURPOSE

We are looking for an individual with entrepreneurial mindset and great leadership to join our team as a Commercial Manager. This position will also be a key driver of ensuring the successful performance of IWC's growing commercial performance across retail and retail partners. The retail team reports into the Commercial Manager and this position will report directly to the Commercial Director.

KEY RESPONSIBILITIES

Leading Retail & Retail Partners Commercial Performance

  • Manage the sales, teams, performance and operations of the retail network
  • Drive the achievement of annual sales target by delivering sell-out and stock management targets and ensuring merchandising guidelines are properly implemented, including proactive management of scarcity and stock allocation to end clients and partners to elevate client experience and build long term brand success
  • Ensure Boutiques' utmost client experience as per brand guidelines and in line with industry's highest standards.
  • Manage retail performance with boutique managers, thanks to robust formulation, monitoring, analysis and reporting of performance indicators build with business development manager and operations teams
  • Ensure qualitative After Sales execution in order to guarantee excellent customer service standard
  • Collaborate with Marketing to build brand equity through retail and drive sales opportunities
  • Ensure Boutique managers and CRM team, initiate activities to acquire new clients, develop local clientele and nurture existing clientele to develop brand loyalty
  • Act as a brand ambassador during brand / Boutique events and meetings
  • Proactively find solutions to grow IWC market share within the country/region.

Leading Wholesale and Retail Partners

  • Elevate our external operations to the same level of our internal boutiques
  • Drive the achievement of annual sales target by delivering the expected sell-in, sell-out, stock management
  • Support retailers to realise their full sell-out potential: annual action plan, merchandising, special allocations, training etc
  • Drive the analysis of stock, sell-in and sell-out to create proper sales forecasting and adequate action plans, support local and HQ management with performance reports and insights
  • Monitor and stay informed on actions and plans of the competition
  • Ensure highest quality Maisons visibility and strong relationship with owners and POS sales staff

People Development and Team Management

  • Lead the Boutique Managers and Retail team to ensure ensuring they have clarity and are enabled to successfully drive and support the overall company dir
  • Drive a high performance team with winning attitude to succeed while incultivated with IWC culture.
  • Set individual objectives and KPI's, provide guidance and conduct regular appraisal of team members, ensuring the proper development of personnel and supporting the growth of talents.
  • Build high performing teams: Attract people with a winning attitude to success; develop and drive individual and team performance through an open feedback culture. Responsible for identifying top and rising talents and developing them in collaboration with HR and HQ.
  • Provide leadership and direction for the teams ensuring they have clarity and are enabled to successfully drive and support the overall company direction.

Commerical Analysis, Planning and Reporting

  • Responsible for sales forecast on a monthly, quarterly, and yearly basis to ensure the stakeholders are informed of the sales progress and action plans.
  • Set-up and maintain tools to allocate product resources.
  • Provide first-hand information concerning retailer's projects and competitors reguarly.

Requirements and Qualifications

  • At lest 7 years of professional experience in retail management and commercial management with retail partners.
  • Able to multi task and work under time pressure and adapt quickly to change priorities in a dynamic environment.
  • Highly curious and passionate in developing retail teams and enabling personal development in the team
  • Ability to animate and faciliate mutli department collaboration to ensure success in elevation of clientling and retail experience.
  • Detail oriented, with good problem-solving skills.
  • Tenacious team player with a positive can-do attitude and be self-motivated.
  • Able to work independently.