Moet-Hennessey Senior Commercial Manager (Maternity Cover) in United Kingdom
Senior Commercial Manager (Maternity Cover)
Company: Parfums Christian Dior UK
Location: United Kingdom
Business group: Perfumes & Cosmetics
Contract type: Temporary Job
Experience required: Minimum 5 years
Reference No.: SSCPC00262
Date of publication: 2017.10.11
PURPOSE OF THE ROLETo build strong partnerships with assigned retailers, shaping and realising joint strategies to grow sales and profit, increase market share and enhance Dior's brand image.MAIN RESPONSIBILITIES
Agree a 3-year vision and strategy for assigned retail partners, outlining the ambitions to improve sales, profit and brand image, and the initiatives needed to achieve those ambitions.
Coordinate other functions to ensure long-term objectives are aligned.
Review progress annually to ensure delivery is on track, and adapt plans as appropriate.
KPIs: 3-year vision and strategy in place for assigned retailers. Other functions aligned behind strategies
Agree and set annual budgets and plans to meet the objectives of the 3-year strategy.
Negotiate commercial terms (eg. rebates, settlement, staffing budgets) and retail tactics (eg. trade marketing plan, distribution changes, staffing changes) to support annual budgets.
Coordinate other functions to ensure budgets are aligned.
KPIs: Annual budget/plan in place for assigned retailers. Appropriate investment secured, both internally and externally,
Monitor trading results on a monthly and quarterly basis to ensure performance is on track.
Develop and deliver proposals to enhance performance -in flight', negotiating additional support as needed.
Secure appropriate allocation and sell-in for new launches.
Partner with other functions to ensure all retail opportunities are maximised.
KPIs: Achievement of financial targets: retail sales, gross sales, net sales, DSO, stock cover.
Drive the enhancement of the P&L for assigned retailers, in line with the 3-year strategy.
Review spend against budget (eg. staffing, capex) on a quarterly basis, addressing over/under-spends as appropriate to achieve profit targets.
KPIs: Achievement of financial targets: operating profit
Act as primary contact for all communications with retailer partners.
Develop engagement plan to enhance reputation of Dior within retailers and continue to build close working relationships.
Coordinate other functions as needed to ensure engagement plan is delivered.
KPIs: Clear engagement plan in place for assigned retailers. Strong relationships built with retailers.
Lead strategic, cross-functional or multi-brand projects/initiatives to drive business performance, coordinating activity across retailers and functions as required.
KPIs: Successful delivery of projects on time and on budgetProfile
PERSON SPECIFICATIONKey Competencies/Technical Skills
Business planning: Constructs a compelling 3-year strategy and translates it into concrete annual plans with SMART targets and detailed action plans; plans business in short, medium and long terms
P&L management: Fully understands and interprets a P&L statement, identifying risks and opportunities; is focused on driving bottom-line growth
Negotiation: Uses both hard and soft negotiation techniques to secure win-win results; is able to adapt approach quickly in order to secure better results; aims for win-win solutions in all negotiations
Influencing & stakeholder management: Adapts personal style to influence others better; uses a broad range of techniques to build consensus and secure support; actively manages network to influence all stakeholders
Analytical skills: Compiles and interprets financial, market and category information, translating insights into action plans; is focused on delivering insight and action from the analysis
5+ years' experience in UK market in luxury goods, cosmetics or retail
Graduate level education
Senior management potential, with strong personal impact
Good understanding of and appreciation for the luxury goods industry
Personal affinity with the Dior brand and products
Competent in usage of MS Office applications and IBM Lotus Notes
International/Cross-functional experience an asset but not essential
French language skills an asset but not essential