Retail Channel Sales and Operations Director - Free Standing Stores

Job Description

Description

The Retail Sales and Operations Director role works with the retail sales and operations team to ensure achievement of sales targets, evolution of omnichannel services, local delivery of exceptional operational execution, efficient management of the P&L, an evolved 360 consumer experience, and compliance with company policies and procedures in FSS locations. The Retail Channel Sales and Operations Director, will be responsible for the total management of Retail and Net sales, including achievements of all targets and K.P.I’s through the leadership, coaching and development of the Retail Channel Field Sales and Operation Managers, Retail Channel Operations Manager, Retail Channel Loss Prevention Manager, Retail Channel Business Analysts and the Retail Channel Supply and Demand Planner. The Retail Channel Sales and Operations Director will work closely with the Global Retail Channel team aligning strategic priorities, ensuring the highest standards of customer service and operational excellence across the FSS estate, whilst partnering with other brands Operation and Sales directors to drive holistic regional sales and efficiencies. Summary of primary responsibilities: Achievement of the brand retail, NET and NOP objectives, through the implementation of the Retail Channel strategy to achieve retail targets, KPIs and ultimately drive profitable sales. Drive sales through leveraging and enhancing omnichannel, activations, tools and product & allocation strategy, leveraging digital to power in store experience, further integrating digital education and mindset and capability within the team. Successfully lead, drive and inspire the Sales, Supply, Operations and Loss prevention Head Office and Field team to deliver KPIS and targets, whilst effectively managing demo budgets through re-designing structures to protect future channel growth. Develop talent and capability within the Head Office and Field Team though the implementation of a robust development and succession plan. The strategy to support future diverse talent within the Channel, Region and Estee Lauder corporation. Develop & implement strategies to drive service Sales, Education and operational excellence within all of the FSS within the Region. As needed, oversee store openings, closures and refurbishments to ensure effective execution of new concepts and layouts Support and work closely with the Retail IT team to execute and deliver retail solutions projects for the region. You will actively lead the implementation and evolution of our new retail solutions for the region, such as POS, clienteling, consumer experiences, workforce management tool and traffic counting during testing and training, as well as to the maintenance, providing expertise to the Help Desk support, especially during hypercare period. You will need to stay abreast of current trends/technologies in retail/consumer space and be aware of what other best in class retailers and technology companies are doing around the globe. Expectations and Responsibilities of a Retail Channel Sales and Operations Director - People, Team and Retailers: Field Team Conduct weekly field and virtual store visits, accompanied by area managers, to develop their capability and support the achievement of their business goals. To work closely with the Area Sales and Operations Managers to develop strong diverse recruitment, development, and succession strategy for the Retail Channel Store Managers and teams. Work with HR Partners to manage the impact of people K.P.Is performance on the business, i.e. absence, productivity, turnover etc Collaborate with the Retail Channel Operations Manager and Digital Multi Brand Education Executive to implement a strategic tailored digital education and development programme for all FSS Store Manager’s and teams, to enable them to drive and achieve sales, conversion and productivity targets whilst delivering high touch customer service and operational excellence. Ensure customer service levels in store and virtually are always maintained through the strategic planning and management of the demonstration budget. Retail Channel Operations Manager and Team Work collaboratively with Retail Channel Operations Manager, Retail Channel Multi branded digital Education Executive and Operations Executives to support and drive operational excellence across both FSS and concession boutiques through presenting the vision and strategy and ongoing training, support and implementation of best practices and policies/procedures. Create a roadmap of new retail solutions for the region, such as POS, clienteling, consumer experiences and workforce management tool. Business Analyst Work closely and collaboratively with the Retail Channel Business Analysts to provide and produce qualitative reports and feedback with quantifiable actions on performance of all KPIS such as Retail/Net Sales, A£S, IPT, Footfall and conversion, Omni tool performance – such as store force etc, conversion, profitability, demo budgets etc Loss Prevention Manager Close collaborative relationship with the Loss Prevention Manager to ensure strategic vision of reduction of stock loss across all FSS and concession stores within department Stores, providing simple but preventative policies and procedures internally and externally end to end to support and prevent stock loss and ultimately to enhance and drive profitability. Supply and Demand Planner Work collaboratively to develop the merchandise and assortment strategy within the corporate stores. A focus on driving FSS growth through merchandise planning and highlighting business opportunities, local assortment curation and standardizing inventory levels. The role also needs to collaborate with Finance to reconcile planning forecasts to financial forecast by channel and develop strategies to amplify growth opportunities and mitigate risks. This role works closely with Supply Chain, Finance and the Retail Marketing Executive Expectations and Responsibilities of a Retail Channel Sales and Operations Director Development & Recruitment Developing an induction programme for new Managers/Executives, that clearly highlights diverse talent and developmental capability of each team member whilst supporting their future progression within the channel and wider corporation. This requires commitment from each team member to strive for excellence in execution of their work. This is achieved by being led with drive, inspiration and effective leadership and communicative skills from the Retail Channel Sales and Operations Director. Quarterly, annual business reviews and regular PDP reviews to further support the achievement of the channel and the teams personal career development. Retailer Build collaborative relationships with all centre retail partners, ensuring they are supported by the channel to achieve and deliver mutual targets and results. Support the Field Team and wider Head Office team in all high-level business meetings. Business strategy Must have the ability to present with an innovative mindset, build and execute sales and operations strategy. The strategy must be aligned to the Global Retail Channel and overall regional vision Sales Projections Develop a strategic fiscal sales plan for each region and area by working with the Area Sales and Operation Managers and Business Analysts. Budget Management Monitor and control budget expenses within company guidelines. To prepare sales budgets and guide the Area Sales and Operations Managers in the planning of their regional demonstration budget and to control agreed brand expenditure as set by the VP. Sales Analysis Utilise information systems for the purpose of reviewing and analysing retail and corporate sales performance with a view to identifying opportunities to drive retail sales, productivity, efficiencies in stock loss and overall costs Stock Management Closely work with the Supply and Demand Planner, Corporate Inventory planners and Global Merchandise and Planning Director to ensure all stores are always achieving adequate stock levels and strive to keep weeks cover at the required level, supporting the war on waste. Channel Image and Identity Ensure all Stores portray the highest standards of grooming and visual merchandising to support corporation positioning. Clearly communicate standards to the Area Sales and Operation Managers, and review standards as communicated by the Channel. Identify sites, space and staffing requirements where necessary, through feedback from the AS&OMs. Competitor Awareness Establish and utilise sales information systems/resources (HO, Field and Stores) to ensure the highest level of market intelligence and competitor awareness to ensure we build and take market share but also keep ahead of the competition. Expectations and Responsibilities of a Retail Channel Sales and Operations Director - People, Team and Retailers: Field Team Conduct weekly field and virtual store visits, accompanied by area managers, to develop their capability and support the achievement of their business goals. To work closely with the Area Sales and Operations Managers to develop strong diverse recruitment, development, and succession strategy for the Retail Channel Store Managers and teams. Work with HR Partners to manage the impact of people K.P.Is performance on the business, i.e. absence, productivity, turnover etc Collaborate with the Retail Channel Operations Manager and Digital Multi Brand Education Executive to implement a strategic tailored digital education and development programme for all FSS Store Manager’s and teams, to enable them to drive and achieve sales, conversion and productivity targets whilst delivering high touch customer service and operational excellence. Ensure customer service levels in store and virtually are always maintained through the strategic planning and management of the demonstration budget. Retail Channel Operations Manager and Team Work collaboratively with Retail Channel Operations Manager, Retail Channel Multi branded digital Education Executive and Operations Executives to support and drive operational excellence across both FSS and concession boutiques through presenting the vision and strategy and ongoing training, support and implementation of best practices and policies/procedures. Create a roadmap of new retail solutions for the region, such as POS, clienteling, consumer experiences and workforce management tool. Business Analyst Work closely and collaboratively with the Retail Channel Business Analysts to provide and produce qualitative reports and feedback with quantifiable actions on performance of all KPIS such as Retail/Net Sales, A£S, IPT, Footfall and conversion, Omni tool performance – such as store force etc, conversion, profitability, demo budgets etc Loss Prevention Manager Close collaborative relationship with the Loss Prevention Manager to ensure strategic vision of reduction of stock loss across all FSS and concession stores within department Stores, providing simple but preventative policies and procedures internally and externally end to end to support and prevent stock loss and ultimately to enhance and drive profitability. Supply and Demand Planner Work collaboratively to develop the merchandise and assortment strategy within the corporate stores. A focus on driving FSS growth through merchandise planning and highlighting business opportunities, local assortment curation and standardizing inventory levels. The role also needs to collaborate with Finance to reconcile planning forecasts to financial forecast by channel and develop strategies to amplify growth opportunities and mitigate risks. This role works closely with Supply Chain, Finance and the Retail Marketing Executive Expectations and Responsibilities of a Retail Channel Sales and Operations Director Development & Recruitment Developing an induction programme for new Managers/Executives, that clearly highlights diverse talent and developmental capability of each team member whilst supporting their future progression within the channel and wider corporation. This requires commitment from each team member to strive for excellence in execution of their work. This is achieved by being led with drive, inspiration and effective leadership and communicative skills from the Retail Channel Sales and Operations Director. Quarterly, annual business reviews and regular PDP reviews to further support the achievement of the channel and the teams personal career development. Retailer Build collaborative relationships with all centre retail partners, ensuring they are supported by the channel to achieve and deliver mutual targets and results. Support the Field Team and wider Head Office team in all high-level business meetings. Business strategy Must have the ability to present with an innovative mindset, build and execute sales and operations strategy. The strategy must be aligned to the Global Retail Channel and overall regional vision Sales Projections Develop a strategic fiscal sales plan for each region and area by working with the Area Sales and Operation Managers and Business Analysts. Budget Management Monitor and control budget expenses within company guidelines. To prepare sales budgets and guide the Area Sales and Operations Managers in the planning of their regional demonstration budget and to control agreed brand expenditure as set by the VP. Sales Analysis Utilise information systems for the purpose of reviewing and analysing retail and corporate sales performance with a view to identifying opportunities to drive retail sales, productivity, efficiencies in stock loss and overall costs Stock Management Closely work with the Supply and Demand Planner, Corporate Inventory planners and Global Merchandise and Planning Director to ensure all stores are always achieving adequate stock levels and strive to keep weeks cover at the required level, supporting the war on waste. Channel Image and Identity Ensure all Stores portray the highest standards of grooming and visual merchandising to support corporation positioning. Clearly communicate standards to the Area Sales and Operation Managers, and review standards as communicated by the Channel. Identify sites, space and staffing requirements where necessary, through feedback from the AS&OMs. Competitor Awareness Establish and utilise sales information systems/resources (HO, Field and Stores) to ensure the highest level of market intelligence and competitor awareness to ensure we build and take market share but also keep ahead of the competition. QualificationsThis role will be ideal for you if: You have substantial experience operating a network of free standing stores, ideally in a luxury retail environment You have an innovative, connected and engaged mindset with changing retail & product landscape. You have the capabilities and resiliency to operate and thrive in challenging and changing environments with overall positivity and agility. You have experience in driving holistic OMNI channel business with an adaptable and agile approach to be both reactive from historic Sales Insights and pro-active in predicting future trends. You have a consumer and team centric approach.
 
 
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