Job Description

Job Description

   Retail Management 
•Agree with the ASOM retail sales targets for the area and break down to store level
•Prepare and conduct productive in store visits:
•Recommend and get approval from ASOM of monthly journey plans to reflect business priorities and opportunities
•Ensure complete awareness of stores/airports developments and trends, competition activities, PAX 
•Report any relevant insight to ASOM and recommend relevant adjustments to targets, in store design and VM
•Use retail reports to discuss, review and manage door performance vs targets
•Analyze performance against KPIs, including:
% mix of business
Individual Personal Targets
Average Unit Sale
Total Daily Sales
Brand performance –v- store performance
•Set up relevant activity planners, weekly and daily targets where required, incentives and any other KPIs to achieve set targets.
•Coach and motive the team to achieve KPIs/retail sales targets
•Liaise with in store retail partners to get the support when required and identify any opportunity to drive retail further

      Management of Bas
•Recruit, motivate, lead and manage the BAs on ELC payroll including all people management/employee relations/payroll/commission calculations.   
•OR, when on Retailer Payroll, to approve final interviews, manage team through influencing and encouragement.
•Use PDP process to set clear objectives, motivate and manage performance/career aspirations
•Manage Employee Relations issues with support of TR HR and Local Affiliate HR
•Use HR tools for speedy performance management/records of conversations.
•Motivate team through regular team communications/meetings.
•Work with TR HR on sales compensation structures to ensure maximum motivation –v- ROI.

      Education
•Follow through the Education Seminars conducted by the Education team by coaching in-store at every visit, ensuring that new skills, knowledge and techniques are embraced and implemented to a high standard.
      Visual Merchandising
•Ensure correct merchandising (including testers/collateral support material/language strips relevant to PAX mix)
•Hygiene standards are installed in POS and managed at all times.
•Ensure digital tools are used properly 
•Report and follow up maintenance issues

Administration
•Journey Plan – ensure cost and time efficient journey plan built with scope for agility to best manage urgent priorities.
•Follow up on all necessary emails, business analysis, people management, internal stakeholders, retailer communications 
•Ensure regular communication with ASOM 

Qualifications

Flexibility to travel four days per week – most weeks.
Valid driving license/easy access to major International airport
Multi-site retail field sales management expertise
Successful track record in achievement of area sales results
Multi-site people management/influencing skills/employee relations/presentation/negotiation experience
High level of emotional intelligence to best manage diverse workforce/maximize business relationships
Numeracy and commercial expertise.
Achievement of retail sales targets
Establish and maintain great relationship at store level to get support and maximize retail sales opportunities
BA management & coaching: recruit, lead, manage, drive, performance manage and develop multi-site sales team (directly or indirectly through Counter Manager where applicable).
In-store business intelligence – define and monitor KPIs
Education responsibilities: 
In-store coaching, driving behavioral changes to drive sales, sales techniques, service skills plus follow up of the Education Department content.
Accountability for setting and delivering training for generic staff