Travel Retail Sales Director APAC

The Travel Retail Sales Director APAC lead, develop, manage, and drive forward the Travel Retail Business and Operations, respecting continuously brand’s image, developing Brand’s expression specifically for this channel and achieving profit objectives.

Ensure the representation and the development of the brand in Travel Retail in APAC in terms of Market Share, Share of Voice, Turn Over and Profit.

Develop the business in the market through the management of partner relationships and animation of the Travel Retail teams.

Within the Beauty Travel Retail organization, your mission consists of:

• Increasing the Brand’s performance (sell-in & sell out turnovers, market shares),
• Developing the Brand’s image and protecting Brand’s equity,
• Optimizing the Brand’s profitability of the operators you are in charge, in the respect of commercial & marketing strategy defined at Maison level.

Retail Sales Development:

• Explore/evaluate/negotiate projects (including terms and conditions) to ensure brand’s share of space
• Manage Retailer P&L in line with brand’s objectives and without loading the trade
• Control market investments in line with budgets priorly built, proposed and validated
• Build a long-term partnership with retailers
• Develop and manage sales performance by account to reach the target
• Compile monthly sales reports to regional management
• Communicate competition’s activity to regional management
• Constantly look for business opportunities on clients (new location, assortment, animations, trade plan …)

Organization/Team Management:

• Oversee the appointment, management, and coaching of key functional and operational executives in their achievement of business objectives. Ensuring that relevant executives are fully briefed on present strategies and goals, and regularly updated on product development and knowledge
• Develop and direct the Area Travel Retail team to uphold and deliver plans that reflect brand’s position and fulfills strategic & financial objectives
• Review and assess brand’s organization/structure, identify and leverage any productivity improvements
• Run yearly performance reviews
• Suggest teams’ compensation during ICR process

Brand Image, Marketing & Merchandising:

• Enhance Guerlain Brand Image and constantly protect brand’s equity in the designated markets
• Negotiation visible, productive whilst profitable yearly trade plan
• Ensure Implementation of Marketing Guidelines (assortments, novelties introduction),
• Organize communication of all brand’s Marketing and animation plans to retailers’ operations and sales staff,
• Ensure Merchandising Execution and Excellence

Business Development:

• Build strong relationship with Retailers and airport authorities in the market to promote and develop Guerlain portfolio
• Conduct negotiation for space, location, terms and conditions
• Explore and develop new business opportunities in terms of digital and new business channels
• Gather all market intelligence to be consolidated at regional level
• Ensure the development and implementation of effective business plans, and the setting of relevant targets
• Participate in 3-year business plans that are in alignment with the company’s strategic and financial objectives

The Travel Retail Sales Director APAC assumes other responsibilities as assigned by its hierarchy.

Requirements

• At least 10 years of relevant experience with at least 5 years in Travel Retail
• Relatable industry experience is required, Luxury and Beauty are strongly preferred
• Business oriented, Customer and Sales focus
• A result-driven achiever with ambition, motivation, autonomy, and dynamism
• Leadership, entrepreneurship, and strategic vision
• Strong negotiation skills
• Strong leadership in managing people/teams and in building effective teams
• Excellent organizational skills
• Experience working in a large, matrixed, global organization strongly preferred
• Proficiency in Mandarin, Korean, and/or Japanese would be an advantage for liaising with key regional retail partners and airport authorities across APAC.
• Exceptional interpersonal skills – objective and independent, diplomatic, assertive, gravitas
• Open to travel on a regular basis