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Founded in 1906 as a manufacturer of writing instruments, MONTBLANC today creates exclusive products including watches, jewelry, writing instruments and leather goods which reflect our high demands with respect to culture, quality, design, tradition and craftsmanship. With more than 25 subsidiaries and 600 boutiques MONTBLANC is present all over the world.
MAIN PURPOSE
This position is in charge of all commercial sales activities of China market in both Retail and Wholesale channels. The role is key to develop sales strategies and action plans to maximize the brand’s market share as well as strengthen the brand positioning in its commercial network. By leading a commercial team, the commercial director will implement a clear commercial strategy that enables the realization of the sales objectives outlined in the annual business plan and in line with the direction set by the CEO China.
The ideal candidate must be a strong data analyst, creative strategist with excellent organizational & communication skills. He/She will lead and support the roll out of all transversal projects and will be the main point of contact for all commercial projects within the region and HQ.
KEY RESPONSIBILITIES
Reporting to the CEO China and being a member of local Executive Committee, the Commercial Director is tasked with translating the global commercial brand strategy to meet the specific market opportunities across both WHS and RT networks. Specifically, this person leads the commercial team to drive sales, with relevant strategies and a performance-driven culture.
In addition, the Commercial Director ensures the integration of all commercial needs with the collaboration of the different departments, such as marketing, operations, CRM, store planning, etc.
As an ambassador, he/she is responsible for maintaining and championing the core values of the Maison while attracting, developing and inspiring a team of top talents. The Commercial Director partners closely with all stakeholders and teams across all networks.
- Commercial Strategies and Policy:
- Drive the brands monthly/quarterly and yearly budget in line with yearly growth strategy and channel long term objectives.
- Support and implement the short & middle term commercial strategy and category development, in accordance with the brand's strategic objectives
- Review & monitor pricing strategies with merchandising & CEO China.
- Organize and manage commercial structures that enable to reach the brands growth strategy and elevation objectives.
- Ensure commercial terms are implemented, reviewed with CEO and in line with brand growth strategy.
- Understand the development and potential of the High-End business as true branding tool, support and synergize with High Artistry teams, for the development, upgrade and recruitment of internal clientelling objectives.
- Network Strategies & Budget Control
- Explore all new sales opportunities in potential cities in China, either in line with commercial roadmap or for stronger visibility & faster growth.
- Monitor competitor intelligence, take proactive measures anticipate brand’s position and visibility on market with existing and new projects.
- Ensure adequate decision making to support channel mix transformation whilst balancing budget achievements.
- Ensure all commercial and brand LE exercises are well supported with adequate information and planning with internal teams.
- Operations & Compliance
- Establish key commercial policies to be implemented by the commercial team
- Maintain close control over distribution network to ensure that the brand is well represented and promoted in a qualitative manner.
- Ensure boutique operation guidelines are followed in line with MTB retail team and practices and Richemont general compliance guidelines.
- Manage training department to provide excellent trainings to both internal and external staffs to establish best in class service Supervise and sponsor compliance program
- Establish compliance operational strategies
- Adapt to legal landscape changes by understanding current and proposed legislation and enforcing regulations
- Sales Management
- Administer sales and manage overall turnover & profit
- Ensure that all internal reporting and estimates are updated to CEO, with a solution oriented mindset and gap bridging when applicable.
- Provide sales estimate for new product launches, merchandising.
- Ensure given SOSI ratio and market inventory are achieved.
- Customer Relationship
- Build and maintain strong relationship with major dealers and landlords
- Develop new customer database through joint-event/joint-promotion with dealers and landlords
- Monitor the handling of national level outstanding after sales service cases
- Leadership & Team management
- Lead, monitor, motivate and coach the line managers to ensure the sales target and sales mix objectives are achieved.
- Monitor and adapt succession planning for continuity.
QUALIFICATION:
- In-depth knowledge of product and fashion retail.
- Strong commercial experience of at least 7-8 years with multi-channel network expertise.
- Strong communications, data analysis & presentation skills.
- Existing successful experience in stakeholder management.
- Solution oriented mindset, with strong management by example and a “hands on” mentality.
- Fluent in Chinese & English. French is a plus but not mandatory.
COMPETENCY REQUIRED:
- Entrepreneurial Spirit
- Passion & Drive
- Customer focus
- Strong leadership skills
