Senior Sales and Education Executive

Retail Management

 Develop the door level productivity building blocks to support and achieve the door financial plan

• Develop the monthly door level latest estimate and present/align with the ASOM
• Lead monthly conversations/business review with the P&C department managers.
• Align 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
• Closely monitor competition activities (head count, pricing, promotions, new brand introductions, etc…)
• 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
  • Utilize PIP process to address performance issues supplemented by detailed development plan
  • Identify future talent from POS Demo and create a future pipeline of talent for the GG9 SEE role.
  • Manage Employee Relations issues with support of TR HR and Local Affiliate HR
  • Use HR tools for speedy performance management/records of conversations.
  • Motivate and Lead team through regular team communications/meetings/sales incentives

  Work with TR HR on sales compensation structures to ensure maximum motivation –v- ROI

  Business planning and leadership

  • Adapt commercial action plan to the specificities of the PAX and retailers in order to deliver expected RS targets
  • Identify opportunities and offer solutions to issues as they arise
  • Monitor/identify/call out consumer trends to help guide decision making
  • Support and partner with the ASOM in the trade marketing presentation to the retailers
  • Assists the ASOM in the visit of the major clients to ensure standards and objectives are achieved
  • Partner with the ASOM to develop and coach new SEEs to bring them full speed on all tools and processes required for the role
  • Manage the execution of 360 campaigns with the retailers
  • Provide post-mortem recaps for consumer facing 360 campaigns

      Analytics / Reporting

  • Profit and loss input for retail activation
  • Partner with Business Managers to develop proposed retail event P&Ls
  • Demonstrate competency with BI applications
  • Provide retail sales reports and ad-hoc analysis
  • Provide feedback on assortment per door to the ASOM. Makes suggestions to rationalize, if needed

         Education Split corp v branded

  • 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.
  • Expand on branded responsibilities
  • Identify knowledge gaps and work with REM to provide supplemental training where required.
  • Ensure utilization and completion of TRU as well as Branded eLearning modules
  • Conduct generic staff trainings

        Visual Merchandising

  • Maximize brand equity by ensuring correct merchandising and brand guidelines (including testers/collateral support material/language strips relevant to PAX mix, launch visuals) (
  • 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. Build and monitor travel budget.
  • Follow up on all necessary emails, business analysis, people management, internal stakeholders, retailer communications
  • Ensure regular communication with ASOM
  Assist REMs with maintenance of log and master data