Area Sales Manager – Middle East Partner Boutiques & Africa

MAIN PURPOSE

Reporting to the Commercial Partnership Manager, the Area Sales Manager will be responsible for leading the performance as well as seizing all relevant business opportunities across all channels (Retail, Specialist, E-Commerce) within the markets under his/her scope (i.e. Qatar, etc.). He/She will ensure the achievement of sales targets while being the guarantor of the brand image. In addition, he/she will actively contribute to design and drive a coherent long-term network strategy for the region, and will be responsible to coordinate between all departments’ activities (i.e. Marketing, Clients, Communication, VM, etc.).

KEY RESPONSIBILITIES

Strategy

• Under the supervision of the Commercial Partnership Manager, implement the markets’ strategy in line with the Maison’s direction, the brand image, the regional context and clients’ expectations.
• Define the network development strategy by leveraging relevant business opportunities across the different markets under his/her scope (Real Estate, Boutique projects).
• Contribute to the development of the high-end business and client experience in cooperation with the relevant departments.
• Act as a local expert by developing a deep understanding of the competitive landscape, surrounding community and important events, trends, etc.

Commercial Performance

• Ensure objectives and sales achievement in both boutiques and specialist networks.
• Analyze market KPI’s and identify priority actions to achieve targets and healthy business growth.
• Support the regional merchandising team by communicating the opportunities and needs of the Cartier brand in the different markets.
• Follow up with regional finance on partner’s payment status, targets and credit limits compliance.
• Monitor budgets linked to the commercial department activity: selling costs, T&E, Capex, etc.

Network Performance Management

• Establish strong relationships with local partners and boutique/POS staff and maintain brand direction and image for the Maison.
• Ensure that retail sales targets are achieved in line with the Maison’s and the market’s global strategy.
• Set markets sales targets after consultation of other local departments (Marketing, Communications, etc.)
• Ensure the monitoring and follow up of the Boutiques’ Commercial Action Plans.
• Manage watch specialists from researching performance metrics and ensuring market compliance.
• Lead the “retailization” of the watch POS network, notably through new POS concept roll-out, ambassador program development and relevant merchandising.
• Drive the “Boutique & Specialist Operations Excellence” through implementation of appropriate policies, procedures and tools and a strong compliance mindset.
• Ensure that the Maison’s standards in terms of client experience (Satisfaction Barometer and Mystery Shopping results) are respected and known throughout the network.

Network Development

• Explore new and sustainable business opportunities: permanent & ephemeral boutique, watch specialists, e-commerce, etc.
• Assess, define and present business plan for mature markets new business model.
• Support the Commercial Partnership Manager in the negotiation with all relevant stakeholders while onboarding all concerned departments (i.e. tax, legal, compliance, etc.).

Boutique Operations

• Assess, define, and implement all the needed retail operations to elevate the client experience in boutique.
• Boutique staff: define the correct organization taking into account the level of business and the market priorities.
• In cooperation with L&D regional Dept., coordinate the implementation of the relevant workshops and trainings.
• Communicate and implement with local Partners the relevant Maison procedures.

JOB PROFILE

Education:

• Master’s degree in Business Development, Management or related field.

Required experience:

• 5-7 years of functional experience in business development or strategic planning in luxury or other client-centric industries
• Experience working in international organizations and matrix set-ups
• Strong experience operating in the region

Language skills

• Excellent knowledge of English (written and spoken)
• Fluency in Arabic is a plus, not a must.

Personal skills

• Strong leadership skills in developing, sharing and activating strategic vision and action plan
• Strong stakeholder management and influencing skills
• Strategic and holistic thinking
• Balance of drive and courage to embrace opportunities as well as patience to manage pace and direction of the business
• Resilience to navigate market growth and ambiguities
• Convincing presentation, public speaking and communication skills
• Strong people management skills essential for development and counseling
• Client / Results oriented
• Focus and ‘hands-on’ spirit.