Moet-Hennessey Area Manager - South East Asia Travel Retail in Hong Kong

Area Manager - South East Asia Travel Retail

  • Company: LVMH Fragrance Brands France

  • Location: Hong Kong

  • Business group: Perfumes & Cosmetics

  • Contract type: Permanent Job

  • Function: Sales

  • Experience required: Minimum 5 years

  • Reference No.: LVMHFB00397

  • Date of publication: 2017.05.07



Within the TR Direction grow the business and operational results in specified accounts / TR area, respecting at all times the image of the brand, and by leading and developing strong retailer partnerships in Travel Retail.

Job Duties:

Account Management

Manage, monitor and enhance the P&L for each account in a dedicated TR Area by outlining

Retail and Net sales, DSO, Operating Profit, returns, staffing, marketing, capex budgets.

Implement the commercial policy on designated markets consistent with the global brand


Negotiate and Establish budget investment, trading terms, space, location and conditions to

ensure profitability per TR account to be validated with Regional TR Director.

Analyse sales forecasting, stock levels and returns to drive the objectives.

Prepare/co-ordinate Sales strategy documents for Retailers' strategy meetings.

Maintain budgetary control for all designated TR retailer investment plans.

Review the sell-in and sell-through of LVMH Fragrance Brands and all key journeys actions

with particular emphasis on TR sets, GWP, Cosmetics and priority A launches

Prepare and review with Regional TR Director retail and wholesale targets for all designated



Liaise with Regional TR Director to determine potential opportunities within the TR POS of the

dedicated area. Present and gain agreement for implementation.

Work with the finance department to ensure accounts achieve the company DSO targets.

Resource Management

Manage and develop Field Supervisor to grow Retail Sales in line with targets, ensure brand

image in POS and manage a team of Beauty Consultants.

To recruit to LVMH Fragrance Brands guidelines and budget headcounts, the correct BC's for

each POS within the TR area.

To ensure all BCs fully represent LVMH Fragrance Brands Standards and Brand Values in

terms of personal appearance, counter merchandising, customer service and product


Assist with the resolution of an HR issues such as performance management, lateness,

disciplinary etc, under the guidance of the HR Officer.

Assist with the recruitment of new Beauty Consultants ensuring that profiles are in line with

corporate strategy and the Brand values.

Conduct annual team appraisals.

Sales management

To work with TR Training Manager in identifying coaching and development needs for each


To Manage a sales coordinator for administrative follow up, build relationship with Retailers'

buying and logistics team as well as head office's ones.

Develop a good relationship with TR POS' Management

Sales & Marketing

Formulate (in conjunction with TR Marketing Manager), present and negotiate trade-marketing

program's for designated accounts for all brands.

Propose, adapt and carry out marketing plans and build specific events and promotions

Orders, quotas & payments follow up

Leftovers & forecasts management

Regular market visits (POS, retailer meetings, sales force meetings)


Criteria for performance evaluation:

Achievement of financial and business objectives

Development of relationships on key accounts

Dynamism and efficiency in the understanding and development of the brand and business in line

with brand vision and image

Key Leadership / Managerial skills:

Team player

Driven and ability to drive for results one's team and those around them without having

necessary direct management responsibility

Customer and relationship focused

Managing vision and purpose

Ability to be both proactive and reactive

Technical Skills

Attention to detail

Analytical and numerate

Persuading and influencing

Effective negotiation

Creative and innovative

Good communicator

Able to work under pressure



3 to 5 years relevant sales' experience ( FMCG or industry)

Experience in Account and P&L Management

Experience of Travel Retail market place is an asset but not compulsory

Experience within either a luxury, premium or cosmetic business

Personal affinity with brands and products

Cross functional experience an asset but not essential

Experience of producing trade marketing plans desirable


Additional information

Reports to - Regional TR Director

Direct Reports : Field Supervisor and Sales Coordinator

Internal relationships:

TR Marketing Mg

TR Training Mg

TR Finance Controller

Central TR Marketing


TR Direction

External relationships:

TR Operations


Third Party Suppliers