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
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.
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.
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.
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:
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
Attention to detail
Analytical and numerate
Persuading and influencing
Creative and innovative
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
Reports to - Regional TR Director
Direct Reports : Field Supervisor and Sales Coordinator
TR Marketing Mg
TR Training Mg
TR Finance Controller
Central TR Marketing
Third Party Suppliers