Moet-Hennessey Area Manager Travel Retail, Greater China (China & Taiwan) in Hong Kong

Area Manager Travel Retail, Greater China (China & Taiwan)

  • Company: LVMH Fragrance Brands Hong Kong

  • Location: Hong Kong

  • Business group: Perfumes & Cosmetics

  • Contract type: Permanent Job

  • Function: Retail

  • Experience required: Minimum 2 years

  • Reference No.: LVMHFB00570

  • Date of publication: 2018.03.26


Main Job Objective

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.

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 strategy.

  • 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 accounts

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 knowledge.

  • 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 team.

  • 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)

  • 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

  • Graduate

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

  • Articulate

    Additional information

Position Within the Organisation:

  • Reports to - Regional TR Director

  • Direct Reports - Field Supervisor and Sales Coordinator


  • TR Marketing Mg

  • TR Training Mg

  • TR Finance Controller

  • Central TR Marketing

  • Logistics

  • TR Direction


  • TR operators, Airlines

  • Third Party Suppliers