Posted on 2021-10-14
Estee Lauder (Hong Kong) Limited

Area Sales and Operations Associate Director , Travel Retail China

Estee Lauder (Hong Kong) Limited

Job Duties:

  • To achieve retail targets and drive retail sales growth.
  • Maximize sales performance through timely forecasting and monitoring of retail sales
  • Manage, develop existing doors according to brand strategies as well as expand and recommend new business opportunities thru’ new door opening
  • Develop strong working relationship with retailer’s store/field staff
  • Working with team to ensure timely implementation of marketing programs and ensure correct product mix and assortment are available for each door

Manage a pool of strong sales personnel (office and field) who are well equipped to sell effectively and provide high touch branded consumer experience.

A - Retail Sales

  • To proactively manage and monitor retail sales vs forecasts to achieve desired sales targets.
  • Collaborate with SEEs to monitor retail sales vs. forecast to spot variations and trends, highlight to RBD and CAM, either to resolve sales gaps or act on potential sales opportunities.
  • Responsible for maintaining accurate and timely retail projections in the monthly Estimates submission.

B - Market Share/Competitive Activity

  • Stay abreast of your brand, consumer/retail trends, competitors and markets constantly.
  • Be the subject matter expert, you and SEE will provide insights about consumers and retailers on your brand(s), category, competitive activities, pricing, performance and market share ranking to the RBD and CAM/CAE.
  • Provides campaign learnings to sales & marketing team post-campaign implementation as well as competitive intelligence on competitors’ programmes.

C - Marketing Implementation

  • Co-lead with CAM on regular promotions and events planning to optimize brand presence, get access to available promotional space and run marketing activities with retailer to drive retail sales.
  • Plan and deploy marketing programs according to marketing strategy and sales objectives.
  • Collaborates with CAM and participate in retailer presentation to share newness and promotions/events plans.
  • Plan and update point of sales materials allocation to ensure availability of these non-saleable resources to drive sales.
  • Plan quarterly non-saleable allocation and update based on GTM presentations

D. Visual Merchandising & Brand Imagery

  • Collaborate with the Store Design Visual Merchandising team to plan and roll-out new launches and VM based on marketing calendar.
  • As the brand custodian; ensure that point-of-sales design and merchandising adhere to brand standards and guidelines.

E. Stock, Sales and Pricing

  • Collaborate with CAM on product assortments recommendations and stock levels (min/max at store level) based on sales performance and consumer trends
  • Suggest and provide accurate retail pricing in collaboration with CAM and RBD.

F. Space and Location (Retail Spaces & Opportunities)

  • To review and report all space & location opportunities for their cluster and other brands within the ELC portfolio to RBD. To identify and negotiate branded location opportunities.
  • Responsible for submitting PRFs for new store openings or store renovations and supporting the setup of the store to ensure that it meets brand guidelines.

G. Store visit, Managing & Supervising POS employees

  • Do regular store visits (no less than 60% of time) to major doors to ensure TR brand standards are kept, sales activities are carried out effectively, and sales objectives are being met.
  • Hire, motivate, manage the sales performance of the beauty advisors/counter staff through sales incentives and other programs.
  • Coordinate with the Education team and SEE to ensure that field staff is kept up to date on brand/product knowledge with constant improvement on service and selling techniques.

E. Communication and collaboration with stakeholders and field/retail teams

  • Establish and maintain collaborative working relationships supported by excellent communication and clear business goals with all parties to achieve win-win outcomes.
  • Build relationships and collaboration with the corporate sales team to gain up-to-date insights and knowledge on retailer business, strategy, trends and initiatives.
  • Build strong relationships with retailers and their stakeholders to strengthen influence and negotiation power to drive mutually beneficial results.
  • Be the voice of TR and TR brands within the retailer organization.

F. Manage and develop Sales and Education Executives

  • To develop and coach SEEs to meet the job specification via effective leadership and motivation.

Additional Job Specifications:

  • Bachelor degree holder
  • More than 8 years retail business experience (TR experience is preferred)
  • A minimum of 3 years of responsible leadership experiences in management or supervisory positions
  • Fluent verbal/written English communication ability and Mandarin
  • Broad/Strategic thinking
  • Strong organizational skills
  • Analytical, Meticulous, Good with numbers
  • Initiative, able to work independently
  • Good communication/Interpersonal skill to support of various stakeholders’ objectives
  • Strong multi-tasking skill
  • Good working knowledge of MS Office
More job information
Job Function
  • Tsimshatsui
Employment Term
  • Full-time
  • 8 years - 12 years
Career Level
  • Senior management level
  • Diploma or equivalent
  • Degree