Reference Code:  66727

Head of Commercial

São Paulo, SP, BR


The story of Cartier is founded on audacity and passion. For more than 170 years we have embraced a bold, pioneering spirit that continues to inspire our teams across all Métiers from our boutiques to our workshops and corporate offices. Our 8,500+ colleagues of 90 nationalities are united by a shared independent spirit and commitment to excellence, striving to continuously enrich our Maison’s heritage by pushing the boundaries of creativity. 


We Are Hiring a Head of Commercial!


The Head of Commercial will report to the Managing Director and is tasked with translating the global and regional brand strategy to meet the specific opportunities across the market. Specifically, this person leads the local commercial team to drive sales and to implement clienteling strategies to engage its diverse clients. 


He/she will create a superior and consistent experience for the Cartier client across this dispersed market.


The Head of Commercial also faces opportunity to build on the brand's local and regional initiatives (Retail, Specialist Retail and E-commerce).


He/she is responsible for maintaining and championing the core values of the Maison while attracting, developing and inspiring a team of top talents.




1. Strategy

  • In collaboration with the MD, they will build the commercial part of the market's strategic and 3-year plans.
  • Lead the Network Development strategy to leverage relevant business opportunities across Brazil:
    • Provide info and insights from the market on Real Estate developments, competition and industry trends.
    • Identification, assessment and follow up of network projects (boutique openings, closings, renovations).
    • Co-lead the boutique briefs to define a relevant singularity to each boutique taking into account its specific environment, its clientele and the overall network consistency.
  • Contribute to the branding plan by developing ideas for fresh communications and public relations programs to elevate the brand perception amongst existing and new potential clients, while creating a consistent brand message across channels.
  • Act as a local expert by developing a deep understanding of the competitive landscape, surrounding community and important events, trends, etc.


2. Leadership, talent management and development

  • Attract, develop and retain a high-performing team.
  • Constantly share the vision, strategy and values of the Maison and engage and motivate all teams around them.
  • Foster teamwork and a creative culture.
  • Actively participate in succession planning for all commercial teams.
  • Ensures the implementation and respect of al group, Maison and boutique policies, procedures and guidelines.


3. Client Strategy & development

  • Contribute to the overall Client strategy by providing, client intelligence, behavior insights and identify the relevant client communities.
  • Infuse a client-centric mindset amongst all the commercial teams with the priority objective of improving client satisfaction, loyalty and recruitment.
  • In coordination with the Client Department, ensure development of relevant boutique clienteling initiatives, CRM capabilities and implementation of client portfolio management across all the network.
  • Ensure that the Maison's standards in terms of client experience (Satisfaction Barometer and Mystery Shopping results) are respected and known throughout the network.
  • Lead initiatives to permanently elevate and enrich the client journey in a relevant way for the Brazilian market. 
  • Represent and act as an Ambassador of the Maison and the market during inter-national and local events and with VIP clients.


4. Commercial Performance

  • Set realistic and ambitious sales targets across the networks.
  • Analyze the market's KPI's and identify priority actions to achieve targets and business growth.
  • Monitor the network's P&L.
  • Support the regional supply chain team by communicating the opportunities and needs of the Cartier brand in the market.


5. High end development

  • In cooperation with the Regional Prestige Team, lead the development of the high-end business across all networks.
  • Ensure the definition and implementation of the local high-end strategy integrating Prestige community development, relevant high-end stock representation, VIP client development and branding initiatives in cooperation with Marketing & Communication teams.


6. External Retail Partnerships

  • Lead the retailization of the Watch POS network, notably through new POS concept roll-out, ambassador program development & relevant merchandising.
  • Enhance retail Partnerships through key account management and selective roll-out of Mirror Project.


7. E-commerce/E-partnership

  • Co-build a stratgey to develop e-commerce sales in cooperation with Digital Communication & Client teams.
  • Ensure a seamless Omni-channel approach leveraging Cartier digital & e-commerce environment.
  • Contribut to identify opprortunities with Richemeon teams, Cartier Central teams & local communication teams to further enhance e-commerce client experience, notably through delivery lead time reductions & optimization of digital media investment.



8. Operations Excellence

  • Guarantee the highest standards of commercial operations (Client service, network Maintenance, etc) to achieve the business targets and satisfy clients' expectations.
  • Ensure the correct implementation of the Central policies and procedures and their adaptation to local laws and correct usage in all boutiques.
  • When required, approve specific requests related to policies and procedures (discounts, consignments, gifts, CS, etc).
  • Support the implementation of dedicated tools to drive Retail Operations and drive boutique productivity (retail metrics tools, dashboards, etc).


9. Team Management

  • Ensure the teams are performing as expected.
  • Work on proper projects allocation.
  • Performance appraisal, training needs for your team, career development, etc.
  • Lead and develop team members, providing training and daily coaching. 
  • Animate your teams daily and follow up closely on projects and objectives.
  • Create learning environment and continuous improvement mindset. Ensure strong connections between the team and the field.
  • Position the department as an omni-channel entity, pivot in the organization.
  • Provide visibility on current product availability, both to commercial/marketing teams and local ExCo.
  • Enforce digital transformation to optimize overall operations and maximize every team member's added value for the organization


The preceding Key Responsibilities statements are intended to describe the general nature and level of work performed by the people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties and skills required of personnel assigned to this position.



Qualifications & Experience


Cartier Maison Affinity

  • Personal passion for the Cartier Maison, story, products and clients.
  • Deep Luxury affinity; product sensibility, refinement.
  • Bring the Crtier Maison to life through in-store and service experience and teams


Commercial Management

  • Functional depth in retail strategy and operations of meaningful scale.
  • Core expertise in driving sales and creating a compelling in-store experience for the Luxury consumer; as well as leading and developing others across a multi-store network.
  • Understand clienteling evolution, client experience/service (inclusive of Omni approach), talent development, and differentiated store experience.
  • Performance Management
    • Track record of delivering results in a Retail environment.
    • A top and bottom line focus.
    • Sets and achieves KPI's.


Customer Experience Innovator

  • Deeply understands and prioritizes the Cartier client (current and target).
  • Serves as the emblem for a superior Cartier client experience.
  • Creates and introduces innovative new services, merchandising strategies and selling programs to reflect the brand and engage the customer in distinctive and compelling ways.


Leader & Organizational Developer

  • Attracts, develops and aligns the team
  • Contributes to the overarching strategt of Cartier as a key member of the management team.


Global Mindset & curiosity

  • Experience working in international and global environments
  • French language and affinity to its culture is a plus.



  • Strategic thinking
  • Open to other's expertise/suggestions yet can take ownership and make decisions; appreciates the importance of gaining buy-in and driving alignment.
  • Strong commercial instincts; sees and creates opportunity.
  • A driver; highly energetic; motivating and inspiring across all levels.
  • Personal affinity for Luxury brands/high taste level; comfort with the Luxury client.
  • Executive presence of luxury aesthetic and high taste level; image reflecting the Cartier Maison.
  • A globalist; sensitive to working in an international culture.
  • Performance oriented; results focused.
  • Organizational savvy
  • Curiosity; drive to understand first; improve and build on what exists.
  • An educator; facilitates others in the development of skills and strategies.
  • Brillian communicator at all levels; creates transparency across the organization.
  • Sterling values and absolute integrity.
  • High empathy; a "people person'; open' flexible and solutions-focused.

Learn more about life at Cartier


Richemont owns several of the world's leading companies in the field of luxury goods, with particular strengths in

jewellery, watches and writing instruments. Cartier joined the Group in 1988.

Learn more about the Group Richemont