Reference Code:  97231

Commercial Manager (Macau, Hainan & Worldwide Travel Retail)

Hong Kong, HK, HK


Our strength lies not in our similarities but in revealing the exceptional diversity of our cultures and colleagues. We leverage the advantage of being a global company with an international workforce. We employ the best experts who we trust to make informed decisions, who dare to implement their ideas and who take ownership of their actions. No matter where you are from, what you believe in, what age you are, who you love, or if you are disabled: In the end, together we always make it happen!


The Commercial Manager builds and drives IWC’s physical business in the assigned region. The role takes ownership of all touch points and owns IWC’s sales presence and all related projects across retail, wholesale and travel retail. Driving retailization as the main brand objective and do whatever is needed to drive sell out business.





  • Be the owner and manage all related aspects for the assigned market
  • Develop and implement business plan to achieve annual sales targets (sell-in and sell-out)
  • Monitor the competitive landscape, market trends and the broader economy to identify opportunities and threats and solutions  
  • Facilitate the process of WS Retailization according to HQ’s direction



  • Develop action plans per POS and implement to ensure all POS are on track
  • Develop strong and efficient relationships with stakeholders at all levels – retailer owner, general managers, store managers, retail staff, end customer to drive sell out in all doors
  • Regularly visit points of sale to keep and provide support and service as needed
  • Implement impactful incentive programs to drive sell out
  • Implement policies of IWC and ensure that all activities are compliant with local regulations and corporate standards.
  • Track and analyze business performance (sales by door, turnover, market share) and adjust sales actions accordingly
  • Collect market intel and knowledge about competitive brands to support business plans



  • Implement IWC Co-Pilot in line with HQ’s training strategies
  • Convey the passion for IWC to turn all sales associates into passionate brand ambassadors
  • Driver of mindset change with all stakeholders to align with business needs
  • Regularly deliver in-store trainings to enhance brand and product knowledge



  • Prepare wish list and monthly order based on the sellout trend
  • Regular boutique stock update, handle stock request and annual stock take for all channel
  • Manage stock logistics for adhoc request, like APAC transfer or stock return to HQ
  • Define the model stock based on store trends, customer base, commercial objectives and brand strategy
  • Implement the automatic replenishment process with each POS
  • Regularly assess stock situation at POS to ensure that inventory requirements are met
  • Propose solutions to address identified risks and issues (aging inventory, slow movers, overstock)








  • Good watch market knowledge with agile mindset
  • Willingness to take on ownership and drive topics
  • High flexibility, self-awareness and agile working attitude
  • High level of self-organization, sense of detail and structured working style
  • Pro-active, “can-do” attitude, creativity driving out-of-the-box solutions
  • Ability to work and grow in a complex and dynamic environment
  • Team player to co-ordinate across stakeholders
  • Sense of luxury and digital savviness
  • Good interpersonal skills; effective and persuasive
  • Eloquent and fluent in English (spoken and written), Cantonese (spoken), Mandarin (spoken)
  • Strong communication skills and negotiation skills
  • Strong analytical skills, detail-oriented, good planning and organizing skills with ability to cope with changes
  • IT savvy (including Word, Power Point, SAP), with particularly strong Excel skills



  • University degree with minimum 10 years of working experience
  • International background and experience in international companies
  • Relevant experience in retail, wholesale or travel retail preferably gained from high-end luxury industry preferably watches