[Panerai] Commercial Manager (or Director)

JOB TITLE                        Commercial Manager or Director

REPORTING TO               Managing Director, Panerai KOREA

LOCATION                     Seoul, KOREA

Founded in 1860 in Florence as a workshop, shop and subsequently school of watch-making, Panerai is renowned for producing high-precision instruments for the Italian Navy with a pulse on innovation and function. Protected by military secrets, these creations were only launched in the International market when the brand was acquired by Richemont Group in 1997.

Today, the Maison advances through cutting-edge research, sustainability, and empowering modern heroes with a team that passionately brings value to Panerai's distinctive mix of Italian spirit and Swiss watchmaking excellence.

SUMMARY

Your mission is to manage and animate the whole distribution network of Panerai Korea focusing on driving growth, productivity, performance, optimization and excellence.

You will lead and elevate a team of boutique Managers and office Colleagues, by providing them with a structured framework to achieve excellence in day-to-day operations, to reach their key performance indicators, while ensuring the full respect of brand/group standards.

For our network of partners (domestic and travel retail), you will visit them on a very regular basis and you will be their direct point of contact for all commercial discussions/decisions while your office team will support you for the operational aspects. You will be responsible for their sell-in/sell-out performances, assortment, amongst others key performance indicators.

CRM and Training will also be part of your scope. For this last activity, you will be acting as a trainer several times a year.

You will act as an Ambassador of the Maison at all the time, ensuring the promotion of our Maison with End Clients and Retailers.

Your energy, your will to challenge the existing, your attention to details, your relationship, your organizational skills, your coaching capabilities and your creative force will be instrumental in your success.

MAIN RESPONSABILITIES

Network & commercial Strategy

• Actively contribute to the definition of the commercial priorities
• Suggest network development to leverage relevant business opportunities
• Act as a local expert by developing a deep understanding of the market: trends, best practices, initiatives, events from competition

Commercial Performance

• Set/achieve ambitious yet realistic key performances indicators (annual sales target, monthly phasing, average price, presentation rate, conversation rate, unit per transaction, assortment, stock, RDV, data collection and sharing, etc) by network, by point of sales and monitor progress on a monthly basis
• Support internal boutiques and retailers to realize their full sell-out potential: annual action plan, merchandising, allocations, training, events, incentives, target bonus, etc
• Suggest and contribute to the development of advanced monitoring tools
• Review on a regular basis the efficiency of the internal boutique commission scheme and enhance whenever necessary

Client Development

• Infuse client-centric mindset to improve client experience, loyalty & recruitment
• Ensure Panerai’s standards in terms of client experience (Mystery shopping results)
• Supervise the CRM activity and ensure proficiency and adhesion of all retail staff
• Start enlarging CRM activities to retailers
• Be, with your team, a creative force in terms of visibility, traffic, mall collaboration, partnerships, events to nourish and actively collaborate with Marcom department
• Provide commercial performance insights to identify the relevant opportunities in terms of clientele and products

Operation

• Supervise and optimize all operations: from product allocation/inbound to boutique operations
• Monitor stock level and suggest rebalancing solutions if needed
• Ensure Group and Maison guidelines (Compliance, Financial guidelines, Security, Data storage, etc) are well understood and fully respected at all the time
• In collaboration with local finance, plan and control internal boutique S&D cost
• Monitor internal boutique transactions and monthly reconciliation
• Control and minimize operational risks

Client Relationship Centre

• Collaborate with CRC team to ensure the best possible promotion of our Maison and products by their Ambassadors (on site visit, training, regular emails with all relevant information (products, pricing, launch calendar, service offered, events, etc))
• Monitor their activity & results, and suggest enhancement to ensure performance and seamless client journey across omnichannel network

Customer Service

• Ensure the best possible experience for clients in line with brand standards.
• Closely collaborate with CS local platform and Panerai HQ CS team
• Reach/exceed CS commercial performance indicators
• Leverage CS as a traffic driver, as an opportunity for sales development

Training:

• Thanks to all assets provided by HQ, organize and conduct regular training sessions for own staff, for retailer’s staff, as well as for CRC Ambassadors

• In case of specific needs, discuss with HQ, define specific needs per network, per staff and find training opportunities using internal or external resources if needed

Leadership & Team Management/Development

• Lead and develop team members, providing daily/weekly coaching with close follow-up on projects & objectives
• Lead all topics requiring local HR involvement (Recruitment, boutique organization, etc)
• Identify, develop and retain talents
• Enforce digital transformation to optimize overall operations and maximize every team member added value for the organization

• Foster teamwork & creative force culture

DIMENSION

Scope: Commercial strategy & performances, network development, operations maximization, training and customer service

Geographical area: KOREA

• Official languages: Korean & English
• Number of Office Team Members : 3 (2 Permanent and 1 Intern)
• Number of Internal boutiques: 6
• Number of Travel Retail point of sales: 5
• Number of Domestic point of sales: 6

Team: 8 Direct reports  

• 2 Office team members  
• 6 Retail boutique managers

JOB PROFILE 

QUALIFICATIONS & EXPERIENCE

• 5+ years leadership experience among 10+ years of experience in total
• Track record of commercial achievements in a retail environment
• Fluent in Korean and English
• Acting and perceived as a driver: Highly energetic, hands-on, motivating and inspiring
• Animated by performances and successes
• Advanced analytical & commercial instinct: sees and creates opportunities
• Strong sense of responsibility, self-motivated, problem solver
• Excellent interpersonal, collaboration and communication skills with a strong team spirit