Reference Code:  8244

Wholesale Manager

Shanghai, 31, CN


Panerai is a high-end status sports watch brand that operates in a niche segment, fully exploiting its values of belonging that allow Panerai owners to feel part of an exclusive club.
The fundamental values of Panerai are based on history and the sea world, authenticity, exclusivity and rarity, product identity, Italian design and Swiss technology.

Reporting to: China MD

Location: Shanghai

The Wholesale Manager is in charge of the development and the performance of the brand under his/her responsibility, for China. He represents the brand towards the retailers. 

He is in charge of the achievement of sales target set by the management.


Main Responsibilities
-    Definition of the short middle term strategy for the territory under his/her responsibility, in accordance with the brand's strategic objectives
-    Setting up and implementation of this strategy and the realization of the objectives outlined in the regional annual business plan (qualitative and quantitative objectives)
-    Organization and management of structures working for the brand
-    Protection of the brand image and trade-marks


•    Realization of an annual local marketing plan, in total respect of brand strategy:
-    analyze specific market and brand positioning
-    establish sales objectives and sales margin
-    define and evaluate means to be put into place (brand direct costs)
-    define commercial policy 
-    define product line policy 
-    define communication policy
-    launch planning and associated strategies
-    define local price policy 
-    define supplies policy
-    define training policy
-    define Customer service policy.
•    Submit and obtain approval of his/her strategy, by China PANERAI Managing Director, then obtain brand validation.
•    Operational implementation of annual marketing plan.
•    Commercial follow-up, in respect of the brand’s specific rules:
-    manage the opening and closing of client accounts and outstanding credits, in coordination with China PANERAI Managing Director. 
-    administer price, margin and discount policies
-    maintain close control over distribution network to ensure that the brand is well represented and promoted
-    develop close relationship with the key players within the trade.
•    Stocks and supplies:
-    be responsible for stock levels and the realization of annual stock rotation objectives established by the brand
-    administer stock supplies for his/her territory and supervise monthly purchase orders of watches (end product).
•    Communication policy:
-    Definition of briefs (media plan, promotion, local PR), supervise realization and operational implementation
-    handle business contacts with the different external (and/or internal) agencies: advertising, PR etc.
-    take responsibility for and ensure efficient administration of the communication policy, in total respect of image constraints.
•    Represent the brand in the framework of press, PR and trade events.
•    Manage the team under his/her direct responsibility
-    hire his team’s members in coordination with China PANERAI Managing Director.
-    define annual objectives
-    propose a salary policy for his/her team, within a local Richemont policy 
-    assure follow-up and running of day to day business activities.
•    Ensure the proper implementation of PANERAI sales policy for all the watches in respect of the distribution strategy  (implementation of personalized Shop in Shop for PANERAI).
•    Ensure the achievement of commercial targets set by the management.
•    Set up follow up tools to allocate resources in terms of products (stock report, sell-out reports). 
•    Contribute to the overall quality improvement of the PANERAI presence and visibility in our distribution network. 
•    Advise and enforce pricing policies.
•    Responsible for advising sales budgeting and long term sales strategy.
•    Liaise with and further develop our relationship with local distributors.
•    Responsible for increasing Distribution “loyalty” to PANERAI products.
•    In charge of controlling overall network (location, new Point of Sales)
•    Responsible for the development of the network / Control quality of POS per agreed guidelines
•    To propose and advise on Counter Staff training programs and Counter Staff sales incentives


Key Performance Indicators
-    Local brand P/L after direct costs
-     Stock and accounts receivable
-  Attainment of annual qualitative brand objectives (image, awareness, quality of the distribution network and CASS)


Knowledge and Professional skills
-    Minimum BA degree and above 
-    Minimum 3 years’ experience in high-end product sales.
-    Ability to learn complex procedure and proactive in proposing innovations and improvement
-    Experience in handling wholesale operation 
-    Ability to travel up to 40% of time

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