Tìm thấy 0 việc làm đang tuyển dụng
Commercial Manager (Head of Commercial)
Thông tin cơ bản
Mức lương:
3500 - 5000 USD
Chức vụ:
Giám Đốc và Cấp Cao Hơn
Ngày đăng tuyển:
22/03/2024
Hạn nộp hồ sơ:
21/04/2024
Hình thức:
Toàn thời gian
Kinh nghiệm:
Không yêu cầu
Số lượng:
1
Giới tính:
Không yêu cầu
Nghề nghiệp
Ngành
Địa điểm làm việc
- Royal Tower, 235 Đường Nguyễn Văn Cừ, Nguyễn Cư Trinh, Quận 1, Thành phố Hồ Chí Minh, Việt Nam
Các Phúc Lợi Dành Cho Bạn
Fiscal bonus, equity opportunities
Corporate insurance
21 days/year
Mô Tả Công Việc
POSITION SUMMARY
The Commercial Manager provides overall leadership for the Commercial function within the Affiliate through establishing the Commercial team to be an extension of the Brands and a trusted, corporate business partner. This role is responsible for driving enterprise-wide collaboration and upholding an ELC Corporate view whist protecting individual brand position and objectives. Responsible and accountable for retail and net sales planning, delivery, and reporting, working in partnership with Brand General Managers (BGMs), Online Lead and the Enterprise Marketing & Data Lead to achieve strategic goals.
The Commercial Manager is responsible for:
• Cultivating retailer relationships and driving joint business planning (JBP) for all retail partner channels
• Ensuring field and store operations excellence in execution and policy & procedures compliance
• Delivering the retail target setting, monitoring, and performance, as aligned with BGM, Online Lead and Enterprise Marketing & Data Lead
In addition, the Commercial Manager is also:
• The interface between ELC and relevant Planning/ Buying teams within B&M retailers. They effectively manage, align and drive opportunities for financial targets and communications across the full ELC brand portfolio
• Works closely with BGMs and Enterprise Marketing & Data for the achievement of net sales plans. Also works closely with Retailers to expand the ELC portfolio and presence with the retailer and build year on year sales growth through targeted propositions and deepening of relationships with key retailers.
• Responsible and accountable for net sales planning, reporting on retail sales, operational progress and communication.
• Drives cross-brand collaboration and upholds ELC Corporate view across the Retailer group
KEY ROLES & RESPONSIBILITIES
• Leads the Affiliate total sales B&M channel strategy, working in partnership with Brands, Online and Enterprise Marketing & Data to developing strategies in line with overall brand strategy and long term, sustainable, profitable growth
• Collaborates with Brand, Enterprise Marketing & Data and Online Lead to set annual commercial strategies and targets to deliver on strategic objectives and lead the commercial team to deliver on the KPIs – e.g. retail and net sales, Returns % to NS, Demo % to NS, Discounts/Bonification, CRM KPIs
• Leads monthly Sales LE reviews, consensus meetings and IBP meetings in consultation with Finance, Brand and Online Leads
• Builds collaborative, trusted relationships with retail partners to ensure ELC is the business partner of choice, ensuring early identification of major business opportunities.
• Leads the bi-annual / quarterly JBP meetings with Retailers, in close partnership with Brand, Online, Enterprise Marketing & Data Lead
• Stays abreast of market landscape, commercial trends, and competition to identify distribution and commercial opportunities.
• Partners with Enterprise Marketing & Data to provide strategic overview of retail trends, behaviors, sales performance, launches, GTM execution.
• Guides, develops, and coaches the Commercial team to manage field operations, deliver monthly sell-through targets and continuously improve sales force productivity.
• Guides, develops, and coaches Sale Personnel to:
− Build retailer relationships to ensure ELC is top-of-mind in stock maintenance and for all partnership opportunities.
− Work with brand teams to build and implement JBPs
− Collaborate and negotiate with retailers to achieve monthly and quarterly retail and wholesale targets
− Manage returns and discounts within budget, aligning with Finance & BGMs
− Coordinate ELC responses to retailer ad-hoc requests, e.g. promotional programs
• Guides, develops, and coaches Commercial Planning Personnel to:
− Partner with Retail Operations Manager and Online COE to provide the omni-channel sales planning analysis and reporting, including Net Shipment summaries, retail and net sales run rates.
− Track and communicate trade and promotional activity planning to Demand Planning/ Customer Service/ Brand Marketing to ensure Retail driver planning and anniversary planning.
− Analyze data for trends, risks & opportunities, reporting and presentations.
• Drives collaboration amongst Brand teams, Commercial team, Enterprise Marketing & Data team and Online team to ensure alignment, including leading period Commercial forums for sharing and leveraging of best practices.
• Drives continuous improvement of commercial processes, pushing to be best in class.
• Ensures policies and procedures compliance across all aspects of Commercial operations
• Plans and controls the Commercial department Opex budget
• Negotiates with retailers for store opening & renovation, guaranteeing the best space and location for ELC representation
• Works with the Regional Design Centre to ensure new counters and stores are on time, on budget, and focus on sustainability
• Manages Company Cosmetic / Corporate stores, driving profitable retail sales and, working with DPIM & Customer service proactively to achieve excess targets and reduce stockholding
Key Account Management
• Achievement of financial goals – delivering net budgets whilst driving profitability, working collaboratively with customers/retailers and internal stakeholders
• Develops and executes strategic plans to deliver wholesale targets, keeping net shipment plans updated based on trade and promotional activity
• Ensures all financial trackers are updated within agreed timelines – wholesale, retail, discount rebates, returns
• Overall responsibility for retailer collaboration with WSSI / MSSI and OTB cascading to relevant brand teams
• Has full understanding on the store operations and activities of each retailer and works in conjunction with the field-based store team to deliver dynamic wholesale and retail results
• Builds collaborative relationships with retail partners and Brand teams, working together to build and implement strong plans, with the ability to quickly identify relevant sales opportunities in order to achieve targets
• Participates proactively in promotional and NPD launch planning processes, working collaboratively with Brand Marketing and Demand Planning teams
• Partners with Brand and Enterprise Marketing & Data team to Identify any future growth / current launch plan opportunities
• Continually analyzes wholesale and retail data to identify strengths and weaknesses and spot trends. Interprets and analyzes data to develop a contingency plan for business-critical issues and re-prioritize in line with the changing needs of the business, in agreement with Brand General Manager
• Holds regular store visits with Sales team to understand the commercial and retail environment and seek feedback on challenges and successes, to build into future planning and develop new best practices
• Effectively communicates with field team to brief on retailer strategy and opportunities to maximize wholesale and retail sales
The Commercial Manager provides overall leadership for the Commercial function within the Affiliate through establishing the Commercial team to be an extension of the Brands and a trusted, corporate business partner. This role is responsible for driving enterprise-wide collaboration and upholding an ELC Corporate view whist protecting individual brand position and objectives. Responsible and accountable for retail and net sales planning, delivery, and reporting, working in partnership with Brand General Managers (BGMs), Online Lead and the Enterprise Marketing & Data Lead to achieve strategic goals.
The Commercial Manager is responsible for:
• Cultivating retailer relationships and driving joint business planning (JBP) for all retail partner channels
• Ensuring field and store operations excellence in execution and policy & procedures compliance
• Delivering the retail target setting, monitoring, and performance, as aligned with BGM, Online Lead and Enterprise Marketing & Data Lead
In addition, the Commercial Manager is also:
• The interface between ELC and relevant Planning/ Buying teams within B&M retailers. They effectively manage, align and drive opportunities for financial targets and communications across the full ELC brand portfolio
• Works closely with BGMs and Enterprise Marketing & Data for the achievement of net sales plans. Also works closely with Retailers to expand the ELC portfolio and presence with the retailer and build year on year sales growth through targeted propositions and deepening of relationships with key retailers.
• Responsible and accountable for net sales planning, reporting on retail sales, operational progress and communication.
• Drives cross-brand collaboration and upholds ELC Corporate view across the Retailer group
KEY ROLES & RESPONSIBILITIES
• Leads the Affiliate total sales B&M channel strategy, working in partnership with Brands, Online and Enterprise Marketing & Data to developing strategies in line with overall brand strategy and long term, sustainable, profitable growth
• Collaborates with Brand, Enterprise Marketing & Data and Online Lead to set annual commercial strategies and targets to deliver on strategic objectives and lead the commercial team to deliver on the KPIs – e.g. retail and net sales, Returns % to NS, Demo % to NS, Discounts/Bonification, CRM KPIs
• Leads monthly Sales LE reviews, consensus meetings and IBP meetings in consultation with Finance, Brand and Online Leads
• Builds collaborative, trusted relationships with retail partners to ensure ELC is the business partner of choice, ensuring early identification of major business opportunities.
• Leads the bi-annual / quarterly JBP meetings with Retailers, in close partnership with Brand, Online, Enterprise Marketing & Data Lead
• Stays abreast of market landscape, commercial trends, and competition to identify distribution and commercial opportunities.
• Partners with Enterprise Marketing & Data to provide strategic overview of retail trends, behaviors, sales performance, launches, GTM execution.
• Guides, develops, and coaches the Commercial team to manage field operations, deliver monthly sell-through targets and continuously improve sales force productivity.
• Guides, develops, and coaches Sale Personnel to:
− Build retailer relationships to ensure ELC is top-of-mind in stock maintenance and for all partnership opportunities.
− Work with brand teams to build and implement JBPs
− Collaborate and negotiate with retailers to achieve monthly and quarterly retail and wholesale targets
− Manage returns and discounts within budget, aligning with Finance & BGMs
− Coordinate ELC responses to retailer ad-hoc requests, e.g. promotional programs
• Guides, develops, and coaches Commercial Planning Personnel to:
− Partner with Retail Operations Manager and Online COE to provide the omni-channel sales planning analysis and reporting, including Net Shipment summaries, retail and net sales run rates.
− Track and communicate trade and promotional activity planning to Demand Planning/ Customer Service/ Brand Marketing to ensure Retail driver planning and anniversary planning.
− Analyze data for trends, risks & opportunities, reporting and presentations.
• Drives collaboration amongst Brand teams, Commercial team, Enterprise Marketing & Data team and Online team to ensure alignment, including leading period Commercial forums for sharing and leveraging of best practices.
• Drives continuous improvement of commercial processes, pushing to be best in class.
• Ensures policies and procedures compliance across all aspects of Commercial operations
• Plans and controls the Commercial department Opex budget
• Negotiates with retailers for store opening & renovation, guaranteeing the best space and location for ELC representation
• Works with the Regional Design Centre to ensure new counters and stores are on time, on budget, and focus on sustainability
• Manages Company Cosmetic / Corporate stores, driving profitable retail sales and, working with DPIM & Customer service proactively to achieve excess targets and reduce stockholding
Key Account Management
• Achievement of financial goals – delivering net budgets whilst driving profitability, working collaboratively with customers/retailers and internal stakeholders
• Develops and executes strategic plans to deliver wholesale targets, keeping net shipment plans updated based on trade and promotional activity
• Ensures all financial trackers are updated within agreed timelines – wholesale, retail, discount rebates, returns
• Overall responsibility for retailer collaboration with WSSI / MSSI and OTB cascading to relevant brand teams
• Has full understanding on the store operations and activities of each retailer and works in conjunction with the field-based store team to deliver dynamic wholesale and retail results
• Builds collaborative relationships with retail partners and Brand teams, working together to build and implement strong plans, with the ability to quickly identify relevant sales opportunities in order to achieve targets
• Participates proactively in promotional and NPD launch planning processes, working collaboratively with Brand Marketing and Demand Planning teams
• Partners with Brand and Enterprise Marketing & Data team to Identify any future growth / current launch plan opportunities
• Continually analyzes wholesale and retail data to identify strengths and weaknesses and spot trends. Interprets and analyzes data to develop a contingency plan for business-critical issues and re-prioritize in line with the changing needs of the business, in agreement with Brand General Manager
• Holds regular store visits with Sales team to understand the commercial and retail environment and seek feedback on challenges and successes, to build into future planning and develop new best practices
• Effectively communicates with field team to brief on retailer strategy and opportunities to maximize wholesale and retail sales
Yêu Cầu Công Việc
• Degree in Business/ Finance or equivalent
• Minimum 10-12 years of relevant working experience in Beauty/ Retail Industry and at a leadership level
• Results Driven; Action Orientated with demonstrated experience negotiating win/win outcomes with retail/business partners
• Embraces change and adapts to new Company initiatives/directions with flexibility
• Switches between a retailer-specific view of the business and a more generic analysis of the business as a whole
• Understands the Company/Brand’s Vision and always seeks to work towards these whilst managing time according to business impact i.e. the issues that will make a difference
• Documents and systematically follows up on all actions agreed with the retailer and internal colleagues
• Uses data available to keep up to date on performance and current business trends
• Always thinks ahead to anticipate problems and possible issues; makes oneself available to the retailer and to colleagues – has a service mentality
• Copes positively with setbacks and resistance, drawing up plans of action to counter these
• Understands, monitors and communicates competitor activity and performance; keeps up to date on beauty industry trends and competitor landscape
• Has strong Business and Commercial acumen with the ability to analyse and interpret data independently
• Has demonstrated ability to lead the commercial team in a multi-cultural and matrix reporting environment
• Minimum 10-12 years of relevant working experience in Beauty/ Retail Industry and at a leadership level
• Results Driven; Action Orientated with demonstrated experience negotiating win/win outcomes with retail/business partners
• Embraces change and adapts to new Company initiatives/directions with flexibility
• Switches between a retailer-specific view of the business and a more generic analysis of the business as a whole
• Understands the Company/Brand’s Vision and always seeks to work towards these whilst managing time according to business impact i.e. the issues that will make a difference
• Documents and systematically follows up on all actions agreed with the retailer and internal colleagues
• Uses data available to keep up to date on performance and current business trends
• Always thinks ahead to anticipate problems and possible issues; makes oneself available to the retailer and to colleagues – has a service mentality
• Copes positively with setbacks and resistance, drawing up plans of action to counter these
• Understands, monitors and communicates competitor activity and performance; keeps up to date on beauty industry trends and competitor landscape
• Has strong Business and Commercial acumen with the ability to analyse and interpret data independently
• Has demonstrated ability to lead the commercial team in a multi-cultural and matrix reporting environment
Khu vực
ESTEE LAUDER (VIETNAM) LLC.
Xem trang công ty
Quy mô:
200 - 500 nhân viên
Địa điểm:
Royal Centre, Số 235, Đường Nguyễn Văn Cừ, Phường Nguyễn Cư Trinh, Quận 1, Thành phố Hồ Chí Minh, Việt Nam
Estée Lauder Companies Inc là công ty sản xuất và tiếp thị sản phẩm chăm sóc da, trang điểm, nước hoa và chăm sóc tóc uy tín. Công ty sở hữu một danh mục đa dạng các thương hiệu, phân phối trên toàn thế giới thông qua các kênh bán lẻ và thương mại điện tử và có trụ sở tại Midtown Manhattan, thành phố New York.
Estee Lauder là một thương hiệu được sáng lập bởi Estee Lauder và Joseph Lauder. Được thành lập năm 1946 tại New York, Hoa Kỳ. Hiện Estee Lauder đang sở hữu rất nhiều thương hiệu mỹ phẩm nổi tiếng như: Tommy Hilfiger, Micheal Kors, DKNY, Bobbi Brown, La Mer, Clinique và MAC Comestics...
Review ESTEE LAUDER (VIETNAM) LLC.
3.0
6 review
05/12/2024
★
★
★
★
★
Nhân viên
tại Hồ Chí Minh
Áp lực khó khăn. Khối lượng công việc nhiều. Phải làm việc độc lập.
19/10/2023
★
★
★
★
★
Marketing Executive
tại Hồ Chí Minh
Môi trường làm việc tốt
19/10/2023
★
★
★
★
★
Marketing Executive
tại Hồ Chí Minh
Khối lượng công việc rất căng thẳng
Bạn làm việc tại ESTEE LAUDER (VIETNAM) LLC.? Chia sẻ kinh nghiệm của bạn
ESTEE LAUDER (VIETNAM) LLC.
Click để đánh giá