Area Sales Manager (m/f/x - 100%)

Job content

For our Sales Management team at our Headquarters In Schaffhausen we are looking for a

AREA SALES MANAGER

(M/F/X – 100%)

Reporting to the Department Manager Sales Management, the Area Sales Manager is responsible to monitor and support the overall business performance within her/his geographical area. Working very closely with the local teams, she/he contributes to the elaboration of the business plans and strategies, and focus on the achievement of the commercial targets, aligning all the key stake holders in the markets and at HQ.

Start : May 2022 or by arrangement

Duration : permanent

KEY RESPONSIBILITIES:

• Align commercial targets & distribution network development with each market across all channels (Online Retail, INT Retail, EXT Retail & Wholesale doors):
• For the long term plans due twice a year (5Y Plan & 3Y Strategic Plan)
• For the yearly Budget process (BU) & Last Estimates (LEs) due 3 times a year
• On a monthly basis for the on-going fiscal year performance (rolling bottom-up forecasts)
  

• Coordinate the elaboration of the Markets BP (Business Plans) on all commercial topics:
• Prepare the BP template (format)
• Review & challenge the action plans to reach the commercial targets
• Organize pre-alignment calls before BPs, participate to the meeting & do follow-ups post meetings
• Organize a mid-year review to identify potential corrective actions
  

• Monitor the achievement of the commercial targets and propose, when needed, corrective actions:
• Organize regular business review calls with the brand manager & ISD
• Review the main brand and group KPIs with focus on INT/EXT boutiques, TR business, SWM & market
• Benchmarking, monitoring of critical accounts, client development
• Review the on-line business performance on a monthly basis together with the E-Com Team Lead
• Monitor Key Strategic Partners’ performance and coordinate direct communication flow between them and HQ Management
• Consolidate the weekly estimates and seek for upsides when needed
• Collect & consolidate comments from the markets on a monthly basis to present to top management during ISM meetings & share with the group (SWM & group finance)
• Follow-up with the Business Analyst on price positioning, propose adjustments if needed
  

• Look for opportunities and monitor all the initiatives to sustainably develop the market potential mid and long term:
• Monitor the markets’ Client development roadmap
• Monitor the markets’ Retailization roadmap and implementation
• Follow-up on all INT & EXT boutique projects in collaboration with local brand manager, retail/architecture team & business controlling: co-lead CAR validation process with focus on sales objectives, align on profitability targets, assess IWC’s and competition’s footprint in cities where we plan to open boutiques, monitor Capex spending & timing
• Evaluate the SiS & STD doors projects proposed by the market, set Capex priorities in coordination with area sales managers
• Co-lead with other ASMs the Booster 2.0 project (until FY’23): participate to Richemont workshops, follow up with markets on the MVP scope proposal and the launch of new features (wave 2 & 3)
• Define Booster KPIs to fit with the overall brand objectives (Icon, MS, MYIWC, client data capture…)
• Align with the ISD on brand manager PMP objectives: finalize PMP Matrix for each Brand Manager, organize mid-year review meetings and prepare the final assessment rating ahead of the PMP meetings
• Provide an efficient support to the markets: act as a close partner to the markets/Brand Manager and ensure smooth coordination with Product Planning / CX / CRM / Marketing / Finance teams at HQ
  
  
YOUR PROFILE:


• Master’s degree or equivalent
• A min of 3-5 years professional experience with comparable company in the fashion/luxury goods industry
• Strong analytical and communication skills
• Strong all-round management and organization skills
• Proactivity & flexibility
• Readiness to travel (10%)
• Fluent in English, German and/or French a plus
  
  
WE OFFER:

IWC offers a challenging working environment: the company’s roots are in Switzerland, but it is a successful international player. We maintain our tradition, yet we are always on the lookout for innovations and ways to improve. Change management, education, further training and personal development are therefore of key importance for our long-term success.