Main Purpose:
To manage the sell-out and aiding sell-in of Givenchy Counter assigned together with train and coach brand staff and field staff in fragrance and cosmetics expertise, using brands selling techniques “ PRIDE” which must contribute directly to driving sell out performance for the brand.
KEY RESULT AREAS
- Asco Select 5’s – Sales, Staff, Shopability, Stock and Service.
- Operational effectiveness
- Market strategy and planning
- Implementation of marketing programme
- Competitor awareness
- Administration duties
- Sales and Targets
- Manage sales / shelf space
- Manage Staff and counter files
- Stock management and distribution rollout
- Training and coaching (classroom and on counter) on Givenchy Make up, Skincare and Fragrance for cross selling.
- Support/Plan/Execute eventing of launches, key promotions and incentives to drive sell out.
- Develop staff to plan and execute ongoing fragrance and cosmetics on-counter and instore events.
- Self-Management
SALES KEY ACTIVITIES
- Manage, review and communicate sales targets to the BA’s/Counters.
- Manage, implement and review counter file with counter staff.
- Manage, target and increase basket sizes volumes on counters.
- Plan/Support/Execute monthly, promotional and launch events at 3 Axe doors, building Givenchy brand awareness and driving sales on Givenchy Make up, Skincare and Fragrances. Including ad hoc attendance on Saturday events.
- Conduct visits at staffed counters and doors for business and coaching needs weekly, spending a minimum of 4 days in trade, with 1 day the office (Mondays)
- Monitor in-store competitor pricing and promotional activity and report to NSM and BM.
- Monitor and review and implement plan to manage carry overs on sales daily, weekly and monthly.
- Drive ad-hoc promotions to increase sales
- Develop alternative strategies to increase sales
- Individual discussion of sales performance vs. targets with BA’s together with quarterly BC performance review and score.
- Manage and Coordinate recruitment for the counters, schedule plan pre-appointment practical assessments and create and maintain succession talent pool.
- Make retailer appointments, where possible, and observe call cycle closely.
- Contact and build report with floor manager, store management.
- Liaise with store personnel – (stock holdings, promotions, launches, events, deliveries, credit notes, special deliveries, staff, price, planograms)
- Ensure out-of-stocks are limited and testers are actively managed and available.
- Manage and minimise OOS and Credit notes
- Compile daily call reports
- Compile monthly reports to NSM
- Ensure Planograms merchandise guidelines, retail floor planograms, visual display info, are implemented implanted and shared with counter staff
- Weekly planners to be generated detailing agreed call cycle with NSM.
- Highlight counter related matters/problems to NSM or Brand Managers.
- Submit digital pictures of launches and promotions to NSM and Brand Managers
TRAINING/COACHING KEY ACTIVITIES
- Arrange, co-ordinate & implement monthly / bi-monthly staff trainings (classroom or on counter).
- Adapt, manage, and maintain all training assets as received from International and implement new concepts, & techniques to keep training fresh, exciting and at the same luxury standard as the brand.
- Train, develop & coach staff by completing the skills assessments quarterly, aligned to the individuals PRIDE educational plan.
- Conduct on-counter staff training – drive application, sell-through, and workshop capabilities – Create/Plan/Execute monthly event calendar followed by evaluation.
- Review and asses’ trainings via written and/or practical assessments and from feedback received from AM teams.
- Complete planning and feedback reports for BM/NSM and International Education department.
- Drive motivation levels through communicating brand highlights & strengths, encouraging PRIDE and nurturing a good spirit among staff.
- Stimulate open & regular communication with staff to ensure close affiliation with the brand.
- Review/Monitor counter performance weekly to ensure initiatives are put in place to proactively assist the counter in achieving sell out Targets.
- Conduct visits at staffed counters and doors for business and coaching needs weekly, spending minimum of 3 days in trade (including 2 Saturdays per month with planned events for counters)
- Coach and Develop Staff ensuring stock injections are requested from AM/NSM regularly to avoid lost sales (such as stock shortages & stock discrepancies).
- Support the Brand best in class standards on counter by actively reviewing and reporting concerns to AM/NSM. (Visually, Merchandising Standards, Staff grooming and presentation and/or other concerns)
OTHER
- Ensure appropriate support levels are allocated towards the development of counters “ How to” – tools, counter management system, sampling, etc.
- Coach and Develop staff on how to build and maintain their customer counter database (customer cards, loyalty program).
- Conduct Recruitment skills assessment.
- Onboarding and Training, initial onboarding and training take place before staff members are placed on the counter.
- Identify gaps and share with Staff/AM/NSM that will assist in conceptualizing sales strategies accordingly. i.e. corporate partnerships and/or promotional opportunities etc.
- Overlook staff rostering/planning and report any concerns to AM/NSM
- Planning and managing international make-up artist tours from beginning to end.
- Feedback to Brand Manager regarding cosmetics for forecast requests & new launches when required.
- Share and stay abreast of current and past competitor trends.
- Assisting with international visits, retailer meetings, press events & other brand official functions as required.
SKILLS /ABILITIES
- Good planning, reporting & organizational skills
- Good attention to detail
- Excellent presentation and communication skills and the ability to do public speaking
- Ability to influence at all levels within the organization
- Ability to work without close supervision.
- Proven training skills and make-up artist experience.
- Works well under pressure and to deadlines
- Creative flair
- Self-motivated
- Lead by example always
- Willingness to travel and work extended hours.
- Team player
- Excellent Interpersonal Skills
- Excellent negotiation skills
- High attention to detail
- Excellent Relationship Building
- Selling skills
- Self-motivated
- High Initiative
- Leadership
- Motivational
- Organized
- Problem Solving
- Assertive
- High Energy levels
- Proactive
EDUCATIONAL REQUIREMENTS
- Matric
- Code 8 driver’s license.
- Make-up or related formal qualification an advantage
- A minimum of five years’ retail experience.
- IT Skills – PowerPoint , Excel & Word – intermediate level
- Must be aware of promotions and act pro- actively in terms of stock control
- Must be familiar with shelf layouts in stores
- Must keep updated re own and competitors’ products
- Familiar with merchandising guidelines
- A good knowledge of the Gauteng territory
- Knowledge of the product and personal flair