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Commercial Director, NEA

Commercial Director, NEA

IWCHong Kong, HK, HK
30+ days ago
Job description

KEY RESPONSIBILITIES

IWC Schaffhausen is a premier Swiss luxury watch manufacturer renowned for its precision engineering, timeless design, and innovative craftsmanship. As part of the Richemont Group, IWC combines traditional Swiss watchmaking with cutting-edge technology, catering to discerning clients worldwide.

The Commercial Director will work closely with Managing Director on the Commercial Strategy, Retail Performance, Distribution and Sales Network development, and Managing Partner Retail.

This role requires a strategic leader with a deep understanding of luxury retail, client relationship management, and team development.

Key Responsibilities

Leading Retail

  • Manage the sales, teams, performance and operations of the network in Hong Kong, Macau, Taiwan, and Hainan : 14 boutiques (7 internal and 7 external), and 25 Wholesale POS
  • Drive the achievement of annual sales target by delivering sell-out and stock management targets and ensuring merchandising guidelines are properly implemented, including proactive pre-order management
  • Ensure Boutiques’ utmost client experience as per brand guidelines and in line with industry’s highest standards (implementation, team leadership, staff training, monitoring, mystery shopping etc.)
  • Manage retail performance with boutique managers and sales operations teams
  • Ensure qualitative After Sales execution in order to guarantee excellent customer service standard
  • Coordinate with Marketing to build brand equity through retail and drive sales opportunities
  • By working closely with the Boutique managers and Client Experience Manager, initiate activities to acquire new clients, develop local clientele and nurture existing clientele to develop brand loyalty
  • Ensure that boutique staff is properly using CRM tools, thorough client data recording and sales information to guarantee follow-up activities, maximise sales opportunities and build local and loyalty (return clients), in full compliance with data protection regulation and Group guidelines
  • Act as a brand ambassador during brand / boutique events and meetings

Developing your team

  • Build high performing teams : Attract people with a winning attitude to succeed; develop and drive individual and team performance through an open feedback culture. Responsible for identifying top and rising talents and developing them in collaboration with HR and HQ.
  • Provide leadership, direction and training support for the teams ensuring they have clarity and are enabled to successfully drive and support the overall company direction.
  • Set individual objectives and KPI’s, provide guidance and conduct regular appraisals of team members, ensuring the proper development of personnel and supporting the growth of talents

    • Managing Partner Retail

  • Elevate our external operations to the same level of our internal boutiques
  • Drive the achievement of annual sales target by delivering the expected sell-in, sell-out, stock management
  • Support retailers to realise their full sell-out potential : annual action plan, merchandising, special allocations, training, incentives
  • Drive the analysis of stock, sell-in and sell-out to create proper sales forecasting (weekly, monthly, quarterly and annually) and adequate action plans, support local and HQ management with performance reports and insights
  • Monitor and stay informed on actions and plans of the competition
  • Ensure highest quality Maisons visibility and strong relationship with owners and POS sales staff

    • Developing Omni-Channel and Enhancing Client Journey

  • Build a strategy to develop e-commerce to support client-centric omni-channel
  • Contribute to identify opportunities with Richemont teams, HQ teams & local Marketing & Communication teams to further enhance omni-channel client experience

    • Candidate Profile  :

  • 10 years of strong experience in Retail Management and expertise in B2B management
  • Ideally with a successful experience in Boutique management
  • Post graduate degree or equivalent
  • Have experience or strong interest in the Luxury market
  • Solid analytical and organization skills, excellent project management, reporting skills and problem solving
  • Entrepreneur thinking, natural leader with a strong empathetic and energetic communication style
  • Have the ability to be ‘hands on’
  • Client oriented and eager to be on the field, interacting with clients and partners
  • Fluent in English, Cantonese and Mandarin.
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