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  • Job number: Job-00242650 Posted: 2023-03-31

    Travel Retail Manager

    Retail Mng. at luxuary chocolate company
    7 - 10 million yen Tokyo Sales & Marketing Trade Marketing / Channel Marketing

    Company overview
    Our client is a world famous manufacturing company.
    Position Summary
    This position is responsible for overseeing Travel Retail business in Japan and Korea including duty free stores and inflight sales. This individual develops and implements the annual commercial plans and manages successful customer negotiation in the assigned territories, in order to positively contribute to achieving the annual net sales target and desired profitability while respecting our brand equity. The individual will work closely with the senior manager, the global Travel Retail team and other relevant functions.
    Principal Accountabilities 
    Foundational responsibilities:Build relevant commercial plans for the markets/customers based on good understanding of their needs
    Define and propose a detailed sales/marketing plan per customer
    Negotiate trade terms, space allocation, brand exposure, etc. with customers
    Anticipate risks and seize business opportunities
    Ensure forecasts accuracy for the markets/customers and take ownership of those forecasts

    Field Sales Activities Management:Communicate with customers and visit shops on a regular basis with key objectives of ensuring promotional/product launch plan to customers are in place.
    Check in shop stock display, ranging, freshness and quality; and propose corrective action.
    Recommend and implement planograms and visibility action plan.
    Submit on time post market visit report with key actions points and recommendations.
    Secure additional prime location and/or secondary placements and promotion slots where possible
    Support implementation of promotional plans and ensure updated marketing guideline is adhered to (merchandising fixtures, collateral etc are in accordance with brand requirement).
    Ensure and maintain our image and quality standard are maintained always in all retail locations. 

    Sales Analysis:Implement merchandizing mix review per quarter for key accounts and recommend viable and profitable product portfolio. 
    Analyze and prepare breakeven point for all CAPEX projects prior to submission. 
    Propose sell in and sell out targets relative to P&L performance.

    Order Management:Liaise with customers on orders and ensure new launches are ordered in time and inventory is stepped up for upcoming activations or planned promotions.
    Coordinate on orders reimbursement and follow up.
    Plan stock allocation for critical SKUs, when necessary.

    Business Development:Develop new markets/customers across all channels in appointed set of markets where applicable.
    Explore new boutique and/or café opportunities.

    Agency Management:Manage and work alongside appointed agency for markets where applicable and ensure all business objectives are met.

    Training:Teach selling skills & our know-how to appointed managers and sales personnel of the customers.
    Support the activities of managers, merchandisers or sales promoters.
    Ensure sampling accessories are provided and brand guidelines are adhered always.

    Reports:Assist on required weekly/monthly management reports and ad hoc presentation.
    Monitor and collect information of the competitors (promotions, activities, developments and new launches).
    Analyze and report on new business opportunities regularly.
    Analyze the retail price differential and competitive trend and provide latest market info.

    Ken Sakaba
    Ken Sakaba
    Sales & Marketing

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