Sales Manager Retail&Wholesale

Damiani Group is one of Italy's leading luxury jewelry and watchmaking groups, internationally recognized for its excellence in craftsmanship, heritage, and innovation. The Group brings together prestigious brands that embody the highest standards of luxury, creativity, and savoir-faire.

This role will be dedicated to Damiani, the Group's flagship fine jewelry Maison, while also overseeing the commercial development of Baume & Mercier, the renowned Swiss watchmaking Maison that has recently joined the Damiani Group portfolio. The successful candidate will play a key role in driving the growth and positioning of both brands across Mainland China, ensuring strategic alignment, commercial excellence, and an outstanding client experience.

MAIN PURPOSE 

• In line with the Mainland China market strategy, to propose and implement a Retail (RT), Wholesale (WS) and Business Development (BD) strategy for both Damiani and Baume & Mercier brands to ensure long-term strategic and financial objectives are achieved

• Responsible for managing the day-to-day activity of the network, ensuring that the short-term sales objectives are reached. Will act as a Brand ambassador when representing the Brand at meetings, events and other work-related functions

KEY RESPONSIBILITIES

Retail Strategy

• Oversee all aspects of the Retail Division for the Damiani brand

• Coordinate channel activities with HQ and regional internal departments (i.e. PR, Marketing, After Sales, Supply Chain and Shared Services) to synergize the needs of all departments in achieving common corporate objectives

• Propose and implement a retail strategy, to achieve annual sales objectives on both regular and high-jewelry businesses

• To manage directly and to establish a strong and high-performing retail team

• To develop our high jewelry business by identifying and nurturing our VIPs

• To strengthen the stability of our business through with well-planned and execution of CRM strategies

• To develop and maintain strong relationship with landlords

• To coordinate with operation supporting team to ensure retail excellence

• Ensure that our retail staff are familiar with new products, best practices, advertising campaigns, corporate policies, and local and global brand initiatives

Wholesale Strategy

• Oversee all aspects of the Wholesale Division for the Damiani brand and selective accounts for Baume & Mercier brand

• Coordinate channel activities with regional internal departments (i.e. PR, Marketing, After Sales, Supply Chain and Shared Services) to synergize the needs of all departments in achieving common corporate objectives

• Propose and implement a wholesale strategy, to achieve annual sales objectives

• Monitor wholesale network by location, exploring opportunities new accounts and closing as needed

• Establish the wholesale strategy by choosing appropriate dealers, and coordinates its implementation and smooth coordination amongst different parties

• Ensure that the trade staff are familiar with new products, best practices, advertising campaigns, corporate policies, and local and global brand initiatives

Business Development

• To identify and propose business development opportunities, which included both online, offline distribution development and corporate deals.

• As the leader to lead and follow-through end-to-end project development and to achieve our BD objectives.

Budget & Sales Operations

• To ensure prompt sales collection and credit review annually

• Close monitoring and reporting of sales results of the trade

• Ensure that appropriate reporting is provided to management, in terms of sales analysis and distribution strategies

• Collaboration with legal department in establishing the sales and distribution agreement

• Responsible for external correspondences in co-relation to RT & WS business

Stock Management

• Ensure stock availability at POS level according to the brand’s guidelines and defined assortments per POS (no stock-out on best sellers)

• Propose replenishment orders to retailers based on assortments, sell-out and potential of each Point of Sales (POS)

• Roll-out Booster (or system in equivalent for WS) in the region and ensure sell-out data is regularly updated by retailers

Training , Visual Merchandizing and Trade Marketing

• Ensure comprehensive brand and product training throughout the distribution network, in both online and offline formats and during POS visits

• Optimize visibility of the brand by making sure corporate guidelines are strictly followed, and by negotiating extra visibility when possible

• Coordinate implementation of trade animations in POS (windows, podiums)

• Implement a sell-out strategy and deploy activation plans per account

• Develop the brand’s image in the market according to the guideline

Analysis, Planning and Reporting

• Monthly analysis of the performance of each WS POS (sell-in/sell-out/stock level/product mix)

• POS reports after each market visit including monitoring of competition (visibility, ranking, trend, marketing activities, incentives…)

• Assist Line Manager on the strategy & budget

• Product plans/ allocation and distribution plans

• Weekly, monthly and quarterly sales estimates

• Monthly Sales reporting – includes inventory monitoring reports

• Competitors report – monthly and quarterly

• Sales analysis – trade and internal product sales and development

• Sales trend by product/launch collections

JOB PROFILE

• Bachelor’s degree in Business Management or similar

• > 8 years’ experience in retail, wholesale, accounts management and business development related experience

• Experience in sales management in jewelry or watchmaking industry is a MUST

• A strategic thinker and a true problem-solver with strong entrepreneurial mindset and advance analytical skills

• Strong understanding of the new business challenges and client expectations (omnichannel approach) and are able to lead transformation projects

• Strong organization and prioritization skills in a fast paced and demanding environment with a hands-on mentality.

• Detailed, focused and data analytical

• Excellent written and verbal communication in both Chinese and English

• Intermediate to advanced proficiency in MS Excel and MS Powerpoint