Job Details
Position: Territory Sales Manager Timepieces - East
Objective:
Territory Sales Manager, Timepieces will ensure the retail strategy is implemented for the North American markets by spearheading the repositioning of the Victorinox brand with key accounts and independent representatives. The Territory Sales Manager will be responsible for driving sustainable growth for the Victorinox brand using their professionalism and knowledge of the market. The sales manager will ensure sales by assortment, replenishment based on sell-through and visual merchandising equal to the competition both in-store and online.
Successful sales management will include both top line sales and gross margin targets resulting in a sustainable profitable growth year over year.
As a key contributor to the success of the iconic consumer brand, the Territory Sales Manager will drive wholesale sales in a defined territory directly and via sales agencies by promoting sell through of the product at retail channels ensuring that product mix, replenishment cycle and manner in-which the products are sold is in accordance with the sales and marketing philosophy of Victorinox. The sales manager is responsible for the complete sales cycle management: prospecting, pitching, closing, account management.
- Based on Victorinox direction the Sales Manager is responsible for the execution of the brand strategy for their defined territory including those managed by independent sales agencies
- Based on Victorinox direction the Sales Manager is responsible for the successful implementation of assortment-based selling both in-store and online.
- Ensure premium brand positioning within their defined territory.
- Expand the distribution to include both Key Accounts and Independent retailers within assigned territory.
- Responsible for the increase in brand awareness and brand image improvements in-store and online.
Reports to: Director of Timepieces
Primary Responsibilities:
The Sales Manager is to achieve annual sales targets, with a strong focus on sell through goals, by prioritizing assortment management and retail staff brand and product training for Victorinox Timepieces. Responsibility for driving results directly and through independent sales representative agencies as assigned. Ensure TTF (Trade Term Framework) is adhered to for negotiated and non-negotiated accounts.
Sell Through Target Achievement
- Fosters collaborative strong relationships at all levels of the customer s organization to positively affect sell-in, sell-through and visual merchandising excellence.
- Reviews monthly sales target as assigned. Develops plan for making year-end goal when results trend below target. Develops and implements a plan to anniversary prior year events and achieve the defined target.
- Assesses the distribution strategy within the territory, recommends account openings and closings to maximize business results and enhance brand positioning.
- Ensure on-going sell-through data on a monthly cadence as a basis for monthly or faster replenishment against sold items.
Assortment Management
- Constantly insures that all accounts meet inventory and real estate requirements as defined by Victorinox and Epicurean by monitoring basic product assortment mix and levels as well as aging inventory.
- Consults with each retailer to provide the right assortment based on store trends, customer base, retail sales expectations, etc.
- Ensures retailer fully embraces auto replenishment and knows how to order their own replacement pieces.
- Develops and executes transitional merchandise strategy in each door to mitigate inventory liabilities.
Retail Staff Brand and Product Knowledge
- Regularly conducts in-store sales associate training to enhance brand and product knowledge.
- Conducts role plays to ensure associates can use information effectively in order to close sales and maximize sell through.
- Solicits individual sales associate questions regarding our brand, products and/or competitors.
- Promotes and monitors utilization of C.A.R.L Learning Platform.Follows up with sales associates who have not successfully completed C.A.R.L. to ensure timely certification.
- Maintains the image of the Victorinox and Epicurean brands in accordance with directives from Corporate Marketing and Corporate Visual Merchandising: insures all accounts are using current ad campaigns and promotional materials, evaluates competitive brands carried by retailer, organizes case lines in adherence with corporate visual standards, etc.
- Works with Collections team to ensure that retailers are current with payments and able to receive product as dictated by sell through results. Achieves DSO target.
Desired Skills/Experience:
- Results driven - ability to effectively implement plans for maximizing sell through and profits within a defined region.
- Strong partnership skills demonstrated ability to collaborate with retailers to effectively manage their assortment.
- Strong management skills demonstrated ability to oversee a sales team that achieves desired results.
- Strong training and coaching skills ability to motivate and train sales specialists to create brand loyalty and drive sell through.
- Strong negotiation skills ability to align objectives with the objectives of each account and design business solutions that deliver mutually beneficial results.
- At least 5 years of previous wholesale key account sell-through focused experience required.
- Demonstrable previous experience training and coaching retail sales teams.
- Ability to travel up to 60%.
- Strong MS Office skills required Word, Excel, Power Point.
- Ability to adeptly manage multiple projects simultaneously with strong attention to detail.
- Strong presentation skills.
- Excellent written communication skills for creating correspondence.
- Demonstrated ability to communicate with customers, co-workers, and business contacts in a courteous and professional manner.
- Ability to work independently with minimal supervision.
Victorinox is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.