Travel Retail

7 months ago

Heathrow, United Kingdom The Estée Lauder Companies Full time

**PRIMARY OBJECTIVES**:
To lead and guide Team Managers and Education Ambassador to achieve overall sales targets and Counter goals and to manager Airport business objectives through:

- Effectively tracking and monitoring weekly/ monthly sales results by Terminal vs Target and previous year’s sales.
- Total Stock Management, MDQ levels and VM standards, with the support of the SEE and FVM.
- Develop, coach and motivate the Team Managers, Leading by example with a hands on approach.
- Supporting other TR locations as and when required

**RESPONSIBILITIES & STANDARDS**

Retail Sales:
**Review of retail targets**:Retail targets agreed with SEE, cascaded to each Team Managers on a monthly basis for Team Manager to break down.** **Corporate Airport Co-ordinator to ensure Team Manager effective break down of targets by week based on business performance.

**Analyse performance of business**:Analyse LHR ELC weekly and cumulative business. Leveraging Team Managers sales tracking tools, at the airport. Highlight areas of success and opportunities to Team Managers and support them to create action plans. Promote Team Managers own business accountability and provide guidance and when required with objection handling.

**Building Relationships**: Conduct weekly or monthly team meetings with individuals, align with Team Managers meetings to review results, motivate to exceed targets & provide direction to the team. SEE will also attend where appropriate.

**Perfume Managers**: Build a close relationship and work partnership with the in-store category managers and airport team to provide trends, insights and critical business information so it can be cascaded to the SEE/ASOM. Work closely with recognised agencies, to build relationships to ensure the highest quality of staff possible.

**Plan to succeed**: mplement monthly focus/ actions as outlined on Go To Market set out by SEE, and work closely with TM’s to ensure alignment. Support the TM and Advisors where required with event planning, and local incentives to ensure the overall goal is achieved.

**Stock Management**:Responsible for all Stock Management, MDQ reviews and adjustments depending on demands/Trends/Current situations. Is fully aware of stock levels in all Terminals offering solutions and highlighting any concerns to SEE. Maintains full awareness of all new line/product launches on count dates, including POS and Launch elements, reviewing orders and deliveries to ensure they arrive on time. Maintain up to date on OOS communicated by SEE on weekly basis. Collate accurate monthly tester orders by airport based on the demands of the business.

**Promotions**: Responsible for arranging staffing, monitoring of sales vs targets, Visual Merchandising in line with guidelines), training/coaching, implementation and evaluation of business for all promotions.

**Competitor Awareness**: Review with SEE potential opportunities in the Terminal for incremental selling space, promotional opportunities, and business development. Maintain up to date awareness of competitor activity, business results and any key developments. Share with SEE on a monthly basis.

2.Merchandising

**Visual Merchandising**: Ensure all counters are correctly merchandised, including effective use of testers / locators. Offering alternative solutions to overcome OOS situations. Highlight and escalate maintenance & ongoing VM issues to SEE. Hygiene standards must be adhered to as directed.

3. Team Management & Development

**Coach, motivate and Evaluate team performance**: Regularly review individual TM’s strengths and areas for development. Set SMART objectives to manage their development and the business. Lead by example spending 1-2 days per week on counter and offer on the spot coaching and constructive feedback as well as praise and recognition when observed. Ensure all TM/ELC advisors identify and achieve/exceed individually set objectives on:

- Retail Sales (maintain accurate records and share with SEE)
- Average Unit Sales/ IPT
- Mix of business
- Coach service offerings
- On-counter activity (implementation of marketing programmes to achieve objectives)
- Use ELC tools to set clear objectives.

Liaise with SEE on staffing and address any specific training needs indicated by the above. Conduct monthly one to ones and annual PDP’s with the team.

**HR Management**: Effectively manage initial HR issues as directed by Retail HR with guidance from the SEE.

**Grooming**: Ensure Brand Grooming Standards are maintained at all times. Manage any issues relating to grooming. Act as a true brand ambassador in terms of personal grooming at all times.

4. Education

**Ensure all TM/ELC Advisors receive regular training**: Promote self-learning with on line platforms. Work with Field Education Executive to effectively induct and train new and existing employees. Align with the Education team on key focuses and support with product knowledge/ service training for all TM/ELC Advisors. CAC to ass

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