Area Business Manager - Retail

Job Description: ABM Retail

Function: Sales

Reporting to: RBM Retail

Job Details:

To drive regional sales as per targets of Titan by managing company owned and franchisee store network within the assigned geographical area together with delivering high quality service to customers.

Education: Post-Graduate (MBA)

Relevant Experience: 4 - 6 years

Behavioral Skills:

- Customer Centricity

- Delivers Results

- Interpersonal Effectiveness

- Build Effective Teams

- Ambiguity tolerance

- Nurtures Relationships

Knowledge:

- Sales/retail experience

Process Contributions:

1. Sales: Sales planning: Business plan formulation:

- Provide inputs to the RBM to consolidate the potential sales in the region and develop the annual business targets for the respective regions.

- Develop and approve the annual business targets of the franchise partners.

- Develop and seek approval on the manpower optimization strategies for the retail function.

2. Sales: Evaluation and control: Conducting business performance reviews:

- Monitor the financial performance of company owned and franchised stores against targets periodically.

- Develop and implement reporting & review mechanisms to track operational performance and ensure course correction & corrective action, as appropriate.

3. Sales: Network Expansion:

- Study market potential, benchmark the competition in different cities and create plans for expansion and present the same to seek approval from the RBM.

- Identify and conduct feasibility study on potential properties in the identified cities with the help of BD team.

- Identify and conduct feasibility study on potential franchisee partners in the identified markets.

- Create the ROI projections for the new upcoming stores and seek approval from the RBM.

- Create and propose the annual budgetary requirements for new store profitability.

4. Sales: Retail marketing:

- Create and seek approvals on annual marketing plans, BTL activities and budgets for regions/stores.

- Design & develop activity for the retail initiatives in stores and marketing support in terms of VM updation, gift with purchase introduction & promotions etc. with expected ROI calculations.

- Create the annual overhead expenses in the region which include VM fixtures, travel expenses etc.

5. Sales: Franchisee Management:

- Maintain a constant business relationship with the franchisee and act as SPOC to resolve operational issues and to maintain store ROI.

6. Sales: Retail Operations: Store Management:

- Ensure smooth operations in the store in coordination with all the relevant stakeholders like the store managers, admin, IRSG, Regional VM etc.

- Coordinate with internal Titan teams (IRSG, HR, Legal etc.) to operationalize a new store within the agreed timelines.

7. Sales: Retail Operations: Scheme management:

- Design, develop, suggest and seek approvals on region specific schemes for potential seasonal improvement in sales.

- Design, develop and roll-out regional schemes during an active national scheme within the defined budgets after due approvals.

8. Sales: Retail Operations: Feedback management:

- Collate and relay customer feedback to the corporate teams like the merchandising, retail operations etc. to improve customer satisfaction and store ratings.

9. Sales: Retail operations: Incentive management:

- Ensure roll out, compliance and payments of the incentive schemes to the entire regional staff.

10. Sales: Retail operations: Training and development:

- Ensure new product introduction training to relevant stakeholders in coordination with the HR team.

- Conduct training need analysis in the stores and nominate staff to undergo re-training when required.

11. Sales: Retail operations: Recruitment & Selection:

- Provide manpower numbers to the HR teams for the new stores opened with due approvals from the RBM.

- Conduct interviews to support selection of company staff and critical positions of franchisee staff in the region with coordination from the HR teams.

12. Retail operations: Field sales operations management: Customer complaint resolution:

- Manage the critical customer complaints and ensure quick resolution by engaging the relevant teams.

- Suggest and seek approval from RBM in implementing new methods for quick service turnaround time.

13. People & Talent Management:

- Drive a culture of diversity, performance and transparency in the region and ensure the employees in the region are engaged.

- Mentor and develop staff using a supportive and collaborative approach.

- Ensure talent pipeline is created by succession planning for the critical positions in the region.

- Set Objectives for Reportees aligned to the organizational/functional.

- Liaise with HR on vacant positions.

- Conduct recruitment interviews for key positions in the region; Monitor the implementation of the Sales Training Program for the region.