北京招聘

职位职能: 销售经理
职位描述:

JOB PURPOSE:
To manage and expand a cluster of Watsons retail stores and to ensure that success is achieved against both company performance and behaviour criteria and key retail metrics. The Area Manager is expected to achieve financial results according to target and new store IRR sales whilst also ensuring that the company’s reputation and branding are developed in line with existing high level standards and aspirations.
People –Develop,Manage, Recruit，Motivate people that can provide sincere and highly professional service to our internal and external customers
Develop


· Train and develop store managers/assistant store managers skills to maximize performance
· Ensure the new team members/trainees receive regular feedback during the probation/training period and that a formal meeting is held to discuss performance
· Provide constructive feedback and recommendation on training program to related department
· Maintain and upkeep the standard of Learning store
· Monitor all trainees progress weekly during training and evaluate test results
· Propose staff for further development/promotion based on performance and training results
· Conduct appraisal for store managers/assistant store managers


Manage
· To manage store headcount within the agreed targets while always achieving budget salary %
· Managers performance of direct effectively, regardless good or poor
· Set clear expectations for excellent or below average staff
· Ensures store staff work in a safe and healthy environment
· Assist and supervise the store managers/assistant store managers to manage all staffs
· Gives feedback in good quality to related department and Regional Operation Manager
· Create a positive, cooperative and assertive working environment
· Build a clear understanding of the importance of HIGH standards and purpose within your store team
· Handle internal and external customers concerns, complaints and consultation in a highly professional manner
· To facilitate the communication between store and office
Recruit
· Recruits only top quality staffs who meet the specific needs of business
· Ensure new starters are welcomed into the business in a friendly way and a proper company induction is carried out according to the company guideline
· Ensure the new team member receives regular feedback during the probation period and that a formal meeting is held at the end of the period to discuss performance
· Collect the labor market information from responsible area and reflect to related department and Regional Operation Manager
· Explore different effective recruitment channel and share with HR department and Regional Operation Manager
· Take responsibility on the new staff selection process



Motivate
· Empower subordinate and prepare for business development
· Suggest different kinds of motivation tools for improving the quality of work
Service – ENSURE ALL STORE STAFFS HAVE PRODUCT KNOWLEDGE AND PROVIDE ACTIVE AND PROFESSIONAL SERVICE TO INTERNAL AND EXTERNAL CUSTOMERS
· Ensure all sales assistants are fully trained effective customer service
· Ensure all store management have equipped professional coaching skills
· Ensure all customers receive customers service in good quality and advise all time
· Motivate store management have provided professional service to counter BA
· Ensure staff with high level of product knowledge especially on own label
· Equip internal with high level of counter A brand product knowledge
· Ensure customer complaints and government enquiries are dealt with immediately and appropriately. Action to minimize is taken
· Ensure the highest level of customer service measured by On-line customer service score
· Ensure all store management can handle the tasks of other department on time
· Facilitate all store managers to exchange the successful and failure service experience


Product– ENSURE ALL STORE PROFESSIONALLY MANAGE THE KNOWLEDGE, INVENTORY, PRICE, SAFETY AND DISPLAY
· Ensure all staff know the products and how to use them.
· Ensure the store has adequate stock. If not, immediate action should take.
· Ensure all products are clean, neat and tidily display in according to the company guideline.
· Ensure the implementation of national promotion 100% according to the promotion guideline
· Ensure all price changes implement promptly and accurately and avoid any chance of breaking the law
· Use information and tools to control OOS to maximize the sales
· Effective stock level management, including the management of promotion remnant, expiring, etc.
· Knowledge of administrative and stock management procedures and systems to effectively maintain accuracy stock
· Predicts seasons/events, stock requirement and ensure adequate stock level
· Ensures stockrooms are maintained in a clean and tidy manner
· Ensures all store management has high level on stock protection skills so as to minimize the stock shrinkage
· Ensure all store management can manage the alarm/security system in a professional way
· Facilitate inter-store stock transfer
· Ensure all the stock problems should be reflected accurately and immediately
· Pay attention to monitor the movement of slow and delete items
· Monitor inventory and movement of counter brand product


Quality – ENSURE A GOOD IN-STORE EXPERIENCE FOR OUR CUSTOMERS.
ENSURE THE HIGH QUALITY OF OUR BRAND IN AND AROUND THE STORE
· Ensure that the condition of the store (decoration, cleaning, repair and maintenance) is always excellent.
· Ensure all store management carry out daily check of air-condition, anti-theft system, lighting system, fire protection system, sound system seriously. Report any issues and ensure timely repair
· Ensure all store management work closely with security team so as to protect the store, store staff and store assets at all times
· Ensure all store management carry out a monthly full check of the store condition according to the store checklist
· Ensure all store management are maintain an accurate records of equipment fixed assets
· Ensure all the safe management, secure management, cash management and POS machine checking system carry out according to SOP
· Ensure all store management can report all the problems accurately and immediately. Monitor the repairing progress is necessary.
Compliance – ENSURE PROFESSIONAL PROFIT PROTECTION, PROCEDURE MANAGEMENT, FINANCIAL CONTROLS AND ADMINISTRATION
· Demonstrates a strong understanding of all company policies
· Ensure all company policies and procedures are followed
· Ensure the compliance of policies and procedures of local government
· Monitor and review the procedure implementation from materials, events or the environment to detect or assess problem
· Review financial statements, sales and activity reports, and other performance data to measure productivity and goal achievement and to determine areas needing cost reduction and program improvement
· Understand how the shrinkage affects the operation profit
· To ensure shrinkage management is strong and agreed target % is achieved
· To always explore/implement opportunities to reduce costs
· Inspects the cash current capacity of store, ensure the cash to be consistent with the report form
· Understand the importance of own label sales, comp store sales and new store development on the growth of sales and profits


Results – DELIVER SALES AND PROFIT TO THE COMPANY
Sales
· Ensure the best possible sales performance of store and deliver the SOP by managing resources effectively
· Follow up daily sales performance(issues and opportunities) and communicate with staff to improve it
· Build up good relation with landlord so as to obtain more external promotion opportunities and to manage our Tenant’s Right
· Identify and suggest good location for store development
· Collect competitors information and inform relation department
· Explore and suggest opportunities to grow sales and profits within the Watsons operating framework
· Maintain good relation with counter brand’s BA so as to obtain more support
· Be sensitive to the market information and provide rational ideas to advanced managers
· Ensure stores delivers high standards of store and merchandise presentation while adhering to company merchandising principles
· Pay attention to negative growth stores and taking immediate follow action
· Periodically review the product mix and macro space of store especially high productivity store


Own Brand Sales
· To achieve agreed targets of Watsons OL sales and participation by ensuring high focus at store level
· Achieve targets of Watsons Member Card participation by ensuring a high focus at store level and by attracting new members who do not have card
· Obtain a high rate of membership card registration
· Periodically review the BA incentive scheme and management policy
Counter Sales
· Using a win-win approach to work closely with the counter brand sales manager/sales representative
· Periodically review the sales performance of counter brand


Shrinkage
· Ensure shrinkage is minimized and prevented by creating awareness and vigilance across the whole team
· Ensure close supervision and education of the store security agents to implement the company policies and procedures


Labor cost
· Labor cost management should response to the store productivity and profit
· Maintain good relationship with landlord to support daily operation


Key Measuring Parameters 关键指标
1. Store Operating Profit (Bird) 店铺营运利润
2. Sales versus Target 销售额
3. Comparable Sales Growth 可比较店铺增长
4. Watson OL Participation % 屈臣氏自有品牌销售占比
5. Store Costs versus budget 店铺费用
6. Salary % versus budget 人员工资费用
7. Shrinkage % 损耗百分比
8. WOS 库存周转数
9. OOS% 缺货百分比
10. Staff Turnover 员工离职率
11. Customer feedback survey
12. Watsons Card participation % 会员卡销售占比
13. Store Audit Score 店铺审计得分
14. New Store Performance versus IRR 新店销售表现（与IRR相比）


Key Skills / Experience 技能要求
1. Commercial Edge 商业意识
2. Coaching & People management 辅导及人员管理技能
3. Communication, influencing and negotiating skills 沟通、影响及谈判技能
4. Presentation skills 演讲技能
5. Planning, prevision, Problem solving and decision making 计划、预见、解决问题及有效决策
6. Change Management 变革管理技能
7. Analytical Skills 分析思维
8. Crisis Management 危机管理
9. PC literate with PowerPoint, Excel and Word skills 电脑运用技能（如：PowerPoint, Excel和Word）
10. University / College degree holder 本科或专科学历
11. At least 3 years operational managerial position holder in chained retail operations
3年以上连锁零售企业营运管理岗位工作经验
Key Attributes 品质要求
1. Watsons DNA – Doer, Shiner, Sharer, Helper, Looker, Learner
屈臣氏人DNA – 行动者，活力者，合作者，助人者，潮流者，求知者
2. Professional and positive approach 专业素养及积极的心态
3. Self motivated 自我激励
4. Honesty and integrity. 诚实正直
5. Strong in building relationships and able to communicate at all levels 人际沟通能力
6. Team player with high team spirit. 团队精神

关于屈臣氏
屈臣氏为屈臣氏集团旗下旗舰品牌，业务遍布16个亚洲及欧洲市场，经营超过8,000家店铺，其中超过1,500家提供专业药房服务。屈臣氏一直致力于通过为顾客提供个性化的咨询与建议，配以傲视同侪的多元化产品种类，令顾客每天都能LOOK GOOD, DO GOOD, FEEL GREAT。
屈臣氏在中国内地近500个城市拥有超过4,100家店铺和逾6,300万名会员，是大众所熟知的线下及线上（O+O）保健及美妆产品零售商。屈臣氏在质量与创新方面建立了相当声誉，为顾客奉上令人惊喜不断和物超所值的购物环境，从而赢得顾客高度信赖。
关于屈臣氏集团
屈臣氏集团于1841年创立，现已发展成全球知名的国际保健美容零售商，在29个市场经营超过16,300家商店。每年，超过59亿名顾客在屈臣氏集团全球12个零售品牌的实体店铺以及线上商店购物。
屈臣氏集团是跨国综合企业长江和记实业有限公司的成员。长江和记业务遍及50个国家及地区，经营港口及相关服务、零售、基建以及电讯四项核心业务。