Territory Sales Manager – Menswear (London/South)

Role Overview

This is a fantastic opportunity to join a hugely established and aspirational brand based in Central London within an established part of their business. This is a new role is due to growth of the department.

Summary

• Accountable for implementing and driving the Clothing, Footwear and Accessories business strategy in the UK and Eire
• Responsibility for the Southern/London account base, this will include developing plans and execution of them, business terms and performance reviews, the selling process and gross-to-net management
• Deliver sustainable, profitable growth for the range
• Setting the standards of the Brand and driving a premium omni channel consumer experience across entire account base
• Creating industry and brand benchmarks and sharing learning with the wider business
• Maintaining and growth within the Territory account base in line with brand plan and expectations

Commercial

• Support the implementation of 5 stage account management within targeted accounts (from the 5 year plan) reviewing and updating this annually based on fit with brand identity, balanced vs commercial return
• Complete sales accountability to achieve sustainable profitable growth of the business in line with business targets and strategic plans
• Lead on seasonal strategic analysis and business profiling and planning
• Develop accurate and realistic market plans; identified growth accounts, new business, scenario plans and budget forecasting
• Seasonal and annual forecasting through sell through, own the P&L for account
• Management of gross to net invoiced figures; sales, discounts and cancellations
• Management of new business terms and conditions to ensure that they fall in line with logistics plans, capabilities and margin expectations

Customer Preparation

• Implementation of the strategic plan for the customer
• Work with the customer to ensure a well-rounded, commercially merchandisable assortment
• Lead the customer on deliveries and managing best use of intake budget
• Lead the customer to elevate the positioning of the product to the consumer
• Use available marketing and product initiatives to position the product with the customer
• Regular visits to market to support the customer in Visual Merchandising whilst identifying opportunities for the brand and retailer

Customer Facing

• Initiating and delivery of staff training as required to key customers and locations
• Store and space planning; identifying potential relocations and opportunities to claim space within agreed locations, through shop fitting or alternate models
• Weekly sales tracking on door and item level. Identifying opportunities based on best sellers and new models for the continuity programme
• Monitoring markdown activity and suggesting alternatives to protect brand premium nature and desirability
• Research and target potential accounts
• Discuss and negotiate customer budget plans and find opportunities to meet/exceed them
• Ensure customers are presented both pre and main collections per season
• Presenting the collections to customers with knowledgeable information about style, fabrics, trends and brand direction and strategic plans
• Conduct monthly and seasonal business reviews with customers and feedback internally
• Presenting and proposing 3-5 year business strategies with identified accounts, to include a mutually profitable plan for both parties
• Seasonal meetings to discuss marketing opportunities to support and drive trade
• Regular reviews on continuity requirements, to be fed back to merchandising
• Gain great industry intelligence to feedback internally for design a merchandising.

Internal

• Prepare and present sales budgets for the UK & Eire to both the UK/Eire Sales Manager and Business unit director
• Lead on best practice Account Management
• Monitor and report on customer and competitor activities and propose/initiate/take actions as required
• Accountable for the execution, management and coordination of customer orders, including entry, tracking, order confirmations, reconcile, cancellations and delivery information
• Work closely with operations team to deliver on customer expectations and review as appropriate
• Feedback on both sell in and sell out performance. Working with merchandising and design teams in allowing range to cater for territory account requirements
• Annual review of trade terms and conditions with credit control
• Assist sales team in the showroom set up for new season sales campaign
• Seasonal training sessions in preparation for upcoming sales campaigns, sharing best practice, experience and knowledge as appropriate with sales team

Requirements

• Sales/Account Management experience within a recognised brand ideally with experience in Menswear
• Have a desire to grow a territory, and put your stamp on it.
• Highly personally motivated and driven, with a natural desire to succeed
• Quantitative evidence of previous sales successes.