Retail Lead

Retail Lead: Mobile (MX) Division

Job Overview

The job holder is in charge of Samsung retail strategy & operations on visibility so as to ensure sell out of MX products across the East Africa region.

Promote cooperation to expand retail sell-out and support Partners/Dealers and Other functions e.g. KAMS, Marketing.

Key Objectives

1. Create opportunities to increase sell-through and sell-out by way of anticipating, sensing and executing the activities to be undertaken through retail data analysis.
2. Understanding and meeting the retailers concerns using data; and continuously developing methodology for cooperative retailing.
3. Conducting regular in-depth review of KPIs (Key Performance Index) to maximise sell-through and sell-out activity.
4. Maximise sell-out by managing dealer requirements and closely working with them at store level
5. Strengthen profit-base upselling of premium products by optimising SKU (Stock Keeping Unit) for each store
6. Minimize faulty products and obsolete inventory through store's inventory management.
7. Set Strategy and guideline for retail managers and field force management. Lead the team to implement those strategies and guideline in accordance with local situation
8. Develop content that field force can use for their sell-through and sell-out activities and promotions for enhancement of performance.
9. Identify weaknesses, plan and execute training for field force to enhance their capability (optimisation)
10. Understand all SEEA market retail strategies so as to support and coordinate the Country heads drive their sell out and sell through.
11. Take responsibility of all retail assets ensuring that adherence to company policies and procedures. Ensuring that all teams understand the policies and remain accountable to them

Retail strategy

• Strategy Planning: Participate in the mid and long term retail strategy by understanding all Samsung Markets, market flow and retailer and competitor trends.
• Retail data analysis; Analyze the improvement plans on the potential performance issues of organisation and retailers via retail data analysis.
• Cooperative retail methodology development; Follow the cooperative retail methodology depending on each retailer store's operation standards and provide the methodology to related business organizations.
• Retail KPI (Key Performance Index) management; Document the retail KPI (Key Performance Index) such as sell out, out of stock, unusable stock, new model stores coverage, etc.
• Project management; Plan the timeline for the collaborative tasks for retailers and internal customers e.g. KAMS, Marketing, FSS, RHQ, HQ.

Retailer engagement

• Analyze store performance data to identify low performing KPIs (Key Performance Index) of the retailers and participate in the proposal of collaboration to retailers.
• Maximize sell-outs by working with the dealers on store level.
• To develop and continuously improve the SEEA retail structure and have a winning Picture of Success in POS.

SKU (Stock Keeping Unit) optimization

• Analyze to determine the most suitable products to display in stores based on retail mapping and the performance characteristics of each store.
• Store inventory management; (stock out, obsolete inventory management)] Analyze to determine the most suitable products to display in stores based on retail mapping and the properties of each store.
• Minimize faulty products and obsolete inventory through store's inventory management

Retail Mapping

• Carry out retail mapping to select the stores with the highest growth potential with retailers to achieve the maximum return on investment.
• To develop and manage sell out of MX products in relevant channels and point of sale to ensure attainment of set targets.
• To advise SEEA leadership team on issues that may affect sell out while also advising on interventions that can improve sales.
• To oversee and report on SEEA brand shop performance
• Liaise with partners in regards to distribution and availability of Samsung stocks in POS & POSM Materials.

Field Force Management

• Field force strategy and guideline planning; Plan the field force management strategy in the assigned regions and distribute the guidelines based on the regional retail strategy.
• promotion contents development; Implement the development and sourcing of promotion content (sales talks) and training content/tools for enhancing field force performance capability.
• Training planning and execution; Carry out the comprehensive training plan for field force capability enhancement and its local expansion.
• FSS Optimisation: Identify, discuss and agree clear performance objectives or standards for outsourced partners while monitoring and reviewing their performance to ensure effective performance against the agreed result area.
• Propose improvement plans for field force operation by analysing current SIS (Shop – in – Shop) and ROI (Return On Investment) on the s capability of the field force.

Qualifications and Experience

• Bachelor's degree in Sales and Marketing or Marketing communication
• 5 years' experience in Retail and Distribution
• Mid and long term plan execution
• ROI Calculation and analysis
• Documentation skill
• Understanding of retail & sales process
• Understanding inventory management
• System data analysis
• Understanding promotion; product price structure, price reduction & price management
• Understanding store grade management; in store share & store production capacity
• Understanding store clustering; in store product display and consumer segmentation

Personal Attributes

• Drive for Results- Leader of a function
• Creative intelligence- Leader of a function
• Navigating organizations- Leader of a function
• Building Best teams- Leader of a function
• Inspiring others- Leader of a function