Retail Manager

4 weeks ago

Gurugram, India SMA - Strategic Management Alliance Full time

Job Title: Manager Retail


Client: One of India's leading Services & Infrastructure Conglomerates with interests in Retail, urban infrastructure, services business etc (Commercial Retail Division)


Reports to: Vice President (Commercial Retail)


Role Summary: Responsible for account management and sales maximization from a defined set of retail concessionaires at terminal. The set of accounts managed will be at specific terminals/locations (e.g. Retail, Apparel, Food Retail, Leather Accessories etc) at airport premises.


The role encompasses planning, development & execution of Business Plans in collaboration with business partners and engagement with Internal & External stakeholders


Salary Range: 17-20 LPA (depending on the competency of the candidate & Industry Standard 15-20% Hike Stipulated)


KEY ACCOUNTABILITIES


  • Role also aligns with Commercial team at in terms of oversight and guidance in the non-aero revenue planning & functioning.
  • Sales & Income Generation : Drive Retail & Services account Topline Sales & Revenue by maximizing Sales & Income through assortment management, Business Partner Management, Effective use of Business Analytics & Insights, Driving consumer experience and Operational Excellence, Implementation of New Initiatives
  • Concession Management : Maximize Revenue contribution by category and brand through an aligned and collaborative approach with business partners (AOP setting, partner business reviews and support, industry and category benchmarking, sub-category level business performance analysis, Pricing, strategic initiatives rollout and execution, zero tolerance initiatives, audits, departmental risk management pertaining to specified accounts etc)
  • Revenue Management: Monitor and coordinate for receivables from concessions & ensure Contract compliances.
  • Revenue Leakage Control: Monitor & Control Revenue Leakage at Outlets/ business
  • Implement standardized systems and processes to improve efficiencies and enhance customer experience:

-Implement standardized system and processes to improve operating efficiency, with respect to account management, payments and invoicing, compliances etc

-Work in collaboration with the operations & other internal departments towards development of systems and processes to improve the overall customer experience

-Work in collaboration with the Concessionaire partners to ensure the defined revenue targets are achieved. Monitor and ensure business objectives are met


KPI's (Key Performance Indicators)


  • Targets vs Actuals: Sales, Penetration, ATV, SPP, SPSM, IPSM, IPP
  • Concessionaire Satisfaction Index : Target v/s Actual
  • Airport Survey Quality Index/ Skytax rating: Target v/s Actual
  • Occupancy % I
  • Compliances Management
  • No. of complaints
  • Adherence of LA terms & conditions
  • Daily Sales Outstanding: Target v/s Actual
  • CA/Audited Certificates: Target v/s Actual


No. of Revenue Leakage instances


  • Percentage retention of existing accounts
  • Revenue targets – planned vs. achieved.
  • DSO
  • Internal audit compliances
  • ASQ ratings/ Skytrax rating


EXTERNAL INTERACTIONS


Concessionaire Brands: CEO, Operations Head, Brand Head, Store Head, Chefs

Bureau of Civil Aviation Security (BCAS)

Quality/Audit agencies

Other agencies like CISF, Municipal Corporation etc


INTERNAL INTERACTIONS


  • Terminal Operations Team
  • Legal Team
  • Finance Team
  • Quality Team
  • P&E (Project & Engineering), Finishes Team, ARFF Team
  • I.T Team
  • Security & Landside Team


Current Financial Dimensions (Interviewer Will ask for similar/growth POA)


  • Annual Operating Plan (AOP):
  • Sales Retail (T1): INR 85 crore (FY24), Rs.385 crore (FY25)
  • SPP Retail (T1): INR 135 (FY24), Rs.144 (FY25)
  • IPP Retail (T1): INR 33 (FY24), INR 36 (FY25)
  • SPSM Retail (T1): INR 70000/sqm/month
  • Daily Sales Outstanding (DSO): 7 days (FY24, FY25)
  • Below Line Improvement Plan (BLIP)


EDUCATION & EXPERIENCE


  • B Sc./BBA/Retail Driven Bachelors (Business/Production Background Is a Must; Analytical Background Highly Appreciated)
  • MBA degree is desirable; Post Graduate Degree/ Diploma in Management


Preferred


  • 8+ years of TOTAL experience with at least 4+ years’ experience in Retail Operations/ Business development with brands/ operators at Regional/ National level.
  • Experience of working in Airport environment will be an added advantage.

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