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Retail Manager

1 month ago

gurgaon, 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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