Area Business Manager

Job Description: ABM Retail

Job Description

RBM Retail/

RBM Eyewear

ABM Retail

Unique Job Role

Function

Grade

Sales

Reporting to

Date

Watches & accessories/

Jewellery

Business

Job Details

To drive regional sales as per targets of Titan by managing company owned and franchisee store network within the

assigned geographical area together with delivering high quality service to customers

External Interfaces

Internal Interfaces

¢

Key customers

Third Party Service Providers

Franchisee Partners and teams

¢

¢

¢

¢

¢

¢

¢

Regional team

Product and Brand team

IRSG team

VM team

Merchandising team

Support teams

BD teams

Job Requirements

Education

Graduate / Post- Graduate (MBA)

Relevant Experience

Behavioural Skills

5 6 years / 1-2 years in Titan

¢

¢

¢

¢

¢

¢

¢

Customer Centricity

Delivers Results

Interpersonal Effectiveness

Build Effective Teams

Ambiguity tolerance

Nurtures Relationships

Sales/ retail experience

Knowledge

Process Contributions

Process Contribution

Process Outcome

Performance Measure

Sales: Sales planning: Business plan formulation

1. Provide inputs to the RBM to consolidate the potential sales in the

region and develop the annual business targets for the respective

regions

¢ Annual business

plan

¢ Year on Year business

growth

2. Develop and approve the annual business targets of the franchise

partners

3. Develop and seek approval on the manpower optimization

strategies for the retail function

Sales: Evaluation and control: Conducting business performance reviews

1. Monitor the financial performance of company owned and

franchised stores against targets periodically

2. Develop and implement reporting & review mechanisms to track

operational performance and ensure course correction & corrective

action, as appropriate.

¢ Business

performance

review calendar

¢ Percentage of deviation

from target

achievement

Sales: Network Expansion

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1. Study market potential, benchmark the competition in different
   
   cities and create plans for expansion and present the same to seek
   
   approval from the RBM
   
   ¢ Expansion
   
   schedule
   
   ¢ Percentage of market
   
   penetration
   
   ¢ Customer satisfaction
2. Identify and conduct feasibility study on potential properties in the
   
   identified cities with the help of BD team
3. Identify and conduct feasibility study on potential franchisee
   
   partners in the identified markets
   
   score
   
   ¢ Increase in revenue
   
   ¢ New store performance
4. Create the ROI projections for the new upcoming stores and seek
   
   approval from the RBM
5. Create and propose the annual budgetary requirements for new
   
   store profitability
   
   Sales: Retail marketing
6. Create and seek approvals on annual marketing plans, BTL activities
   
   and budgets for regions/ stores
7. Design & develop activity for the retail initiatives in stores and
   
   marketing support in terms of VM updation, gift with purchase
   
   introduction & promotions etc. with expected ROI calculations
8. Create the annual overhead expenses in the region which include
   
   VM fixtures, travel expenses etc.
   
   ¢ Annual retail
   
   marketing
   
   calendar
   
   ¢ Increase in sales
   
   ¢ Increase in customer
   
   satisfaction scores
   
   Sales: Franchisee Management
9. Maintain a constant business relationship with the franchisee and
   
   act as SPOC to resolve operational issues and to maintain store ROI
   
   Sales: Retail Operations: Store Management
   
   ¢ Franchisee satisfaction
   
   score
10. Ensure smooth operations in the store in coordination with all the
    
    relevant stakeholders like the store managers, admin, IRSG, Regional
    
    VM etc.
    
    ¢ Store operating
    
    policy
    
    ¢ Increase in customer
    
    satisfaction score
    
    ¢ Adherence to timelines
11. Coordinate with internal Titan teams (IRSG, HR, Legal etc.) to
    
    operationalize a new store within the agreed timelines
    
    Sales: Retail Operations: Scheme management
12. Design, develop, suggest and seek approvals on region specific
    
    schemes for potential seasonal improvement in sales
    
    ¢ Scheme roll out
    
    ¢ Adherence to timelines
13. Design, develop and roll-out regional schemes during an active
    
    national scheme within the defined budgets after due approvals
    
    Sales: Retail Operations: Feedback management
14. Collate and relay customer feedback to the corporate teams like the ¢ Feedback
    
    ¢ Increase in customer
    
    satisfaction score
    
    merchandising, retail operations etc. to improve customer
    
    mechanism
    
    satisfaction and store ratings
    
    Sales: Retail operations: Incentive management
15. Ensure roll out, compliance and payments of the incentive schemes
    
    to the entire regional staff
    
    ¢ Incentive scheme ¢ Number of cases of
    
    management
    
    non-compliance
    
    Sales: Retail operations: Training and development
16. Ensure new product introduction training to relevant stakeholders in ¢ Annual training
    
    ¢ Effectiveness of training
    
    ¢ Increase in sales
    
    coordination with the HR team
    
    calendar
17. Conduct training need analysis in the stores and nominate staff to
    
    undergo re-training when required
    
    Sales: Retail operations: Recruitment & Selection
18. Provide manpower numbers to the HR teams for the new stores
    
    opened with due approvals from the RBM
    
    ¢ Recruitment
    
    policy
    
    ¢ Quality of new hires
19. Conduct interviews to support selection of company staff and critical
    
    positions of franchisee staff in the region with coordination from the
    
    HR teams
    
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Retail operations: Field sales operations management: Customer complaint resolution

1. Manage the critical customer complaints and ensure quick

resolution by engaging the relevant teams

¢ Complaint

resolution policy

¢ Customer satisfaction

scores

2. Suggest and seek approval from RBM in implementing new

methods for quick service turnaround time

People & Talent Management

1. Drive a culture of diversity, performance and transparency in the

region and ensure the employees in the region are engaged.

2. Mentor and develop staff using a supportive and collaborative

approach.

¢

¢ Employee Engagement

¢ Performance

¢ Diversity & Integration

3. Ensure talent pipeline is created by succession planning for the

critical positions in the region.

4. Set Objectives for Reportees aligned to the organizational

/functional.

5. Liaise with HR on vacant positions.

6. Conduct recruitment interviews for key positions in the region;

Monitor the implementation of the Sales Training Program for the

region.

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