abm_ irth

Job Description: ABM Retail

Job Description

Unique Job Role

ABM Retail

Function

Sales

Reporting to

RBM Retail

Business

Watches & Wearables

Grade

Band 5

Date

-

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 InterfacesInternal 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

5 – 6 years / 1-2 years in Titan

Behavioural Skills

Customer Centricity Delivers Results Interpersonal Effectiveness Build Effective Teams Ambiguity tolerance Nurtures Relationships

Knowledge

Sales/ retail experience

Process Contributions

Process Contribution

Process Outcome

Performance Measure

Sales: Sales planning: Business plan formulation

Provide inputs to the RBM to consolidate the potential sales in the region and develop the annual business targets for the respective regions Develop and approve the annual business targets of the franchise partners Develop and seek approval on the manpower optimization strategies for the retail function

Annual business plan

Year on Year business growth

Sales: Evaluation and control: Conducting business performance reviews

Monitor the financial performance of company owned and franchised stores against targets periodically 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

Study market potential, benchmark the competition in different cities and create plans for expansion and present the same to seek approval from the RBM Identify and conduct feasibility study on potential properties in the identified cities with the help of BD team Identify and conduct feasibility study on potential franchisee partners in the identified markets Create the ROI projections for the new upcoming stores and seek approval from the RBM Create and propose the annual budgetary requirements for new store profitability

Expansion schedule

Percentage of market penetration Customer satisfaction score Increase in revenue New store performance

Sales: Retail marketing

Create and seek approvals on annual marketing plans, BTL activities and budgets for regions/ stores 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 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

Maintain a constant business relationship with the franchisee and act as SPOC to resolve operational issues and to maintain store ROI

Franchisee satisfaction score

Sales: Retail Operations: Store Management

Ensure smooth operations in the store in coordination with all the relevant stakeholders like the store managers, admin, IRSG, Regional VM etc. Coordinate with internal Titan teams (IRSG, HR, Legal etc.) to operationalize a new store within the agreed timelines

Store operating policy

Increase in customer satisfaction score Adherence to timelines

Sales: Retail Operations: Scheme management

Design, develop, suggest and seek approvals on region specific schemes for potential seasonal improvement in sales Design, develop and roll-out regional schemes during an active national scheme within the defined budgets after due approvals

Scheme roll out

Adherence to timelines

Sales: Retail Operations: Feedback management

Collate and relay customer feedback to the corporate teams like the merchandising, retail operations etc. to improve customer satisfaction and store ratings

Feedback mechanism

Increase in customer satisfaction score

Sales: Retail operations: Incentive management

Ensure roll out, compliance and payments of the incentive schemes to the entire regional staff

Incentive scheme management

Number of cases of non-compliance

Sales: Retail operations: Training and development

Ensure new product introduction training to relevant stakeholders in coordination with the HR team Conduct training need analysis in the stores and nominate staff to undergo re-training when required

Annual training calendar

Effectiveness of training Increase in sales

Sales: Retail operations: Recruitment & Selection

Provide manpower numbers to the HR teams for the new stores opened with due approvals from the RBM Conduct interviews to support selection of company staff and critical positions of franchisee staff in the region with coordination from the HR teams

Recruitment policy

Quality of new hires

Retail operations: Field sales operations management: Customer complaint resolution

Manage the critical customer complaints and ensure quick resolution by engaging the relevant teams Suggest and seek approval from RBM in implementing new methods for quick service turnaround time

Complaint resolution policy

Customer satisfaction scores

People & Talent Management

Drive a culture of diversity, performance and transparency in the region and ensure the employees in the region are engaged. Mentor and develop staff using a supportive and collaborative approach. Ensure talent pipeline is created by succession planning for the critical positions in the region. Set Objectives for Reportees aligned to the organizational /functional. Liaise with HR on vacant positions. Conduct recruitment interviews for key positions in the region; Monitor the implementation of the Sales Training Program for the region.

Employee Engagement Performance Diversity & Integration