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Retail Operations Manager

Job Description: 



·        Drive Business across the Distributors in the assigned countries within MENA Region

·        Develop & execute Expansion and Productivity enhancement plans across Retail, Wholesale and E-Commerce Channels to maximize business opportunity. Areas of focus includes:

o       Business Expansion (Blueprint, Channel Mix, Investments, market coverage, penetration etc.)

o       Profitability of each channel & Brand POV (market share etc.)

·        Build and Drive aligned Short and Long Term Business plans through the Distributors

o       Build Robust Partners - drive sustainable business plans and results  thru them

o       Assess and scale their capability. Ensure infrastructure for execution of sustainable results 

·        Drive and Manage the following core process:

o   Operations, Account   planning  & Mgmt., Incentive programs for the market, Business Results(Weekly/Monthly/Quarterly/Annual)

·        Plan and Deliver a well defined annual business plan & KPIs     

Key Metrics:

·         Sell-in (units/revenue)for Each Distributor

·         Accounts receivables (Collection)

·         Gross Margins for the assigned Territory

·         Sell thru and Retail KPIs for each Channel

·         Distributor Infrastructure Development including Number of Stores, People, Investments, etc


Key Responsibilities


1.    Planning  (Annual Financial Plan, Quarterly & Monthly Sales Plan)

  • Gather, analyze data on market, consumers, competitors into intelligence that informs sales planning for the market by Quarter and Month
  • Break down targets by door; Retail, Wholesale & E-Commerce,  along with appropriate product offering /price point that this channel’s structural economics is built on. This includes expansion and new market strategy which is a key component of growth for this channel
  • Analyze Sell thru and inventory data to increase forecast accuracy & drive the S&OP metrics for the market.


2.   Partner Management

  • Execute Retail, Wholesale and E-Commerce capability and SOPs for on boarding, managing  and scaling- as defined by the Geo
  • Drive business plans and ensure appropriate ROIs for the stakeholders
  • Build Distributor Infrastructure to deliver Short term and Long Term Objectives of the Organization (inventory, market activation, Distributor team Capability Development   etc.)
  • Drive penetration and coverage –through appropriate Department Store or Multi-brand key account initiatives


3.       Distribution Hygiene and delivery

  • Set Up & drive uniform processes to manage key stakeholders performance parameters (e.g. resourcing norms, reports productivity, stock holding, serviceability etc.
  • Ensure well-executed Go-To-Market process (Account planning & Mgmt of key partners) 
  • Track monthly performance (off-takes, inventory levels, ROI, productivity) against plan and proactively identify solutions to close performance gaps for the Department Store Channel
  • Execute the Sales GTM process to achieve the required level of service efficiency
  • Drive regional and channel level financial metric clarity on AR, Dilution etc. Drive and deliver Collections
  • Guide/aid development and execution of training / interventions to enhance the key stakeholders sales team competency in product knowledge, selling skills and data accuracy reporting.
  • Install appropriate IT infrastructure  for sales information and decision support
  • Drive incentive program or category push initiatives as appropriate
  • Coach and manage the team’s performance in the management of Key Stakeholders


Direct Reports: Assistant Sales Manager for Dept Stores and Traditional Wholesale, Sales Coordinator


Key Relationships: Merchandising, Marketing, Planning, Logistics, Finance & Brand Environment.


Annual Budget Under His/Her Responsibility: Revenue Plan





List required minimum education, years and type of experience and the competencies (knowledge, skills & abilities) required to perform the job.


Include the complexity of decision making and problem solving.




Minimum Requirements


  • Post Graduate Degree in Business or Marketing



  • Minimum 12-15 years of experience in managing Retail/Distribution. Preferably with last 4-5 years in apparel/retail. 
  • Should have led a region/ large business in a region
  • Should have  managed a P&L of the  channel - have experience in managing large distributors and have exposure to growing their business along with the company’s strategic direction.


Critical Skills

  • Business planning for medium & near term (Financial, Capability Management, Retail KPIs etc.)
  • Strong Planning and attention to detail
  • Ability to manage large partners  and sustain profitable business partnerships
  • Strong Commercial acumen
  • Good business development and negotiation skills - Create win-win solutions for all
  • Strong problem-solving and decision-making
  • Data interpretation and number analysis
  • Ability to deal with multiple partners
  • People Management – ability to lead, coach , manage performance and careers



Dubai, United Arab Emirates,


Jobs in South Africa


No education

Job Category: 


Working Experience: 

12 to 15 years

Contract Type: 

Full Time



Salary Frequency: 


Job Reference #: