Sales Manager

MAIN PURPOSE

The Sales Manager (SM) embodies the values of the Maison and excellence of service standards.

The SM remains a key business contributor, leading by example, and participates in developing and supporting the team members (no direct Management) by driving High Jewelry sales performance and contributing to ensuring outstanding client service, coaching and mentoring the sales team while safeguarding our company assets.

As being a front line representative of the Maison, he/she is responsible for supporting the team to maximize the business performance, developing and sharing tools, growing a relevant customer database and converting it into business opportunities and sales transactions.

The Van Cleef and Arpels Sales Manager (SM) contributes to driving one of the key pillars of the Maison, High Jewelry. This position requires a high level of knowledge in Maison’s collections, the clientele, the trends and also the competition. This position will support High Jewelry ambitions of the market through their own individual High Jewelry Sales and working with Boutique managers in the development and coaching of their Sales Associates on their High Jewelry sales and transactions.

Key Responsibilities

Sales management

• Maximize the sales of Maison’s creations (HJ and other lines) by achieving own individual High Jewelry sales targets and by working with the Boutique Managers to support the Team to achieve the overall High Jewelry targets, under Maison and Group guidelines
• Drive personal goal to consistently achieve and/or exceed monthly and annual Sales Target and KPIs including and not limited to Units Per Transaction and Average Basket, under Maison and Group guidelines
• Contribute to Team’s goal to consistently achieve and/or exceed monthly and annual Sales Target, Units Per Transaction and Average Basket KPIs
• Develop potential HJ VIP through different channels (e.g. personal contacts, private banking…)
• Build & maintain the HJ VIP database
• Understand the competitive environment and identify opportunities for commercial development

Clients development (CRM)

On both the individual and team level, the SM will:

• Develop a strong customer relationship and loyalty, propose ideas and action plans in terms of CRM activities
• Explore, create and develop sales leads for himself/herself and the team.
• Expand both professional and personal networks proactively to create potential High Jewelry sales leads and convert them into sales transactions
• Grow his/her own High Jewelry client portfolio and support the Sales Associate to build their High Jewelry client portfolio with a focus on qualitative data to adapt and personalized actions
• Recruit and retain VIP clients and grow the HJ axis for the Maison

High Jewellery Talent Management

• Team up with Boutique Manager to develop and motivate Boutique teams with regards to High Jewelry
• Identify the development areas and training needs on High Jewelry selling techniques, product knowledge, and soft skills to grow the team, and propose action plans to Boutique Managers
• Follow through with Training initiatives identified by the Maison
• Team up with Boutique Managers to create a work environment conducing to hitting sales target
• Facilitate sharing of best practices and success stories
• Consistently develops strategies to improve individual and team members’ high ticket sales performance
• Regularly follow up with boutique sales target through coaching team members and focusing on high ticket sales transactions
• Develop a cohesive, cooperative and harmonious work environment through teambuilding by regular listening and asking for feedback

Service Excellence

• Deliver a consistent and exceptional level of service to increase and retain customer loyalty and experience by exceeding client expectations
• Contribute to capturing meaningful client data for the purposes of connecting with the client, building relationships, and personalizing future client care and development opportunities
• Participate in Maison’s events and product launches, including preparation and follow-up with strategic client attendance and sales results
• Resolve customer issues efficiently, timely and professionally
• Ensure boutique environment & Image are in line with Maison excellence standards: team grooming, VM, tidiness Maison’s Initiatives, procedures, compliance and policies
• Adhere and implement all Maison’s initiatives
• Adhere and enforce all operational policies and procedures
• Understand and comply with Maison’s security and operational procedures