Head of Sales

POSITION: HEAD OF SALES

DEPARTMENT: SALES

LOCATION: LONDON

REPORTS TO: GENERAL MANAGER

MISSION

The Head of Sales will drive regional revenue growth, profit & increase Market Share for Givenchy by managing key retail and distribution strategies across the UK. A confident commercial leader who can own the P&L, develop robust sell-in & sell-out strategies, and lead a high-performing account management team.

Job Responsibilities

MAIN RESPONSIBILITIES

STRATEGIC DIRECTION

Agree a 3-year vision and strategy for each retailer partner, outlining the ambitions to improve sales, profit and brand image and the initiatives needed to achieve those ambitions. Coordinate other functions to ensure long-term objectives are aligned. Review progress quarterly to ensure delivery is on track and adapt plans as appropriate.

KPIs: 3-year vision and strategy in place for each retailer. Other functions aligned behind strategies

ANNUAL PLANNING.

Agree and set annual budgets and targets to meet the objectives of the brand strategy. Negotiate commercial terms (eg. rebates, settlement, staffing budgets, FGTT) and retail tactics (eg. trade marketing plan, distribution changes, staffing changes) to support annual budgets. Coordinate other functions to ensure budgets are aligned. Build tailored business plans for each retail partner, ensuring long-term sales growth and brand positioning.

KPIs: Annual budget/plan in place for each retailer. Appropriate investment secured, both internally and externally to meet targets set.

TRADING. Own and manage the P&L for UK retail partners, optimising profitability and driving revenue growth. Monitor trading results on a weekly, monthly and quarterly basis to ensure performance is on track. Develop and deliver proposals to enhance performance ‘in flight’, negotiating additional support as needed. Secure appropriate allocation and sell-in for new launches. Partner with other functions to ensure all retail opportunities are maximised.

KPIs: Achievement of financial targets: retail sales, gross sales, net sales, DSO, stock cover.

P&L MANAGEMENT. Drive the enhancement of the P&L for each retailer, in line with the 3-year strategy. Review spends against budget (eg. staffing, capex) on a quarterly basis, addressing over/under-spends as appropriate to achieve profit targets.

KPIs: Achievement of financial targets: operating profit – remaining agile on investments & any adjustments as necessary

ACCOUNT MANAGEMENT. Act as primary contact for all communications with retailer partners, drive data-driven decision-making, preparing monthly sales reports and business insights to inform leadership discussions. Develop engagement plan to enhance reputation of Givenchy within each retailer and continue to build close working relationships. Coordinate other functions as needed to ensure engagement plan is delivered.

KPIs: Clear trade plan in place for each retailer – focusing in more detail on top accounts. Strong relationships built with retailers & targets achieved

TEAM DEVELOPMENT. Lead and mentor a high-performing account management team, setting clear KPIs and fostering a results-driven culture.. Develop the skills and capabilities of the team at both a group and an individual level and build succession plan for long-term development.

KPIs: Maintain a high-performing team & building succession plan in place for team.

PROJECTS. Lead strategic, cross-functional or multi-brand projects/initiatives to drive business performance, coordinating activity across retailers and functions as required.

KPIs: Successful delivery of projects on time and on budget

Profile

PROFILE

• Graduate level education
• 7+ years’ experience in UK market in Sales (luxury goods or cosmetics experience is an asset)
• Senior Management potential, with strong personal impact
• Personal affinity with Givenchy
• International / cross functional experience an asset but not essential
• Good understanding of and appreciation for the luxury goods industry Key Leadership / Managerial skills: Business planning: Constructs a compelling 3-year strategy and translates it into concrete annual plans P&L management: Fully understands and interprets a P&L statement, identifying risks and opportunities; is focused on driving bottom-line growth Negotiation: Uses both hard and soft negotiation techniques to secure win-win results; aims for win-win solutions in all negotiations Influencing & stakeholder management: Articulate and able to adapt personal style to influence others better Analytical skills: Compiles and interprets financial, market and category information, translating insights into action plans;