Commercial Director - Southeast Asia

With a clear focus on technology and development, the Swiss watch manufacturer IWC Schaffhausen has been producing timepieces of lasting value since 1868. The company has gained an international reputation based on a passion for innovative solutions and technical ingenuity. One of the world’s leading brands in the luxury watch segment, IWC crafts masterpieces of haute horlogerie at their finest, combining supreme precision with exclusive design. As an ecologically and socially responsible company, IWC is committed to sustainable production, supports institutions around the globe in their work with children and young people, and maintains partnerships with organizations dedicated to climate and environmental protection.

Main Purpose:

Reporting to the Managing Director SEAO and being Executive Committee member in the region, the Commercial Director is responsible for the omnichannel sales and distribution for the Maison in the region; he or she oversees and develops both internal and external network performance and profitability in line with Maison’s strategy and identity.

This role requires a strategic leader with focus on sales generation, partner relationship management, commercial strategy & performance and team development.

Key Responsibilities:

Commercial Strategy & Performance

• Sales and revenue growth: define the commercial strategy and be accountable for meeting sales targets (maximizing omnichannel performance)
• Maximize the performance of IWC collections including novelties & High End
• Support the development of internal & external boutique network in the region by establishing clear development roadmaps (transformation aiming for a constant brand uplift)
• Partner management: manage key accounts & their network, foster relationships, optimize locations and representation across the region
• Define roadmaps to drive the performance of our Watch specialists multi-brand network performance and continue to strengthen partnership with our retailers
• Actively contribute to a long-term business plan and yearly strategic plan
• Collaborate closely with HQ on strategic initiatives that contribute to the brand equity development of the region
• Reporting: provides weekly and monthly estimates to Managing Director and other stakeholders
• Provide market insights on IWC’s business as well as on competition and trends
• Collaborate closely with the Marketing Director on event format/schedules to drive & support the commercial performance
• P&L ownership of the commercial department

Planning And Product

• Collaborate with Operations Director on sales forecasting, analyzing deliveries, allocations and wish list
• Collaborate with Operations Director on merchandising and forecasting ownership and improvements

Retail Excellence:

• Define key strategies in retail and client-centric environment
• Develop and deploy measurable and impactful KPIs and define a strategy and action plans to motivate and lead retail teams with clear directions based on the goals and long-term vision

Team Management & Talent Development

• Inspire, coach and manage team members to create a passionate environment
• Develop hand-in-hand with HR career paths to grow our commercial & retail talents
• Nurture the retail culture and diffuses a strong retail mindset in the region
• Foster new ideas that bring added value by providing cohesive and entrepreneurial environment
• Act as ambassador of the maison for partners, customers and commercial teams

Requirements

• Strong experience in Sales/Retail Management
• Deep understanding of sales/retail performance and levers that drive the business
• Entrepreneurial thinking, natural leader with a strong empathetic and energetic communication style
• Strong analytical and organization skills
• Strong team working and project management skills combined with ability to work as part of a cross functional team
• Experience in working transversally with all key functions in markets & HQ
• Ability to work strategically and collaboratively across departments
• High level of integrity and dependability with a strong sense of urgency and results-orientation, with a track record for delivering to plan
• Flexibility to adapt quickly to changing circumstances; able to proactively question and challenge to prioritize and identify solutions in timely manner
• Clear thinker with outstanding numeric ability supported by a rounded commercial awareness