Retail Lead (MX) at Samsung Electronics

The job holder is in charge of Samsung retail strategy & operations on visibility so as to ensure sell out of MX products across the East Africa region. Promote cooperation to expand retail sell-out and support Partners/Dealers and Other functions e.g. KAMS, Marketing.

Key Objectives

• Create opportunities to increase sell-through and sell-out by way of anticipating, sensing and executing the activities to be undertaken through retail data analysis.
• Understanding and meeting the retailers concerns using data; and continuously developing methodology for cooperative retailing.
• Conducting regular in-depth review of KPIs (Key Performance Index) to maximise sell-through and sell-out activity.
• Maximise sell-out by managing dealer requirements and closely working with them at store level
• Strengthen profit-base upselling of premium products by optimising SKU (Stock Keeping Unit) for each store
• Minimize faulty products and obsolete inventory through store’s inventory management.
• Set Strategy and guideline for retail managers and field force management. Lead the team to implement those strategies and guideline in accordance with local situation
• Develop content that field force can use for their sell-through and sell-out activities and promotions for enhancement of performance.
• Identify weaknesses, plan and execute training for field force to enhance their capability (optimisation)
• Understand all SEEA market retail strategies so as to support and coordinate the Country heads drive their sell out and sell through.
• Take responsibility of all retail assets ensuring that adherence to company policies and procedures. Ensuring that all teams understand the policies and remain accountable to them

Retail strategy

• Strategy Planning: Participate in the mid and long term retail strategy by understanding all Samsung Markets, market flow and retailer and competitor trends.
• Retail data analysis; Analyze the improvement plans on the potential performance issues of organisation and retailers via retail data analysis.
• Cooperative retail methodology development; Follow the cooperative retail methodology depending on each retailer store's operation standards and provide the methodology to related business organizations.
• Retail KPI (Key Performance Index) management; Document the retail KPI (Key Performance Index) such as sell out, out of stock, unusable stock, new model stores coverage, etc.
• Project management; Plan the timeline for the collaborative tasks for retailers and internal customers e.g. KAMS, Marketing, FSS, RHQ, HQ.

Retailer engagement

• Analyze store performance data to identify low performing KPIs (Key Performance Index) of the retailers and participate in the proposal of collaboration to retailers.
• Maximize sell-outs by working with the dealers on store level.
• To develop and continuously improve the SEEA retail structure and have a winning Picture of Success in POS.

SKU (Stock Keeping Unit) optimization

• Analyze to determine the most suitable products to display in stores based on retail mapping and the performance characteristics of each store.
• Store inventory management; (stock out, obsolete inventory management)] Analyze to determine the most suitable products to display in stores based on retail mapping and the properties of each store.
• Minimize faulty products and obsolete inventory through store's inventory management

Retail Mapping

• Carry out retail mapping to select the stores with the highest growth potential with retailers to achieve the maximum return on investment.
• To develop and manage sell out of MX products in relevant channels and point of sale to ensure attainment of set targets.
• To advise SEEA leadership team on issues that may affect sell out while also advising on interventions that can improve sales.
• To oversee and report on SEEA brand shop performance
• Liaise with partners in regards to distribution and availability of Samsung stocks in POS & POSM Materials.

Field Force Management

• Field force strategy and guideline planning; Plan the field force management strategy in the assigned regions and distribute the guidelines based on the regional retail strategy.
• promotion contents development; Implement the development and sourcing of promotion content (sales talks) and training content/tools for enhancing field force performance capability.
• Training planning and execution; Carry out the comprehensive training plan for field force capability enhancement and its local expansion.
• FSS Optimisation: Identify, discuss and agree clear performance objectives or standards for outsourced partners while monitoring and reviewing their performance to ensure effective performance against the agreed result area.
• Propose improvement plans for field force operation by analysing current SIS (Shop – in – Shop) and ROI (Return On Investment) on the s capability of the field force.

Qualifications and Experience

• Bachelor’s degree in Sales and Marketing or Marketing communication
• 5 years’ experience in Retail and Distribution
• Mid and long term plan execution
• ROI Calculation and analysis
• Documentation skill
• Understanding of retail & sales process
• Understanding inventory management
• System data analysis
• Understanding promotion; product price structure, price reduction & price management
• Understanding store grade management; in store share & store production capacity
• Understanding store clustering; in store product display and consumer segmentation