Senior Merchandising Manager
M. H. Alshaya Company
Total years of experience :28 years, 9 Months
• Management of 15 stores country wide with a turnover of EUR20+ million.
• Successful in consistent delivery of sales targets while reducing OPEX by 12.6% and PROPERTY expenses by 26.1% over 5 years.
• Driving implementation of sales and customer strategies to deliver predefined retail KPIs including increases in: customer base by 5.3%, ticket count by 6.6% and 0.8 additional units per transaction (UPT)
• Successful in achieving in-season stock management KPI objectives of stock balancing with 5.5 months cover, reducing Obsolescence by 52% and maintaining average markdown at 26%.
• Reduced seasonal markdowns by 8% percentage points by reengineering buying function, initial stock allocation and on time bi-monthly stock consolidation.
• Achieved EUR2.6 million cash savings through FOB price reductions, Import Tax savings and cash backs from principle (last 2 years). Also, negotiated permanent FOB price reductions of EUR2.2 million annually (at current purchasing volumes).
• Launched M&S Thailand Ecommerce sites on Central.co.th, Looksi.co.th (x-Zalora) and JD.co.th (Joint Venture between Central and JD.com). Collaborating actively in the Omni-Channel initiatives of the Group.
• Reporting to the CEO of Central Department Stores (biggest retailer in Thailand) and lead a team of 18 HO and 120 store staff.
• Full P&L responsibility, and accountability in developing, implementing and updating strategies and plans for achieving business objectives of sales, revenue, profit, market share and sustainable growth in the country.
• Manage growth and expansion of M&S across the country
• Formulate and finalize the annual business plan along with associated sales and operating budgets
• Define key retail performance metrics, establish measurable targets and monitor execution of sales strategies and plans to deliver all KPI metrics as per Central Group requirements
• Formulate and implement in-season stock management strategies to achieve objectives of stock balancing, markdown optimization, improve stock-to-sales ratio and minimize stock obsolescence.
• Own the customer database of The 1 Card (the Central Group’s retail loyalty program) and drive initiatives including customer value management (CVM) activities
• Cooperate with DC and Supply Chain operations assuring optimum stock levels, on time delivery to stores and efficient management of reverse logistics.
• Work closely with support functions of Central Group including Finance, Marketing, Operations, Merchandising, VM, Learning & Development and IT facilitating smooth, cohesive and flawless retail operations.
• Reported to the CEO of Al Hokair Group initially and the CEO of CIS&Europe after 1 year. Recruited and led a senior team in building and managing franchise retail operations in Georgia for Inditex (Zara, Bershka, Massimo Dutti, P&B, Oysho), Gap, Banana Republic, Aldo, New Look, Blanco, Cortefiel, LaSenza, Superdry, Promod, M&S, F&F, US Polo, Arcadia Group (Top Shop-Top Man, Wallis, Miss Shelfridge)
• Assisted the CEO of CIS&Europe in building and managing the CIS region - Georgia, Kazakhstan, Armenia and Azerbaijan.
• Build and managed operations of 45 stores in Georgia (14.5K sq.m.) with a business turnover of EUR 55 million in year 1.
Key Responsibilities - Pre-Operational Phase:
• Registration of business entities in Georgia with full signatory rights
• Negotiated and signed all real estate locations for stores and office space
• Interviewed and hired country management team
• Set up Distribution Center and Supply Chain capabilities
• Negotiated with brands for securing their presence in Georgia
• Negotiated construction budgets and Supervised all construction projects
• Delivered all construction projects within the predefined timelines and budgets
Key Responsibilities -Operational Phase:
• Developed annual business plans for the brands and supervised execution across the retail operations to deliver predefined sales, margins, profitability and growth objectives.
• Controlled all financial aspects of the company including Cash Flow.
• Conducted monthly P&L reviews with brand managers to analyze profitability, identify variances and devise strategic plans for improving profits (EBIT).
• Worked in proactive collaboration with brand and merchandize teams, scheduling weekly store visits for all brand and visual merchandizing teams to provide guidance to store managements on complying with agreed protocols and optimize business performance.
• Tracked brand developments in the home market and recommended up-to-date, cost-effective action plans to drive up brand identify and equity.
• Implemented processes with clear communication of responsibilities to individuals across all levels and monitored performance to deliver weekly/monthly sales budgets and achieve retail KPI metrics.
• Coordinated with managements of stores across the region ensuring maximization of space utilization recommending changes based on sales/seasonal history and guided merchandize managers on range profile, allocation, depth and width.
• Liaised with brand principals for periodic performance reviews.
• Coordinated with brand managers and merchandising teams to implement promotional activities and motivated store teams in efficient execution to achieve sales and revenue targets.
• Coached brand managers in effective planning and management of their stock packages - stock/intake requirements, range build and buying process - to maximize sales with zero missed opportunities.
• Managed commercial operations (wholesale, retail and franchise) of €14 million turnover. Full P&L responsibility for stores and wholesale operations. Developed annual business plans for the brands and supervised execution across all operations to deliver predefined sales, margins, profitability and growth objectives
• Supervised a retail network of 35 standalone stores and 5 shop-in-shop (in major Greek department stores).
• Managed a wholesale network of +120 customers in Greece and Cyprus cooperating with 3 wholesale agents and assisting in showroom presentations and sales.
• Managed and supported 8 franchisees in Greece, Cyprus and the Balkans.
• Traveled frequently to trade shows to keep up with latest trends, acquire new brands and participated in our partners’ brand presentations.
• Set-up and managed the retail operations in the Greek market with store P&L responsibility. Opened seven new stores (to the existing 4) of size ranging from 350 to 700 sqm and increased sales volume from EUR2.5 million to EUR7 million within a year.
• Managed sales operations for franchising partners in Southern Europe, Balkans, Middle East and North Africa. Managed the opening of a new store in Kuwait.
• Responsible for recruitment of staff, initial training, Succession planning, identification of training needs, mid year and year-end reviews.
• Identified & evaluated preferred sites. Managed shop openings.
• Selected assortment and prepared merchandise planning per type of store.
• Managed Nautica and Timberland (only underlined countries) retail operations in: Italy, Turkey, Cyprus, Romania, Bulgaria, Hungary, Czech Republic, Poland, Estonia. Operated a total of 46 retail shops with size ranging from 100 to 600 sqm and Reported directly to company CEO.
• Full P&L responsibility for every country of operation, delivering EUR24 million turnover increasing sales from EUR9 million.
• Restructured an ill-conceived organization structure and optimized cross-country support which included the selling of the Bulgarian operations to a local company.
• Managed 200 personnel at all levels (country managers, shop managers, staff).
• Managed relationships with 3rd Party providers (Financial, accounting, logistics, and real estate).
• Opened 23 new Nautica stores and 5 new Timberland stores.
• Prepared company business plans and budgets and designed the strategic brand development in the markets.
• Responsible for weekly and monthly reporting and analysis of results. Analyzed profitability at both store and local company level.
• Developed the retail organization in each country, including recruitment, initial training, succession planning and identification of training needs, mid-year and year-end reviews.
• Prepared the space strategy for stores in cooperation with store managers. Created assortment-planning process in coordination with Buying and Brand Management Departments. Managed marketing activities (ATL, BTL, PR Support).
• Performed market and competition analysis on various Greek Market Sectors that the NKS group was considering in entering.
• Responsible for Setting Up a new legal entity in Greece (FashionLink S.A.).
• Negotiated with principals for agency and franchise representation in Greece and Cyprus. Closed deals with ADAMS UK, The SAK USA, SWEAR London, Armand Basi Spain and various lingerie companies from Italy. Responsible for all communications and negotiations with Principals.
• Build and Managed the retail organization in the country, which included Recruitment, Initial Training, Succession planning, identification of training needs, mid-year and year-end reviews. Also Managed the wholesale structure of the company with 4 sales people and +60 wholesale customers.
• Opened 5 Adams stores, 2 The SAK stores and two multibrand stores (sizes 150 to 600 sq.m.) and 5 shop-in-shop concessions in department stores.
• Responsible for budget preparation and control. Analyzed profitability at both store and company level. Created weekly and monthly reporting and analysis of results to provide input and feedback to MD and HQ in Cyprus.
• Drove space strategy and conducted Space Management and Planning for Stores and Shop-in-Shops, including sales and profitability targets. Developed season space plans and ensured strategy maintenance. Drove assortment-planning process in coordination with Principal companies.
• Led Retail Marketing of Stores and Shop-in-shops. Drove and executed Store Opening campaigns, press communication, in-store support.
• Selection and Ordering of Merchandise plus merchandising.
• Participated or managed large consulting projects (mainly Business Strategy Formulation, Business Planning and Reengineering) in retail, banking, pharmaceuticals and manufacturing industries.
• Received a Train-the-Trainer certification for Reengineering Methodologies from Deloitte Europe in Brussels.