Commercial Manager

Commercial Manager

OBJECTIVES

1. Deliver and exceed regional sell-out targets through disciplined channel management of boutiques and retail partners.

2. Ensure consistent Panerai retail excellence in client experience, visual merchandising and service standards across every point of sale.

3. Build and leverage strong wholesale relationships to expand distribution, optimize sell-through, and grow market share.

4. Leveraging KPIs, mystery shopping, and sell-out data to identify gaps, coach teams, and implement corrective action with speed.

5. Ensure commercial discipline in forecasting, assortment planning, stock health, and reporting to support HQ decision-making.

KEY RESPONSIBILITIES

• Retail Management: Panerai Boutiques

• Own boutique performance end-to-end: set, track, and exceed monthly/quarterly sales and KPI targets; intervene decisively when performance deviates.

• Drive boutique operational excellence in partnership with Boutique Management; ensure full implementation of policies, procedures, and retail tools.

• Institutionalize a performance culture through structured routines: KPIs, 1-to-1 touchbases, floor coaching, and action plans derived from retail dashboards.

• Review boutique KPIs monthly with Boutique Management to identify training and coaching needs; work with Training to close gaps.

• Oversee Mystery Shopping program; coach teams on results and drive measurable year-on-year improvement in client experience.

• Review and validate boutique commission plans monthly to ensure alignment with KPIs; verify accuracy of Boutique Managers' submissions before processing.

• Support in-store clienteling activations, events, and engagement initiatives to drive traffic, client recruitment, and repeat purchase.

• Wholesale Management: Retail Partners

• Own the wholesale retail partner sales performance, sell-in targets, and sell-out objectives by partner and point of sale.

• Build and maintain senior-level relationships, conduct regular business reviews using performance data to agree clear and timely action plans.

• Drive network development: identify, evaluate, and onboard new retail partners; rationalize underperforming doors to ensure a healthy, productive distribution network.

• Lead assortment planning and sell-through management per partner: Top 20, Model Stock, MATCH, and ICON references, aligned to market trends and partner profile.

• Optimize partner stock health: monitor aged inventory, model stock accuracy, and replenishment; initiate stock transfers, product pushes, and booster actions to maximize sell-through.

• Manage the partner ordering process end-to-end, ensuring timely order placement, allocation execution, and alignment with product launch calendars.

• Ensure 100% PamGuard registration compliance across all partner POS; support partners with best practices and follow-through. Same day sales declaration

• Enforce retailization standards at partners: VM guidelines, brand visibility, in-store presence, and consistent execution of commercial directives.

• Anticipate and proactively manage business downturns through negotiation of support measures, and propose recovery plans to keep the business on track.

• Retail Performance Excellence

• Strive for operational excellence within SEAO boutiques, proactively working with the boutique management to improve professionalism and identify any room for improvement

• Analyse current network performance and propose strategies to ensure an efficient and consistent action plan across SEAO boutiques.

• Review boutique KPIs regularly with the Management for training / coaching needs

• Propose action plans from retail dashboards results to improve sales and KPI performance.

• Coordinate communication across retail teams to implement consistent operational tools: retail guide book, rosters, uniform, clienteling app, etc.

• Support regional consolidation of reports to HQ

• Deliver accurate sales forecasts, sell-in/sell-out plans, and monthly reporting (sales, inventory, retailisation progress) to the Commercial Director and HQ.

• Analyze market trends, competitor activity, and sell-out data to inform agile commercial strategy and identify growth opportunities.

• Continuously refine commercial processes and tools to drive efficiency, speed of execution, and competitive advantage.

• Partner with SEA Marketing to align commercial objectives with brand visibility, local activations, and product launches.

• Collaborate with VM to maintain boutique and partner standards; ensure all initiatives are commercially aligned and executed on time.

Requirements

• Bachelor's degree or equivalent in Business, Marketing, or a related field
• Minimum 5–10 years of relevant experience in sales, commercial or account management roles, with proven management of both Retail & Wholesale networks; exposure to the luxury or watch industry is preferred
• Demonstrated track record of delivering sell-out growth in Retail and managing complex distributor/retailer relationships.
• Strong analytical thinking with solid planning and organizational skills to manage complex commercial operations
• Demonstrate ability to understand and align with strategic directives from senior management
• Highly proactive with a proven track record of initiating and executing impactful action plans to drive business performance
• Strong stakeholder management skills with the ability to influence and collaborate effectively across internal teams and external partners
• Able to work independently and collaboratively in a dynamic, fast-paced environment
• Technically proficient in Microsoft Office Suite (Excel, PowerPoint, Word)
• Proactive, resilient, and target-driven; thrives under pressure and tight deadlines.
• Responsive, reliable, and disciplined with strong time management
• Strong communication skills
• Positive, solution-oriented mindset with strong ethics and professionalism