Retail Manager, North China

Job Purpose

We are building a retail management team to form strategic partnerships with key retailers/accounts in the local market, ensuring the DCP business is fully commercializing both the category strategies and franchise intellectual property within China retail market whilst also identifying white space growth opportunities. 
This role will collaborate with and influence retailers, licensees, TWDC internal stakeholders to ensure optimal execution of retail strategies/programs and deliver AOP target of the assigned channels.

 
Key Responsibilities

I.    Development of assigned retailer strategies and growth plan
    Leads the development of assigned retailer strategies and priority through an in-depth understanding of the key account needs, and drive execution of franchise/category strategies in retail environments
    Achieve business goals & objectives, with maximizing the long-term health of the key retailers and maintaining differentiation and uniqueness 
    Develop retailer roadmaps with category team, and align licensee product line/exclusivity
    Formulate retailer growth plan and incremental programs

II.    Account for retailer financial achievement and resources management
    Fully accountable for assigned retailer financial goals and delivery of the account strategy
    Responsible for retail investment budgeting, decision-making, tracking and reconciliation in partnership w/ Marketing & Category team and Finance

III.    Develop retailer relationship, identify business opportunity
    Develops best-in-class relationships with retailer (buyers, planners, and other functions across multiple departments) and key licensees in order to partner to drive Disney business and achieve financial growth targets across the portfolio
    Where appropriate, create joint business plans with retailers to track success
    Identify category and brand gaps at assigned retailers and partner with Category and Marketing team to assess opportunity and establish business plan
    Create scalable and innovative marketing programs and trade calendar, based on category AOP and marketing plan combined with account strategies and retail moments
    Partner with Creative for (or request bespoke) assets in order to secure promotional activity, retailer assets (digital & physical), and licensee participation/placement

IV.    Retail programs pitch, execution and support licensee sell-in
    Secure & execute programs to achieve AOP and deliver on account plans/strategies
    Pitch retailers with tentpole, evergreen and own-able program as well as multi-year strategic plan presentations to improve our sell in position
    Maximize sale thru to allow for incremental and sustained sell in
    Drive process / timing & action across internal teams & with licensees against programs
    Work with retailer, licensee, category and creative teams, to secure brand excellence in retailer space both in store and on digital
    Program and initiative recaps and learning/finding sharing

V.    Internal collaboration & communication
    Performs weekly analysis of retailer business, assess opportunities and risks, and pivots to provide recommendations/gap analysis to drive future opportunities
    Effectively communicate retailer/channel needs, program execution learnings to inform internal strategic decision-making regarding product, trends, creative
    Cultivate and leverage productive relationships and collaboration across departments internally and externally to drive commercial opportunities

 
Working Relationships

    Internal
- All DCP Licensing team members
- Key stakeholders in Category, Marketing, PD, Creative, Finance, etc.
    External
- Retailers and Business Partners
- Key licensees and distributors

Requirements

Education:
    Graduate of a top Chinese or overseas university, preferably with a major in Business, Trading

Experience:
    5 Experience in MNC sales roles (required)
    Minimum 6 years of experience in key account (retailer) / channel management with exposure to business development in China
    Consumer Industry background

Core Skills:
    Proven record in building and maintaining multi-dimensional working relationships with retailers
    Experience in marketing program strategy, planning and operations, compelling storyteller/presenter to large groups & executives
    Ability to think pragmatically, work collaboratively and solve problem with accounts
    Project management skills and ability to multi-task, prioritize, and work in a fast-paced environment
    Capable of working independently and ability to drive executions
    Excellent interpersonal, communication, relationship building skills
    Excellent teamwork capabilities
    Working effectively with people from various backgrounds and levels