Role Purpose

As DORINA Sales Manager for APAC (excl. Tmall) your role is to

1. Deliver the top & bottom line WS commitment for your region
   • Making your business profitable & scalable focusing on E-com
   • Focusing on DORINA KPI and strategic conquests
2. Elevate and strengthening the positioning of the brand through the right partner (SOUQ, Namshi, Zalora and other market places)
3. Understand the pulse and trends in your region
4. Be the brand ambassador and expert in your region embracing DORINA culture, values & competencies

Reporting directly to Head of Global Sales and working closely with management team in HQ Hong Kong

Job Responsibilities

Business / Strategy

-           Be a strategic business partner to HK Hub and to all business units within DORINA

-           Secure achievements of set KPI’s

-           Define, lead, coordinate and drive in your region DORINA repositioning based on Brand strategy

-           Work closely with DORINA Head of Global Sales

-           Lead, coordinate and drive the sales activities in your region focusing on the DORINA defined 3 conquest: E-com, Swim and MODE, developing sales Conquests strategies to elevate the Brand, to gain visibility and market share

-           Full responsibility for the management and delivery of P&L of all ME & APAC clients. Determining and manage sales budget, sales forecasts and expenses

-           Full responsibility for managing P U R E forecasts in your Region, reaching at least 90% of accuracy

-           Manage WS Budgeting and sales forecasting to achieve sales target, maximize sales potential and strengthening of DORINA’s brand positioning

-           Monitor, analyze market trends, evaluate competitive challenge, and identify opportunities for growth.

-           Involve necessarily WS Creative team on marketing and social media activities. 

-           Involve necessarily P U R E team in optimizing inventory; cleaning obsoletes mitigating at the most P&L negative impacts.

-           Ensure compliance with local regulatory, tax, audit, reporting requirement.

-           Conduct competitor survey in the local market, provide economic/ business update each Quarter.

-           Manage and optimize appropriate support structure for your region, based on number of clients, sales performance and expansion target.

-           Implement the DORINA change management and lead by example. Executing DORINA Handbook and DORINA Etiquette 

Client Management

-           Full responsibility for each clients P&L to ensure non dilutive or non compliant accounts 

-           Identify & review strategic partners based on DORINA criteria

-           Manage and optimize the client base focusing on compliancy + top and bottom lines

-           Negotiate prices based on RRP and set discount factor.

-           Negotiate best possible terms & conditions aligned with DORINA WS purification project

-           Strategically plan and execute the road to market for new & existing clients based on brand strategy sharing Collections presentation deck to each of your clients

-           Strategize client meeting based on your client cluster: E-tailer, retailer, distributor or stock buyer

-           Optimize clients buying by closely monitoring weekly sales reports, buying patterns and market trends.

Requirements:

Education level / Professional Qualification

-           University degree or above in related discipline

Experience

-           At least 10 years experience in similar positions in the APAC region within a multinational Fashion or Intimates wholesale or retail (Minimum 3 years experience from Wholesale)

-           Experience working in the Middle East region and working with high profile E-tailer are your advantage

-           E-commerce experience is highly valued

-           Proven successful track record in senior Sales Manager roles

-           Experience in working strategically on a regional level with sales and profitability

-           Preferable to have product experience within Fashion, lingerie and/or swim

Personal characteristics & Skills required

-           Entrepreneurship spirit

-           Strong business acumen with strategic yet practical mindset

-           Self-starter, independent, highly motivated, driven, positive with a can-do attitude

-           Strong at execution and able to handle multi-task and work under dynamic environment

-           Problem solving and analytical skills to interpret sales performance and market trend information

-           A true team player being open, flexible and receptive towards changes

-           Great passion for sales and interaction with other people

-           Excellent spoken and written communication

-           Excellent presentation and negotiation skills

-           Strong computer skills including excel, PowerPoint etc.

Language ability

-           Excellent in command of written and spoken English

-           Speaking Arabic is preferable but not a must.

-           Mandarin / Cantonese is preferable but not a must.

Others

-           Based in Hong Kong

-           Travel is required