National Sales Manager at Montaigne Place

Job Objectives

• Spearhead strategy development initiatives for the wholesale business, ensuring alignment with the company’s overall corporate strategy.
• Direct and manage the overall wholesale, retail, innovation, and e-commerce business operations.
• Develop and implement sales programs in line with board-approved strategic objectives.
• Actively participate in day-to-day sales management, including regional office visits to drive revenue and expense performance.
• Drive growth and profitability of company-owned retail outlets.
• Formulate and execute retail strategy to achieve overall company objectives.

Duties & Responsibilities
Strategic Leadership:

• Own and drive the overall business goals and revenue objectives for Retail, Wholesale, Innovation, and E-commerce units.
• Develop and implement growth strategies across all sales business units.
• Drive analytics adoption in retail and e-commerce as a competitive advantage.
• Utilize data and market intelligence to forecast sales and set performance targets.
• Oversee Route-to-Market implementation for wholesale and retail operations.

Operational Oversight:

• Direct and supervise Sales Managers (solid reporting line) and other sales personnel (dotted reporting line).
• Assign territories and accounts to Sales Managers and the wholesale sales team.
• Manage negotiations with key customers and resolve major client issues.
• Oversee e-commerce front-end and back-end operational direction.
• Ensure strong collaboration with marketing to increase retail traffic (footfall and digital visibility).
• Oversee assignment and re-assignment of Retail Outlet Managers, ensuring strategic outlet placement.

Financial & Performance Management:

• Full P&L accountability for the Sales function.
• Drive revenue growth and contribution margin targets.
• Monitor sell-in and sell-out performance across channels.
• Ensure operational profitability through cost and margin management.
• Oversee SPIF payouts and trade incentive programs.

Talent & Culture:

• Support recruitment, training, and development of Sales Managers and teams.
• Partner with HR to implement a strategic talent pipeline aligned with retail turnover patterns.
• Instill a strong sales and service culture across all business units.
• Ensure adoption of standard sales methodologies to guarantee a uniform customer experience.

Key Performance Indicators (KPIs)

• Sales Plan vs Actual
• % Overall Revenue Growth
• Net Sales & Sales Volume
• Retail Value Proposition Effectiveness
• Retail Capacity Utilization Rate
• Units per Door per Week
• % Slow Moving & Non-Moving Inventory
• Online Sales Volume & Value vs Total Sales
• % Revenue from New Products
• % Revenue from New Territories
• Market Share Value
• Customer Satisfaction & Retention
• Operational Profit (COGS/Cost of Sales)
• Sell-in & Sell-out Velocity
• Execution of Sales & Marketing Strategy
• Innovation of New Segments & Services.

Minimum Education Qualifications

• Master’s Degree in Business Administration, Marketing, or related fields.

Required Experience:

• 10+ years of progressive, successful sales experience.
• Minimum of 3 years in Sales Management leading a sales force.
• Retail chain management experience (FMCG, CPG, Cosmetics, Health & Personal Care preferred).
• Strong experience in E-commerce operations management.
• Indirect & Channel Sales Management experience (FMCG preferred).
• Experience implementing Route-to-Market strategies.
• Organized Retail (Key Accounts) experience.
• Proficiency with CRM systems and salesforce automation tools.

Required Competencies:

• Strategic Thinking
• Business Acumen
• Results-Driven Leadership
• Performance Management
• Problem Solving & Analytical Skills
• Customer Focus
• Technical & Digital Capability
• Organizational & Planning Skills
• Communication & Negotiation Proficiency
• Team Leadership & Collaboration
• Initiative & Ownership.

Reporting Relationships

• Functionally Reports To: Chief Operating Officer
• Administratively Reports To: Chief Operating Officer
• Supervises: This position leads the entire Retail and Wholesale Sales Units, as well as the Innovation & E-commerce Business Unit, including:
  • Head of Retail Operations
  • Head of Innovation
  • Head of E-commerce
  • Regional Sales Managers
  • Wholesale & Retail Sales Team Members.