Sales Training Senior Manager

Position

JOB TITLE: Sales Training Senior Manager

COMPANY: Bulgari Japan G.K.

LOCATION: Ginza Tower Office, Tokyo

Job responsibilities

JOB SCOPE:
Responsible for the organization and deployment of regional/local training to client advisors, store managers, and deputy managers of all mono-brand stores in Japan, ensuring to be the point of reference for all training activities and related materials for the geographical area.

 

MAIN ACCOUNTABILITIES:

• Responsible for the deployment of sales training to store managers, sales teams, Wholesales team, and travel retail team on selling skills, including high-end ramp-up selling skills programs, brand, and JWA collections, including High-End products.
• Responsible to engage and develop store managers and teams on commercial training topics, ensuring continuous training to the client advisors and Store Managers on selling skills aspects.
• Develop and follow up on action plans related to Mystery Shopping, Voice of the Client, Net promoter Score, and Voice of the Team CX measurement and insight programs in strong coordination with CMDs, Retail Managers, and Store Managers.
• Support the Store Manager to become an effective team leader able to coach the team towards an excellent client experience.
• Spend time in stores, providing on-the-spot coaching and support to store personnel. Traveling often is required.
• Manage and develop the Sales Training team, conducting regular performance evaluations, providing feedback, and creating development plans and training opportunities to enhance their skills and career growth.
• Accountable for the coordination of training events to be conducted in-class, in-store, and digitally, ensuring the local training organization with the support of the local team.
• Responsible for further cascading deployment and follow-up processes on topics after external consultant roll-out.
• Responsible for defining and inviting the right audience (for all mono-brand stores), the calendar of activities, setting the venue, and all aspects related to the locally executed training programs.
• Participation in the train-the-trainer sessions organized by the corporate training department.
• Responsible for the translation/translation check in the local language and/or proofreading when appropriate.
• Responsible for local adaptation, if needed, of the training content released by corporate.
• Responsible for organizing and delivering the onboarding program as per plan to the new Client Advisors (CAs) and Store Managers (SMs).
• Work with the retail team and Store Managers in identifying and developing in-store ambassadors for watches and accessories by deploying dedicated training plans.
• Collaborate with Local Merchandisers for action plans related to JWA collections, identifying the collections to push based on the assortment allocated in the stores and sharing the calendars.
• Work with the HR Department (Development and Training) for action plans related to Store Managers and sales staff on soft skills training to build a complete development plan.
• Suggest improvements on training tools, assisting store managers/sales force in identifying training needs, and provide feedback to Corporate Training Dept.
• Support the wholesale and travel retail team by delivering brand and watches in-classroom training sessions.

 

Profile

COMPETENCES & MAIN SKILLS:

• Selling and training skills
• On-site retail coaching
• Communication skills
• Observation, feedback, training on the job
• Organization and planning
• Negotiation
• Knowledge of English (mandatory) and Japanese language fluency
• Knowledge of the relevant market (competitors, luxury business)

Additional information

MAIN INTERNAL REFERENTS:

• CMDs/Retail Directors
• Store Managers
• Client Advisors
• Corporate Sales Training Dept.
• Working cross-department with local teams such as CRM, High-End, Omni

MAIN EXTERNAL REFERENTS:

• Consultants
• Local suppliers (e.g., agencies, training event organization, etc.)