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    Retail Operations Manager - Gurgaon, India - SMA - Strategic Management Alliance

    SMA - Strategic Management Alliance
    SMA - Strategic Management Alliance Gurgaon, India

    1 week ago

    Default job background
    Accounting / Finance
    Description

    Job Title:
    Manager Retail


    Client:
    One of India's leading Services & Infrastructure Conglomerates with interests in Retail, urban infrastructure, services business etc (Commercial Retail Division)


    Reports to:
    Vice President (Commercial Retail)


    Role Summary:
    Responsible for account management and sales maximization from a defined set of retail

    concessionaires at terminal . The set of accounts managed will be at specific terminals/locations (e.g. Retail, Apparel, Food Retail, Leather Accessories etc) at airport premises.

    The role encompasses planning, development & execution of Business Plans in collaboration with business partners and engagement with Internal & External stakeholders


    Salary Range:
    17-20 LPA

    (depending on the competency of the candidate & Industry Standard 15-20% Hike Stipulated)


    KEY ACCOUNTABILITIES


    Role also aligns with Commercial team at in terms of oversight and guidance in the non-aero revenue planning & functioning.

    Sales & Income Generation
    :
    Drive Retail & Services account Topline Sales & Revenue by maximizing Sales & Income through assortment management, Business Partner Management, Effective use of Business Analytics & Insights, Driving consumer experience and Operational Excellence, Implementation of New Initiatives
    Concession Management
    :
    Maximize Revenue contribution by category and brand through an aligned and collaborative approach with business partners (AOP setting, partner business reviews and support, industry and category benchmarking, sub-category level business performance analysis, Pricing, strategic initiatives rollout and execution, zero tolerance initiatives, audits, departmental risk management pertaining to specified accounts etc)

    Revenue Management:
    Monitor and coordinate for receivables from concessions & ensure Contract compliances.

    Revenue Leakage Control:
    Monitor & Control Revenue Leakage at Outlets/ business
    Implement standardized systems and processes to improve efficiencies and enhance customer experience:

    • Implement standardized system and processes to improve operating efficiency, with respect to account management, payments and invoicing, compliances etc
    • Work in collaboration with the operations & other internal departments towards development of systems and processes to improve the overall customer experience
    • Work in collaboration with the Concessionaire partners to ensure the defined revenue targets are achieved.
    Monitor and ensure business objectives are met

    KPI's (Key Performance Indicators)

    Targets vs Actuals:
    Sales, Penetration, ATV, SPP, SPSM, IPSM, IPP

    Concessionaire Satisfaction Index :
    Target v/s Actual

    Airport Survey Quality Index/ Skytax rating:
    Target v/s Actual
    Occupancy % I
    Compliances Management
    No. of complaints
    Adherence of LA terms & conditions

    Daily Sales Outstanding:
    Target v/s Actual

    CA/Audited Certificates:
    Target v/s Actual

    No. of Revenue Leakage instances

    Percentage retention of existing accounts
    Revenue targets – planned vs. achieved.

    DSO
    Internal audit compliances
    ASQ ratings/ Skytrax rating


    EXTERNAL INTERACTIONS

    Concessionaire Brands:
    CEO, Operations Head, Brand Head, Store Head, Chefs
    Bureau of Civil Aviation Security (BCAS)
    Quality/Audit agencies
    Other agencies like CISF, Municipal Corporation etc


    INTERNAL INTERACTIONS
    Terminal Operations Team
    Legal Team
    Finance Team
    Quality Team
    P&E (Project & Engineering), Finishes Team, ARFF Team
    I.T Team
    Security & Landside Team

    Current Financial Dimensions (Interviewer Will ask for similar/growth POA)


    Annual Operating Plan (AOP):

    Sales Retail (T1):
    INR 85 crore (FY24), Rs.385 crore (FY25)

    SPP Retail (T1):
    INR 135 (FY24), Rs.144 (FY25)

    IPP Retail (T1):
    INR 33 (FY24), INR 36 (FY25)

    SPSM Retail (T1):
    INR 70000/sqm/month

    Daily Sales Outstanding (
    DSO): 7 days (FY24, FY25)
    Below Line Improvement Plan (BLIP)

    EDUCATION & EXPERIENCE

    B Sc./BBA/Retail Driven Bachelors (Business/Production Background Is a Must; Analytical Background Highly Appreciated)
    MBA degree is desirable; Post Graduate Degree/ Diploma in Management

    Preferred

    8+ years of TOTAL experience with at least

    4+ years' experience in Retail Operations/ Business development

    with brands/ operators at Regional/ National level.
    Experience of working in Airport environment will be an added advantage.
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