Dezeen Jobs

Indian Ocean is seeking a business development manager to join its team in London.

Job purpose

Full responsibility for the development of appointed brand/s in relevant market/s, achieving sales and margin targets while ensuring a balanced approach to distribution across markets, channels and retailer type.

Key responsibilities

Strategy:

• develop and implement an annual strategy to ensure the continued development of your Brand/s in relevant market/s
• responsibility for developing Major Retailer brand strategies

Budget:

• responsible for annual sales and margin budgeting, by season, customer, category, in-line with growth expectations of the business
• submit quarterly sales vs. budget forecasts by customer
• monitor business performance to plan, diagnose and address poor performance

Brand management:

• build exceptional relationships with key members of the brand, schedule regular catchups to remain fully informed on all developments across the business
• provide regular market/customer feedback, seasonal reviews to brands, influence the development of ranges to ensure the needs of our markets and customers are met
• deliver all reporting requirements specified by and required from the Brand to a high standard and in a timely manner
• work with the brand to ensure all sales tools and requirements are met and delivered by brand as required to secure a successful sell-in season and deliver plans
• additional day to day interaction with brand as required

Sales:

• full responsibility for achieving annual sales and margin budgets for your allocated brand/s and market/s
• oversee seasonal showroom set-ups, instruct sales executive on management of samples and work with marketing to ensure assets are updated
• manage seasonal sell-in appointments, ensure receipt of orders from all partners as per order schedule
• regularly review stock lists to identify any opportunities for in-season replenishment, incremental business
• project manage the organisation of trade shows ensuring that all sales opportunities are maximised and act as a positive ambassador for Indian Ocean; provide and gather accurate information where necessary
• identify and target new, brand appropriate retailers to increase sales in relevant market in line with strategy and growth expectations
• with the support of the commercial director, manage the onboarding of all new accounts, negotiate commercial terms, review contracts, work with internal contacts regarding any logistics requirements and the accounts team on customer set-up and payment terms

Account management:

• build strong relationships with key clients to secure and develop business and drive sales performance
• conduct regular trade calls with key retailers, gather and analyse sales information and feedback, follow through with actions to increase business or address areas of concerns
• oversee the day-to-day management and support of agents/agencies
• ensure all samples/tools are delivered as agreed, communication, deadlines and requirements across all functions is clear and concise to facilitate successful delivery of budget

Customer service:

• always deliver excellent levels of customer service, follow through with queries from all customers positively and promptly, directing these to the appropriate function when necessary
• work with all internal stakeholders to ensure effective communication with clients throughout the process from order processing to delivery
• when required, provide support to accounts and logistics to unblock issues that arise relating to payment or delivery

Orders book:

• work closely with customer service on the security of communications, ensuring an accurate reflection of confirmed orders by season, customer and period is always maintained
• manage supplier delays/cancellations with customers, negotiate swaps were possible to secure order book position

Market visits:

• carry out regular visits to the market, to key retailers, target retailers, review in-store presentation, develop relationships with showroom/department managers, talk to team, gather intel, note competitor landscape, report back to business
• attend networking events, trade shows and exhibitions.

Product:

• illustrate exceptional brand and product knowledge including thorough understanding of systems, background, history, price points, features, and benefits
• responsible for seasonal item setup, the review and recommendation of retail and trade prices and margins
• exhibit a strong knowledge of the competitor landscape

Stock:

• contribute to stock buys as and when required, include buys for concession retailer and in-season business
• full responsibility for stock holding for brand/s, making sure that stock levels are kept at a manageable level and that there are robust clearance partners and plans in place

Marketing:

• work with marketing-on-marketing strategy for each year/season, to include clear objectives and measures of success

Reporting:

• provide weekly sell through analysis
• write monthly sales performance summaries
• circulate top line feedback emails following each sell-in appointment, provide a full roll-up following each market
• conduct market research, competitor research as required, ensure to provide feedback following any market visits
• complete any ad-hoc reports as required by business

Planning:

• manage the critical path for Indian Ocean and affiliated brands

Relationship management:

• work collaboratively with other departments in house and build excellent working relationships with all internal colleagues

Other: 

• all other tasks as reasonably requested

Desirable skills

• culturally and commercially astute, an exceptional communicator with strong negotiation and influencing skills
• positive ‘can do’ attitude, adaptable, proactive, enthusiastic, and prepared to get involved
• a diplomatic team player, with excellent interpersonal skills who can interact effectively at all levels and build relationships internally and externally and can also work autonomously when required
• ability to multi-task, problem solve and work under pressure in a fast-paced environment
• strong analytical skills, highly organised and efficient with excellent administration skills
• excellent presentation and great ambassador for Indian Ocean
• proficient in Microsoft Office, Office Excel and PowerPoint
• willingness to travel
• minimum of five years’ experience of working in a sales/account
• management role within the luxury furniture/design industry highly desirable
• experience developing major account strategic plans
• proven sales experience within relevant market/s, across a variety of different channels
• strong contacts within relevant market/s including a broad business network
• sound financial understanding and experience of working to budgets
• passionate about product, previous experience in furniture is preferred

Salary undisclosed.

www.indian-ocean.co.uk

• Applications have closed.