Retail Manager

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.