The Estee Lauder Companies Manager of Retail Operations, MAC, Travel Retail China in Shanghai, China

Manager of Retail Operations, MAC, Travel Retail China

Brand: Estée Lauder Companies Corporate Departments


Primary Function

The MRO is responsible for total sales operation management to ensure efficient running of all M

  • A

  • C retail outlets. Implement and responsible for retail/net sales plans, inventory management, sales forecast, customer relationship management, manage selling cost expenses, executive retail event activities, visual merchandising, recruitment, retail management training programs, and conduct appropriate employment practices for field personnel.

Develop all direct reports including Senior Retail Managers, Retail Managers and Artists through strong and dynamic leadership, regular, quality store visits, regular management meetings, training and one-on-one coaching. Establish individual goals and objectives set strategies for growth and evaluate progress on an on-going basis. Assist Regional Director in development of retail/net sales plans and Selling Cost Expenses.


Ensure Customer Growth

  • Maximize retail sales.

  • Manage customer inventory level.

  • Ensure net sales performance and deliver plan by door.

  • Drive product sales by category.

  • Grow market share for each account.

  • Build a strong and sustainable relationship with the customers.

  • Responsible for Brand image and highest possible standards utilizing existing guidelines.

  • Upgrade Brand image in Travel Retail Accounts

  • Plan and manage sales effort for Travel Retail Accounts (via SRMs, RM’s, ACs, 1 st Key Artists & Artists)

  • Assist RD to develop area brand strategies.

  • Maintain effective communication with all departments, including AT&D, Sales Administration, Marketing, Public/ Artist Relations.

  • Ensure communication is made daily with every store, either by store visit or by phone.

  • Work with AT&D to develop skills and reinforce training initiatives at the retail level. Recommend specific training and strategies to address the individual store needs.

  • Manages Operational Effectiveness

  • Budget preparation, follow up and adaptation to regional needs.

  • Responsible for the achievement of budget goals : Sales, OPEX, NOP

  • Responsible for the timely sell-in of all programs according to Brand Marketing Strategy and to specific market needs.

  • Ensure correct product mix and assortment.

  • Ensure pricing is submitted to retailers on a timely basis.

  • Preparation of Counter Space & Location, Terms & Conditions, Marketing calendar, Marketing support negotiation materials.

  • Negotiates Marketing Calendar & Marketing Support directly when possible.

  • Negotiates product selection and new product launches with Travel Retail buyers.

  • Implement pricing guidelines and manages sales and expenses budgets.

  • Plan and schedule store openings events, marketing and advertising for new openings with partner.

  • Plan and schedule retail / special events / workshops as well as post-event evaluation

  • Responsible for image and presentation of M∙A∙C in store; enforces merchandising guidelines including ordering and installation of collateral for major promotions, employee image.

  • Visits main doors regularly to ensure sales goals are achieved and proper counter management is executed.

  • Ensures that SRMs, ACs, RM’s 1 st Keys Artists & Artists achieve objectives in all doors.Improves Business Processes

  • Becomes the brand’s regional expert: knows and understands competitive dynamics ie. Retailer relationship, market share, competitors, rankings, investments, strengths and weaknesses.

  • Evaluates new distribution opportunities. Reviews current distribution.

  • Advises Regional Director of competitive actions and makes suggestions for tie-in.Leads and Develops People

  • Provides Leadership to the team by establishing clear vision, goals and objectives, and communicating them clearly to the team.

  • Responsible for the recruitment, induction, & management of SRMs, RMs, ACs, 1 st Key Artists, Artists

  • Develop and provide Retail Management training programs for SRMs, RMs and ARMs.

  • Supervises the China AT&D team to ensure business focus and priorities are aligned with AT&D focus.

  • Partner with Artist Training & Development Manager to ensure he/she is up to date with all matters relating to AT&D needs of the TR China team.

  • Motivate and evaluate the team; sets sales targets, executes incentives.

  • Acts with integrity – honors commitments and behaves consistently.

  • Sets and communicates high workplace operating standards, values and expectations.

  • Provides input in setting performance objectives for team.

  • Adheres to M∙A∙C image guidelines and is an example to the team.

  • Clearly communicates priorities and required results with team.


  • University degree level qualification

  • 3-4 years of sales and marketing experience (including supervisory experience)

  • Fluency in English and knowledge in another regional language is an advantage.

  • Strong negotiating skill and excellent communicator (verbal and written). Able to persuade, engage and relate to a range of people

  • Able to lead and develop new and junior staff

  • A leader, and a strong team player

  • Willing to travel up to 50% of the time

  • Awareness of fashion and trend

  • Passionate about the M.A.C brand

  • Dazzling and dynamic personality

Job: Sales

Primary Location: Asia Pacific-CN-Shanghai

Job Type: Standard

Schedule: Full-time

Shift: 1st (Day) Shift

Travel: Yes, 50 % of the Time

Job Number: 182867