Commercial Manager

Founded in 1860 in Florence as a workshop, shop and subsequently school of watch-making, Panerai is renowned for producing high-precision instruments for the Italian Navy with a pulse on innovation and function. Protected by military secrets, these creations were only launched in the International market when the brand was acquired by Richemont Group in 1997.

Today, the Maison advances through cutting-edge research, sustainability, and empowering modern heroes with a team that passionately brings value to Panerai's distinctive mix of Italian spirit and Swiss watchmaking excellence.

OBJECTIVES

Drive sales growth by executing retail action plans, ensure operation excellence across retail partners. Monitor and challenge KPIs, implementing targeted actions to elevate performance.  Lead product, CX, service, and VM training to ensure brand consistency and retail excellence.  Oversee Mystery Shopping implementation; coach teams to achieve strong CX results.  Launch 360° sales initiatives on client engagement, VM, in-store activations to boost sell-out and visibility.  Analyse market trends, competitor activity, and sell-out data to inform agile commercial strategies. Build and maintain strong wholesale and retail partnerships to support business development. Collaborate cross-functionally to align commercial goals with marketing, training, and retail operations.  Ensure accuracy in sales forecasts, retailization, and reporting to enable informed decision-making.  Continuously refine commercial processes to drive efficiency, agility, and competitive advantage.

KEY RESPONSIBILITIES

SALES

• Drive sales and execute targeted actions to achieve and exceed sales targets. 
• Business development. Identify and capitalize opportunities to grow sales and market share. 
• Coach and support External Boutique Managers and Retail Partners, establish clear action plans tailored to each POS to maximize sell-out performance. 
• Build, maintain and leverage strong relationships with business partners to enhance commercial outcomes. 
• Ensure optimal brand visibility, execution of retail excellence across all channels aligned with  guidelines. 
• Monitor competitor performance and market activity, providing timely insights and recommending responsive strategies to safeguard and grow market position. 
• Develop and implement effective clienteling strategies and activations, elevating client engagement
• Conduct regular business reviews with partners, using performance data to propose clear and actionable steps that ensure KPIs and sales objectives are met.
• Demonstrate strong problem-solving capabilities by proactively proposing solutions during business downturns to keep targets on track and mitigate risks.

360 COMMERCIAL OPERATIONS

• Lead end-to-end commercial operations by ensuring accurate sales forecasting and product assortment planning across all Retail Partners (Top 30, Model Stock, MATCH, ICON), aligned with market trends and business objectives. 
• Ensuring all retail partners are up to date with brand information and product knowledge
• Optimise stock assortment, ensure healthy coverage with close attention to aged inventory, model stock accuracy, and automatic replenishments across all channels. 
• Monitor and analyse Retail Partners’ Mystery Shopping Program results, identifying gaps and implementing targeted training and action plans to drive service excellence and ensure consistent client experience across all touchpoints.
• Initiate regular reviews with management team to identify stock needs, monitor retail performance, and define action plans to optimize sell-through and inventory health. 
• Own and drive the Retailisation strategy, including the implementation of KPIs, coaching of teams, and monitoring of execution to elevate retail efficiency and sales productivity. 
• Ensure optimal product assortment across the region by analyzing sell-out data and aligning selections with best sellers, Top 30 references, and ICON pieces endorsed by HQ. 
• Manage retail partners ordering processes, coordinate booster initiatives, and ensure timely execution of product pushes and allocations.
• Champion PamGuard registration process, ensuring 100% registration compliance across all POS and supporting retail partners with best practices. 
• Provide weekly updates on sales performance, and deliver structured monthly reports on sales, inventory status, and retailisation progress to support strategic decision-making.
• Support boutiques and POS in maximizing use of CRM and clienteling tools, ensuring alignment with client development objectives. 
• Work in close partnership with the SEA Marketing team to propose means of enhancing brand visibility, support local activations, and ensure commercial alignment of internal and external initiatives. 
• Collaborate with local VM to ensure ongoing Retail Partners and POS maintenance and visual merchandising standards.

Requirements

• Bachelor's degree or equivalent in Business, Marketing, or a related field 
• Minimum 5–10 years of relevant experience in sales, commercial or account management roles; exposure to the luxury or watch industry is highly preferred 
• Strong analytical thinking with solid planning and organizational skills to manage complex commercial operations 
• Demonstrate ability to understand and align with strategic directives from senior management 
• Highly proactive with a proven track record of initiating and executing impactful action plans to drive business performance 
• Strong stakeholder management skills with the ability to influence and collaborate effectively across internal teams and external partners 
• Able to work independently and collaboratively in a dynamic, fast-paced environment 
• Technically proficient in Microsoft Office Suite (Excel, PowerPoint, Word) 
• Agile and resilient – thrives under pressure, meets aggressive targets and tight deadlines 
• Excellent project management capabilities, with the ability to handle multiple priorities with efficiency
• Responsive, reliable, and disciplined with strong time management
• Positive, solution-oriented mindset, strong ethics, and a high level of professionalism in execution and representation

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