Sales Development

Executes long-term organizational strategic goals, supports key retailer/ casino team relationships, identifies business opportunities, negotiates and closes business deals and analyses traffic, conversion rates, proposes adequate actions, maintains extensive knowledge of current market conditions.

The Senior Manager, Mall Marketing works closely with the Senior Manager, Mall Operations to increase sales/ fee opportunities and thereby maximize revenue.

To achieve this, he/she will maintain strong partnerships with retailers and stakeholders, and ensure they stay satisfied and positive.

Other activities may include supervising the personal shopper, set sales targets, monitor the performance of retailers and communicate and maintain a strong working relationship with the external concierge team.

Marketing

The Senior Manager, Mall Marketing’s focus is split between Business to Business (B2B) and Business to Consumer (B2C) marketing.

B2B - largely conducting marketing and PR activities concerning retailers, partners, community groups and government stakeholders.

B2C - focusing on the re-launch of the retail boulevard and first year operational Marketing and PR activities. The main objective for the Marketing Manager during operations is to drive retail sales and customer visitation to maximize retailer performance. This will be achieved through an assortment of marketing activities designed to strategically position the center.

PRIMARY RESPONSIBILITIES:

SALES DEVELOPMENT

• Develop and Maintain the MCE Retail CRM and Loyalty program

• Business Development :
  • Building relationships with local existing retailers/casino team in an attempt to increase their sales and company’s performance.
  • Set up meetings between retailer decision makers based in HKG and MSC top management.
  • Work with local team to execute proposals that speaks to the retailers/ casino’s needs, concerns, and objectives.
  • Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
  • Present an image that mirrors that of the client.
  • Present new activities and services to retailers and casino and enhance existing relationships.
  • Work with Retail Operations Manager and the Marketing/PR teams to meet retailers’ needs.

• Reporting and Monitoring :
  • Analyze traffic, report trends
  • Follow up and analyze sales data
  • Analyze and monitor conversion rates, establish top 10 retailers, highlight risks and challenges

• Management :
  • Recruit, train, supervise, evaluate Personal Shopper
  • Forecast sales targets and ensure they are met by the team.
  • Ensure all team members represent the company in the best light.
  • Provide Management and Leadership of Personal Shopper and Concierge team (external in cooperation with the Client)

MARKETING

• Preparation of development/operating marketing business plans which address key issues and:
  • Uses internal and external research data as the basis of proposed strategy;
  • Clearly distinguishes between objectives and strategies; and
  • Identifies precise action steps arising from strategy
  • Develops integrated campaigns that deliver measurable results.

• The B2B development marketing plan will include things such as awareness campaigns, events, website, and promotional collaterals (e.g. brochures, leaflets, etc.).

• The B2C development marketing plan will focus on re-launching the expanded shopping boulevard and 3rd party F&B outlets over the first 12 months.

• Responsible for engaging and managing the relationship with internal marketing teams to develop additional retail sales through non-traditional channels (i.e. private events, retail concierge service, etc)

• Responsible for developing and maintaining communication and/or relationships with key stakeholders including: community, customers, retailers, partners, suppliers and retailers, industry related groups

• Preparation of tenant by tenant annual sales budget (over 2 years) , with six monthly reviews.

• Preparation of project plan and implement with:
  • Action steps in logical sequence and appropriate timeframes;
  • Estimates of resources required; and
  • Time, cost, quality and success measures.

• Preparation, reporting and management of budgets related to activities scheduled in the Marketing Plan.

• Able to interpret and use research data, based on an understanding of:
  • Appropriate time and rationale for use; and
  • How it is integrated into the Marketing Plan
  • Monitors competitor activity/performance and retailer trends.

• Preparation of monthly marketing report for inclusion in monthly Management report.

• Required to understand fundamental concepts and practices and key players of retailing , in order to identify ongoing requirements of retailers with regard to marketing of shopping centres; and develop marketing campaigns, which are meaningful and relevant to retailers and customers.

• Responsible for generating non-traditional income to supplement tenants’ contribution to marketing

QUALIFICATIONS:

Experience

• Minimum 6-8 years’ experience in consumer marketing/retail, with experience of marketing shopping malls is required.

Education

• Tertiary qualifications – Bachelor of Business Marketing

Skills / Competencies

• Proven business development manager who is used to working to targets
• Proven track record in sales, business development
• Proven track record of increasing revenue
• Strong proficiency in using Excel, Powerpoint, Word and other MS Office apps.
• Good liaison, influencing skills.
• Ability to negotiate at varying levels.
• Good communication skills. (writing, presentation and personal communication)
• Strong project management skills.
• A team player with strong interpersonal skills.
• Capacity to make a positive impact on audience.
• Proficiency in written and spoken English and Simplified Mandarin and Cantonese.