Richemont
MISSION
Reporting to the Managing Director and serving as a member of the local Executive Committee, the Commercial Director is responsible for translating the global commercial strategy to the specific market opportunities of the SEA region.
This role leads the commercial team to drive sales performance through effective strategies and a performance‑driven culture. It ensures the integration of all commercial needs across departments through close cross‑functional collaboration.
The Commercial Director champions the core values of the Maison while attracting, developing, and inspiring top talent.
KEY RESPONSIBILITIES Network Development & Strategy
Build a 3‑year network development strategy for SEA, aligned with the Maison’s global direction and market potential
Identify and evaluate commercial development opportunities to expand the brand’s footprint
Establish strong relationships with mall management teams. Support lease negotiations with landlords to improve profitability
Sales Performance Management
Develop the 3‑year commercial sales plan
Set ambitious yet realistic sales targets across the network and monitor performance
Ensure robust follow‑up and reporting of retail network results
Validate each boutique’s Commercial Action Plan, ensuring feasibility and timely follow‑up
Define and lead High Jewellery action plans, including participation in local and international events
Retail Partner Account Management
Define and implement business plans to drive partner sell‑out
Ensure alignment between Retail Partner performance and Maison’s strategic objectives through regular reviews and KPIs monitoring
Support Retail Partners with operational excellence: optimize assortments, streamline stock management, and improve in‑store client experience
Drive retailization efforts through coaching, sharing of best practices
Retail Operations Excellence
Guarantee the highest standards of boutique operations (client experience, client service, boutique maintenance)
Ensure full implementation of Maison policies and procedures, adapted to local regulations where needed
Support the deployment of dedicated tools to optimize Retail operations and improve productivity
Client Development & Clienteling
In coordination with the Client team, lead the development and implementation of relevant boutique clienteling initiatives and CRM programs
Represent and act as an ambassador of the Maison and the market during events and with clients
Team Management & Talent Development
Inspire and motivate Boutique Managers to build cohesive and high‑performing sales teams
Manage Boutique Managers by tracking performance for overall team and individual staff
Lead recruitment, performance reviews, feedback processes, succession planning, and coaching initiatives
Collaborate closely with the local Trainer to build and execute Individual Training Plans for boutique management
SCOPE Geographical Area: Southeast Asia (Singapore, Malaysia, Thailand, and Export Markets)
Team Management: Direct management of 6 team members (office and retail)
CANDIDATE PROFILE SKILLS
Retail / Retail Partner Strategy & Operations
Business Development
Sales Performance Management
Client Development & CRM
Talent Management
Cross‑functional Project Leadership
EXPERIENCE
10-15 years in commercial leadership roles, ideally within luxury retail
Proven experience in international companies and multicultural environments
Solid retail operational background is essential
ATTITUDE
Entrepreneurial spirit
Client‑centric mindset
Results‑focused
STRENGTHS
Inspirational leadership with the ability to align and galvanize teams around a shared vision
Strong communication and interpersonal skills
High empathy and people‑oriented leadership
Resilience and adaptability under pressure
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This role leads the commercial team to drive sales performance through effective strategies and a performance‑driven culture. It ensures the integration of all commercial needs across departments through close cross‑functional collaboration.
The Commercial Director champions the core values of the Maison while attracting, developing, and inspiring top talent.
KEY RESPONSIBILITIES Network Development & Strategy
Build a 3‑year network development strategy for SEA, aligned with the Maison’s global direction and market potential
Identify and evaluate commercial development opportunities to expand the brand’s footprint
Establish strong relationships with mall management teams. Support lease negotiations with landlords to improve profitability
Sales Performance Management
Develop the 3‑year commercial sales plan
Set ambitious yet realistic sales targets across the network and monitor performance
Ensure robust follow‑up and reporting of retail network results
Validate each boutique’s Commercial Action Plan, ensuring feasibility and timely follow‑up
Define and lead High Jewellery action plans, including participation in local and international events
Retail Partner Account Management
Define and implement business plans to drive partner sell‑out
Ensure alignment between Retail Partner performance and Maison’s strategic objectives through regular reviews and KPIs monitoring
Support Retail Partners with operational excellence: optimize assortments, streamline stock management, and improve in‑store client experience
Drive retailization efforts through coaching, sharing of best practices
Retail Operations Excellence
Guarantee the highest standards of boutique operations (client experience, client service, boutique maintenance)
Ensure full implementation of Maison policies and procedures, adapted to local regulations where needed
Support the deployment of dedicated tools to optimize Retail operations and improve productivity
Client Development & Clienteling
In coordination with the Client team, lead the development and implementation of relevant boutique clienteling initiatives and CRM programs
Represent and act as an ambassador of the Maison and the market during events and with clients
Team Management & Talent Development
Inspire and motivate Boutique Managers to build cohesive and high‑performing sales teams
Manage Boutique Managers by tracking performance for overall team and individual staff
Lead recruitment, performance reviews, feedback processes, succession planning, and coaching initiatives
Collaborate closely with the local Trainer to build and execute Individual Training Plans for boutique management
SCOPE Geographical Area: Southeast Asia (Singapore, Malaysia, Thailand, and Export Markets)
Team Management: Direct management of 6 team members (office and retail)
CANDIDATE PROFILE SKILLS
Retail / Retail Partner Strategy & Operations
Business Development
Sales Performance Management
Client Development & CRM
Talent Management
Cross‑functional Project Leadership
EXPERIENCE
10-15 years in commercial leadership roles, ideally within luxury retail
Proven experience in international companies and multicultural environments
Solid retail operational background is essential
ATTITUDE
Entrepreneurial spirit
Client‑centric mindset
Results‑focused
STRENGTHS
Inspirational leadership with the ability to align and galvanize teams around a shared vision
Strong communication and interpersonal skills
High empathy and people‑oriented leadership
Resilience and adaptability under pressure
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