PERSONAL PROFILE
Highly commercial and internationally experienced Senior Strategic Retail Leader. Expertise across retail real estate, mall, department store and franchised luxury apparel, accessories, footwear and food retail environments with a proven reputation for achieving consistent, tangible financial, buying, marketing and brand success. A recognised innovator who manages complex stakeholder relationships and understands commercial drivers to develop distribution channels and brand development opportunities. An experienced staff manager who leads by example actively developing succession plans in order to grow the business from within. Lead on complex business development strategies and projects for local, regional and international growth.
SKILLS SUMMARY
• Delivery of Retail Excellence for Luxury Brands
• Sales & Marketing, Buying & Merchandising Strategy
• Franchising & Distribution Channel Development
• Financial Management (P&L, Budgets & Forecasts) • Business Transformation & Market Penetration
• International Retail Expansion Project Strategy
• Operational Performance & Talent Management
• Complex Contract Management & Negotiation
CORE COMPETENCIES
Franchise & Distribution Channel Development: Utilises keen market knowledge and network to sources, nurtures and maximises full range of channel opportunities, successfully negotiating commercial, operational and financial opportunities.
Brand Development: Combines expert market analysis and consumer behaviour knowledge to develop innovative brand strategy capturing an increased customer base and maximising revenue potential.
Strategic Leadership: A creative manager with exemplary communication and influencing skills to engage effectively with stakeholders. Challenges the status quo and takes responsibility for initiating increase market share and enhance the brand.
Financial Acumen: Manages multiple complex budgets and P&Ls, with responsibility for $multi-million revenue generation. Highly numerate and skilled at financial reporting, interpretation and analysis and target setting and delivery.
CAREER HISTORY & ACHIEVEMENTS
2015 – To Date General Manager, Fashion Alhokair Group Fashion, KSA
International fashion retailer based in KSA and with a presence in 16 countries across MENA, US, Central Asia and Europe. Currently has 2100 stores and represents 80 brands www.fawazalhokair.com
• Headhunted to build brand reputation and lead growth strategy implementation across multiple sites in KSA, Riyadh Jeddah and Khobar. Full P&L management and budgetary responsibility. Define and executive commercial strategic initiatives taking direction from Group and using personal industry knowledge to identify potential growth areas.
• Full responsibility for operational management and strategic direction of 80+ stores with a cumulative t/o of $200m pa and over 200+ direct and matrixed FTEs.
• Define strategy and project manage all new store openings and renovations across the GCC. Liaise with all key stakeholders and contractors to ensure timely, cost effective builds. Manage promotions and launch strategy, building customer interest by maximising on Group and partner brand reputation.
• Interpret and implement external retail guidelines and brand standards, translating them operationally to ensure optimum efficiency and embed associated business procedures.
• Work closely with brands to build strong commercial and operational partnerships. Develop strategic alliances to build group recognition and reputation and attract high end, luxury fashion brands to the business.
• Manage all recruitment, appraisals and performance review, championing comprehensive knowledge share to promote talent management and ensure effective succession planning.
2013 – 2015 Head of Retail, Capital Store LLC Jawad Sultan Group LLC, Oman
Leading luxury retail group in Sultanate of Oman providing high end products via stand alone, concessional and speciality outlets. T/o $150m pa, across 14 stores and 1000+ staff www.csoman.com
• Headhunted to lead the business development project to expand the Group’s interest in the luxury market in Oman reporting to MD and CEO. Built sales technique to ensure alignment with corporate vision and hired trainer
• Pioneered 5 yr business transformation commercial strategy to segment product categories; define target markets, drive product positioning and execute innovative merchandising concept.
• Developed innovative product mix combining existing products with new merchandise within niche segments whilst also identifying and launching new outlets across malls within the region.
• Identified potential partnerships in territoriesi.e. Salalah and Soharto cement the Group reputation and market position.
2008 –2013 Divisional Merchandising Manager (Apparel & Footwear) ABC-Sal, Lebanon
Lebanese retail group which owns and operates the 2 leading malls and 3 regional stores in Lebanon. Additionally run retail estate management and leasing, department stores and franchises. T/o $500m pa, 3500 staff www.abc.com.lb
• Reported directly to the General Manager and managed team of buyers. Defined target market and implemented 5yr sales and purchasing strategies for the group retail and franchising divisions ensuring adherence to corporate vision.
• Sourced new merchandise categories, trends and products, capitalising on the growth of e-Commerce platform. Managed existing / new brands to match global growth strategy; introduced 80+ brands and opened over 200 stores and stand-alone shops, negotiated supplier contracts and aligned operations to manage margins, pricing, costs and seasonal discounts.
• Pioneered franchise development to launch concession brands in malls and in dedicated retail units whilst maintaining optimised own brand sales to ensure profit uniformity and the customer experience.
• Attended various international fashion fairs across Europe, New York and Asia.
• As key Relationship Manager oversaw and aligned stakeholder requirements. Negotiate franchise contracts with Head Office, oversee facilities management and hospitality aspects of mono-boutique launch, managing P&L, targets, human capital and associated risks to effectively capitalise on brand heritage.
• Led product and employee performance mapping, review and improvement strategies.
2006 –2007 Commercial Department Manager Chalhoub Group, JAFZA, Dubai
Retailer, distributor and affiliate for luxury beauty, fashion and gift sectors across 650+ points of sale including 150,000 sq ft dedicated retail space and a wide range of developments within malls. T/o $1bn pa and 8000 staff. www.chalhoubgroup.com
• Reported to the GM and managed a multi-skilled team of 20 (incl. distributors, area managers, marketers, buyers, planners, visual merchandisers and brand managers). Tasked with identifying and exploiting new sales opportunities for beauty, cosmetics and men’s apparel, launching via distributors across KSA, Bahrain, Kuwait, Qatar, Lebanon, Oman and Syria.
• Reviewed and restructured the distribution network; opened 75 new channels and renegotiated agreements with existing distributors. Introduced new product portfolio, linking seasonal variations with HO marketing objectives to ensure brand equity and maximise promotional campaign activity and return. Utilised knowledge of e-Commerce as a promotional tool.
• Full financial control for sales and stock management and response strategies to minimise P&L impact.
2005 – 2006 Head of FMCG HyperPanda United, Savola Group, Dubai
Highly successful multinational food group across the MENA region with portfolio of retail (supermarkets, hypermarkets and convenience) storesand edible product manufacturing. T/o $652.8m (SAR) www.savola.com
• Member of senior leadership team responsible for designing and planning the launch of the first Hyper Panda hypermarket (175000 sq ft) outside of Saudi Arabia. Standardised commercial processes and procedures in new market
• Full financial control for FMCG department including forecasting, budgeting, supplier payment. Reported to GM
• Managed pre/post launch marketing and promotion activities including development of profitable private label.
• Recruited and managed multi-skilled team, ensuring optimum performance via robust training and performance review.
• Established relationships with health and beauty and grocery vendors and suppliers, negotiating supply agreements, identifying and researching market trends to devise effective sales and pricing policies to establish strong market foothold.
2001 – 2005 FMCG Merchandising Manager ADMIC Sal, Lebanon
One of the leading, fastest growing multi-format retail operators in Lebanon. It holds the master franchise for Galeries Lafayette, BHV and Monoprix. Annual t/o $200m with 2500 staff. www.admic.com.lb
• Reporting to the Commercial Director, designed and implemented innovative visual merchandising technique delivering a unified operating model to all 5 stores. Recruited VM team of 60 and stock operatives team of 150 per store
• Liaised with category managers to develop purchasing strategies, standardise sales processes and manage products
• Negotiated imports across the FMCG range, liaising with French category/import managers to define and agree shipping logistics, lead times and margin pricing. Promoted private label products; negotiated price, promotions and shelf capacity
• Launched 2 new textile and grocery stores (40-60,000 m2), securing merchandising deals pre site build via introduction of standardised virtual product visualisation to secure significant cash flow and enhance productivity.
1998 –2001 FMCG Visual Merchandising Co-Ordinator Loblaws (Walmart), Montreal, Canada
PROFESSIONAL DEVELOPMENT & TRAINING EDUCATION & QUALIFICATIONS
• Logistics & Supply Chain Management, 2012, Expeditors
• Organisational Behaviour & Conflict Management, 2011, PHI
• Strategic Negotiation & Dynamics of Purchasing 2009, BV • MBA Retail Management & BA Marketing, Lebanon
• Dual Canadian/Lebanese Nationality
• Fluent English, French & Arabic Speaker