• Sales & Business Development
• China - Shanghai

 

Our client is a leading Italian design furniture company, specializing in sofas and home furnishings. The company a well-established brand presence in China under the brand, with 27-28 franchised mono-brand stores. The sales network is part of Milano Design, a joint venture between China group and the Italian parent company, which manages around 350 MD-branded points of sale. MD imports and distributes the company products and also serves as a commercial coordinator with 4-5 sales representatives and a logistics hub.

 

Our client is also active in Korea, Vietnam, Singapore, and Malaysia through a dealer network managed by agents and/or directly, and is interested in expanding its presence in more potential geographies.

 

For this client, Talent Fishers is seeking a Head of Sales & Business Development Asia & Retail China to support the company's growth in the regional market.

 

Location: Shanghai, China

 

 

 

The ideal candidate must reside in Asia (preferably Shanghai) and have an in-depth knowledge of the Asian market and distribution in the furniture sector. The role has a dual focus and an important coordination component:

 

1. Retail China → Increase orders from franchisees (sell-in) and support them to improve sell-out in stores.
2. Business Development Asia → Manage and develop the dealer network to enhance brand presence through mono-brand stores (current business model) or significant corners and assist them in driving sell-out.
3. Liaison between Italian HQ and the Market → Coordinate between the Italian parent company and the Chinese team and/or Asian agents and distributors on commercial strategies: act as a bridge between local commercial needs and corporate strategies, ensuring that partners fully utilize the client's tools and support; active participation in trade fairs and events is required; the ability to analyze KPIs and produce periodic reports on actions taken, the evolution of the relevant market, and the identification of new business opportunities is required.

The candidate will be evaluated on sell-in (orders from franchisees and dealers) but must actively work to optimize sell-out, providing strategic and operational support and using sales tools and methodologies developed by the client.

 

Retail China

1. Increase orders (sell-in) from franchisees by building solid business relationships and implementing growth strategies.
2. Support franchisees in increasing sell-out by transferring sales methodologies, commercial tools, and best practices.
3. Manage the launch of new products in China, ensuring they are successfully integrated into the store offerings.
4. Optimize the product range in points of sale, balancing best-sellers and novelties to maximize turnover and profitability.
5. Collaborate with the team dedicated to the group brand within MD.
6. Organize annual conventions with franchisees.
7. Proactively seek out new franchisees to increase distribution presence.

 

Business Development Asia

1. Manage and develop the dealer network in Korea, Vietnam, Singapore, and Malaysia, improving distribution quality and potentially seeking new partners.
2. Proactively facilitate the opening of the company stores through individually sourced clients in new Asian markets.
3. Support dealers in improving sell-out by transferring best practices and effective sales tools.
4. Monitor and assess the dealer's ability to achieve targets, taking corrective actions or replacements if necessary.
5. Supervise and support agents, ensuring they have market control and operate effectively.
6. Maintain a constant presence in the territory, visiting dealers and points of sale to ensure effective commercial coverage.
7. Define sales and market development strategies, adapting them to local specificities.

 

Liaison between Italian HQ and the Market

1. Facilitate the connection between local market needs and company strategy, acting as a filter between dealers/franchisees and HQ.
2. Use the Italian back office to support business partners, ensuring efficiency in order management and commercial operations.
3. Coordinate the transfer and implementation of commercial tools, ensuring that agents, dealers, and franchisees use them to the best of their ability to increase sales.
4. Monitor the market and transfer insights to HQ, contributing to decisions on assortment, pricing, and commercial strategies.
5. Identify best practices among points of sale and franchisee organizations, transferring them across different markets to create a scalable and replicable management model.

 

1. At least 10 years of sales experience in the furniture sector (mandatory).
2. Proven track record in managing networks of franchisees, agents, and distributors.
3. Direct experience in Asia and in-depth knowledge of distribution, retail, and marketing in the furniture sector.
4. Residency in Asia (preferably Shanghai, but open to other strategic cities).
5. Strong negotiation skills and management of business relationships.
6. Fluent in Chinese and English (Italian is a plus).
7. Results-oriented, with a focus on orders (sell-in) and sell-out growth.
8. Excellent interpersonal, communication, organizational, and leadership skills; youthful and brilliant personality.
9. Willingness to travel frequently throughout Asia.

 

 

1. A key role with full responsibility for sales in China and Asia.
2. Strategic and operational autonomy to grow the business.
3. Competitive compensation package with performance-based incentives.

 

 

If you are interested in and qualified for this position, apply online on www.talent-fishers.com, candidates/jobs page, and post your resume on the “Head of Sales BD Asia & Retail China” job offer.

Or please feel free to get in touch via sarah.zhang@talent-fishers.com

Suitable candidates will be contacted within one month of application.

 

 

 

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