National Retail Sales and Operations Manager

Dermalogica South Africa; Gauteng; Hybrid; ZAR 900,000 - 1,300,000; Full time

Job summary

Dermalogica South Africa is seeking a National Retail Sales & Operations Manager to drive the national retail sell-out strategy across Concept Stores and retailer counters. You will translate approved commercial strategy into regional execution plans, improve store productivity, and coordinate cross-functional delivery.

The role requires leading high-performing Sales and Operations teams, strengthening retailer partnerships, overseeing stock, merchandising, launches and promotions, and

Qualifications

• Bachelor’s degree or relevant qualification in Business Administration, Marketing, Sales, Retail Management or related field.
• Valid driver’s licence and willingness to travel nationally.
• Minimum five years’ relevant senior management experience in sales, retail operations or a comparable role.

Responsibilities

• Plan, execute and monitor the national retail sell-out strategy and annual growth plans with cross-functional partners.
• Translate objectives into retailer, region and store targets with action plans.
• Oversee stock, merchandising, launches and promotions and maintain brand presentation.
• Build and maintain retailer partnerships to grow market share and ensure exceptional customer experiences.
• Lead, coach and develop direct reports across sales, operations and training.

Skills

Leadership

Sales leadership

Retail operations

Forecasting

Education

Bachelor's degree in Business Administration / Marketing / Sales / Retail Management

Tools

Excel

PowerPoint

Word

Job description

Dermalogica South Africa is looking for a passionate, driven and results-oriented leader to join our team as National Retail Sales & Operations Manager.

The National Retail Sales & Operations Manager is responsible for executing the national retail sell-out strategy, delivering profitable sell-out growth and consistent operational performance across Dermalogica Concept Stores and retailer counters. Reporting to the Head of Retail Strategy and Operations, the role translates approved commercial strategy into regional execution plans, improves store and counter productivity, and coordinates cross-functional delivery. The role recommends budgets, targets and structural changes for approval. The role leads and develops high-performing Sales and Operations teams strengthens retailer and stakeholder partnerships; oversees stock, merchandising, launches and promotions; and ensures an exceptional, consistent customer experience that builds brand loyalty and market share.

Key Responsibilities

Business Strategy, Sales and Financial Performance

• Plan, Execute and Monitor the national retail sell-out strategy and annual growth plans in partnership with Marketing, Operations, Training and other relevant functions.
• Prepare, review and deliver annual sales forecasts and budgets, ensuring achievement of company revenue, profitability and market-share objectives.
• Translate national objectives into retailer, region, store and team targets, scorecards and action plans.
• Monitor sales performance against budget and prior periods, analyse trends by retailer and store, and initiate corrective action where performance is below expectation.
• Identify new revenue opportunities, improve underperforming stores and share best practices across the retail network.
• Oversee accurate, timely sales reporting, retailer submissions, commissions and team expense management.

Retail Operations and In-Store Execution

• Ensure consistent execution of retail standards, customer journeys, operating procedures, policies, scorecards and compliance requirements across all stores.
• Oversee store performance, service delivery, staffing effectiveness and day-to-day operational discipline.
• Execute new store openings, closures, refits and operational improvements with relevant internal and external stakeholders.
• Conduct regular store and trade visits to assess execution, resolve obstacles and identify growth opportunities.
• Ensure in-store execution reflects the brand’s positioning and supports an exceptional customer experience.

Inventory, Merchandising, Launches and Promotions

• Oversee weekly stock counts, identify stock gaps, and work closely with Planning to ensure the required stock is replenished and available on shelves.
• Maintain tight control of the expired-stock process, ensuring timely identification, recording, removal and resolution in line with company procedures.
• Ensure correct implementation of merchandising, planogram and brand presentation guidelines.
• Take responsibility for coordinating and managing support orders for new product launches, ensuring the required stock is ordered and available in stores on time.
• Review and manage support orders for samples, testers and professional products to ensure appropriate allocation and availability.
• Ensure consumable orders and expenditure remain in line with approved budgets.
• Own and oversee POS retail setup and maintenance for stores, including campaign and discount loading, new staff setup, product loading and related system updates, with administrative support from the coordinator.
• Plan and execute launches, promotions, events and retail activations on time and in line with commercial objectives.

Customer, Retailer and Stakeholder Management

• Build and maintain strong relationships with key retailer operations team, customers and business partners to grow brand support, visibility and market share.
• Develop retailer-specific execution strategies covering optimal location, stock support, marketing activity and service delivery.
• Hold regular cross-functional meetings with Finance, Education, HR and Marketing to align on their respective business requirements, required inputs, responsibilities and delivery timelines; identify cost-saving opportunities with Finance; coordinate workforce and employee matters with HR; align quarterly training needs and execution with Education; and coordinate campaigns, launches and retail support with Marketing.
• Manage relevant service-level agreements and ensure timely resolution of operational and customer concerns.
• Communicate weekly performance trends, risks, opportunities and required actions clearly to senior leadership and key stakeholders.

People Leadership, Coaching and Development

• Lead, manage, coach and develop direct reports, fostering accountability, growth, job satisfaction and alignment with company values.
• Build a high-performance sales, operations and training culture focused on results, customer experience, collaboration and continuous improvement.
• Set clear objectives and KPIs, conduct regular performance reviews, and provide timely feedback, coaching and mentoring.
• Create and deliver individual development plans and ensure agreed learning interventions are implemented.
• Promote open communication, shared ownership, effective conflict resolution and sound succession planning.
• Conduct regular team meetings and structured check-ins with direct reports and Retail Sales Teams to review performance, priorities, challenges and required support.
• Actively monitor staff turnover and retention trends, identify emerging people risks, and elevate concerns to HR early to support timely intervention.

Market and Competitor Intelligence

• Conduct regular environmental scans of competitor pricing, products, promotions, layouts and retail activity.
• Build and maintain strong relationships with mall management teams to obtain detailed insights into footfall trends, access or trading challenges, planned developments and other factors affecting store performance, and translate these insights into appropriate actions.
• Analyse regional and national market trends and provide actionable insights to Marketing and senior leadership.
• Anticipate commercial and operational obstacles and develop practical solutions to protect sales and customer outcomes.

Administration, Reporting and Performance Governance

• Ensure weekly and monthly operational, compliance, people and performance checks are completed accurately and on time.
• Consolidate regional feedback into accurate weekly and monthly reports for the Head of Department.
• Guide and drive the agreed quarterly training plan in partnership with the Education team.
• Own and drive action plans arising from store visits, audits, performance reviews and operational checks, and track actions through to completion.
• Design, communicate and administer retail incentives in line with approved objectives and budgets, ensuring clear rules, accurate tracking, transparent results and timely reporting.
• Reporting on all retail costs, working with Finance to investigate variances and maintain budget discipline.
• Prepare concise management updates and presentation packs for the Head of Department and relevant stakeholders, translating data into clear insights, risks, decisions and recommended actions.
• Maintain accurate records, trackers and supporting documentation for retailer submissions, store operations, team performance, compliance and key business initiatives.
• Continuously improve reporting tools, dashboards and administrative processes to reduce duplication, strengthen accountability and support faster decision-making.

Qualifications

• Bachelor’s degree or relevant qualification in Business Administration, Marketing, Sales, Retail Management or a related field; a business qualification is advantageous.
• Valid driver’s licence and willingness to travel nationally.

Experience required

• Minimum five years’ relevant experience at senior management level in sales, retail operations or a comparable commercial leadership role.
• Proven record of achieving sales targets, improving profitability and leading dispersed teams.
• Previous experience in a skin-related, skincare or cosmetics field is advantageous.
• Strong understanding of standalone store operations, retail store operations, inventory, merchandising, promotions and customer-experience delivery.
• Excellent leadership, communication, analytical and relationship-management skills.
• Advanced working knowledge of Excel, PowerPoint and Word.

Competencies and characteristics

• Plans, Organises and Manages Projects: Sets clear priorities, timelines and responsibilities. Coordinates resources and follows through to deliver on time and within budget.
• Persuades, Influences and Manages Stakeholders: Communicates with credibility, navigates competing priorities and gains commitment to shared business outcomes.
• Demonstrates Sound Judgement and Integrity: Makes timely, balanced decisions, acts ethically and takes accountability for outcomes.
• Thinks Strategically: Takes a broad view of the business, industry and consumer environment to anticipate and plan for the future. Identifies the focus and defines where to play, how to win, and what capabilities are required.
• Aligns and Engages the Team in the Vision: Provides clarity to each team member on their role in achieving the vision, strategy and goals.
• Embraces and Initiates Change: Distinguishes what to preserve and what to change. Has the courage to initiate and lead the changes that drive success.
• Develops Talent and Capabilities: Identifies and cultivates essential skills and attributes to maximise individual contribution and engagement.
• Energises and Enables Others: Ignites passion and releases potential to drive success.
• Builds Collaborative Relationships: Builds relationships based on trust and respect. Promotes the inclusion of diverse knowledge, skills and experiences to achieve results.
• Demonstrates Learning Agility: Anticipates change, faces reality, draws conclusions and swiftly mobilises to adapt to changing needs and demands.
• Drives Creativity and Innovation: Focuses on areas of highest potential. Creates newness or connects knowledge in new ways to create the unexpected. Ensures that the creativity and innovation pipeline is aligned to achieve strategy and goals.
• Strives for Excellence in Execution: Proactively seeks ways to improve personal and organisational effectiveness to meet current and future business needs. Learns equally from successes and failures.

Work Environment

• This is a National role based in Johannesburg (ideally) or Cape Town, with regular planned travel to regions, stores and retailer meetings. Hybrid working arrangements are subject to company policy and operational requirements. Flexibility is required during launches and peak trading periods.
• This role reports onto the Head of Retail Strategy and Operations and direct reports include the regional Area Operations Managers.