January 2011:

Name: Cesare Moses

Job title: Business Development Manager -Travel Retail

Previous companies: IPG, MAS, Sofitel, Emirates Airlines

How would you summarize your role?
An account manager with a focus and inclination towards developing new business and maintaining existing business within the travel retail industry would best describe my profile in the company. Accessory category management is an initiative which I have firmly committed myself to.

What is the first thing you do when you get in the office each day?
I spend time checking stock reports, as this gives me a good idea of where my opportunity lies or what corrective action needs to be prioritized for that day.

What does a typical day entail for you?
I focus on a number of areas, including stock management, monitoring the performance of sell-in and sell-out, implementing corrective actions where necessary and liaising with resellers and our marketing and finance teams. A typical day will also involve networking, gauging promoter performance and recommending avenues for business improvement.

What is the best piece of channel advice you have been given?
Retail is detail! Amid the presumed fast-paced outlook of this industry, the point of difference is established at crucial stages in one’s career by the interest, efforts and investments made. Detail lies in everything — from that extra effort when searching for opportunities to how best your products are presented.

What skills or qualities are required in order to do your job?
There are a number of things, such as patience, self-motivation and self-accountability, number-crunching skills, relationship management, and tact and diplomacy — people skills! You also need sales firepower, flexibility and initiative.

What is your favourite part of the job?
Driving — it helps me privately review my action plan for the intended meeting and the rest of the working day.

What is the hardest part of your job?
Driving safely! As time is always of the essence, the need to change conservative driving habits becomes inevitable. Last minute call-ins, service recovery and troubleshooting meetings can never be planned in advance!

What criteria do you measure your performance on?
There are four key criteria I measure my performance on: sales figures; targets and over-achievements; repeat business; and new business.

What has been your most memorable moment in your current role?
When I received acknowledgement for over-achieving on monthly targets. Also, in 2008, I was named Sales Consultant of the Year — IPG Dubai. During the most challenging times in this region, I was able to generate the most revenue for my organization through creative and alternative income-generating mediums. I was able to bank on relationships, trust and references that were earned progressively during my career.

How much time do you spend out of the office each week?
In total I spend about 50% of my time outside the office environment during the week.

What do you get up to on your lunch hour?
Unless I am doing lunch with a client, I do not take my full hour as I’d rather finish any pending work before it gets too late in the day. I am a quick eater anyway