OTB Group Sales Supervisor

About OTB Group

OTB Group, a renowned conglomerate in the luxury fashion industry, is celebrated for its innovative and avant-garde approach to fashion. Home to iconic brands such as Marni, the group is dedicated to fostering creativity and individuality in its workforce, providing a dynamic and inclusive environment for its employees.

Role & Responsibilities

• Lead the team in achieving and exceeding individual and store sales objectives.
• Translate store targets into clear daily and weekly goals and set individual expectations with Store Management.
• Analyze KPIs daily, weekly, monthly, and seasonally to identify opportunities and determine actions.
• Maintain command of core metrics: Net Sales, Sales vs. Goal, ATV, UPT, Conversion, Traffic, Client Acquisition and Retention, Repeat Client Sales, Full-Price Sell-Through, Appointment Generation and Conversion, and CRM Activity.
• Lead from the sales floor through active selling, clienteling, and product expertise.
• Partner with Store Management on action plans for underperforming KPIs or team members.
• Drive sales through cross-selling, complete-look selling, appointments, events, and client outreach.
• Recognize and celebrate individual and team achievements.
• Coach Client Advisors on selling skills, clienteling, product knowledge, and KPI performance in real time on the floor and through regular one-on-ones.
• Use sales and clienteling data to provide objective, actionable feedback.
• Build individual development plans around performance gaps and career aspirations, and follow up on implementation.
• Identify high-potential talent and support succession planning for future sales leaders.
• Partner with Store Management on performance evaluations, talent assessments, and improvement plans.
• Create an energetic, collaborative, inclusive, high-performing sales culture.
• Lead daily huddles to review prior-day results, communicate commercial priorities, and set team and individual focus.
• Assign floor coverage based on traffic and business needs, and monitor client flow and selling opportunities.
• Ensure clienteling activity takes place during non-selling periods.
• Close the day by reviewing results, opportunities, and follow-up actions with the team.
• Build trust through consistent communication and follow-through.
• Partner with Store Management and HR to identify staffing needs and participate in recruiting and candidate selection.
• Interview candidates and assess selling ability, client orientation, cultural alignment, brand affinity, and growth potential.
• Deliver structured onboarding covering product knowledge, brand history, selling behaviors, CRM, POS, and operational standards.
• Set clear 30/60/90-day expectations and monitor new-hire progress with regular feedback.
• Serve as the sales team’s product and selling expert.
• Lead product knowledge sessions, role plays, and selling exercises; partner with Retail Training on company initiatives.
• Reinforce brand storytelling, craftsmanship, materials, styling, and collection knowledge.
• Ensure the team understands seasonal collections, launches, campaigns, and commercial priorities.
• Establish a strong clienteling culture and lead by example with a high-quality personal client book.
• Review CRM activity and clienteling KPIs regularly and ensure client profiles are accurate and meaningful.
• Coach personalized outreach based on client preferences, purchase history, and behavior.
• Drive appointments and prepare the team to maximize each opportunity.
• Develop strategies to grow client acquisition, retention, and repeat business, and identify high-value client opportunities.
• Support private appointments, events, launches, and trunk shows; share client insights with Store Management.
• Hold the team accountable to elevated, personalized service standards consistent with brand positioning.
• Observe client interactions and coach in real time, modeling exceptional selling and service behaviors.
• Ensure client concerns are resolved quickly and professionally.
• Build a culture focused on long-term relationships and post-purchase follow-up rather than transactional selling.
• Represent the brand professionally at appointments, events, and community and networking activities.
• Build local relationships that generate brand awareness and new client opportunities.
• Coach the team to use inventory information to maximize selling opportunities.
• Support product searches, transfers, reservations, holds, and special orders; participate in cycle counts and physical inventories.
• Identify aged inventory, low-stock products, high-demand items, and client-specific opportunities, and escalate discrepancies.
• Uphold visual merchandising standards and maintain a client-ready sales floor and back of house.
• Ensure the team follows POS, cash handling, inventory, loss prevention, safety, and security procedures.
• Support opening and closing procedures and accurate processing of returns, exchanges, transfers, repairs, and alterations.
• Balance operational responsibilities with a strong sales-floor presence.
• Partner with the Store Manager and Assistant Store Manager to achieve store objectives.
• Communicate sales, client, inventory, and talent insights to Store Management.
• Collaborate with Visual Merchandising, Operations, Retail Training, CRM, and Merchandising to execute company initiatives at store level.
• Represent the sales team’s needs and provide constructive feedback to leadership.
• Deliver results across commercial KPIs, including store and individual Sales vs. Goal, Sales Productivity, ATV, UPT, Conversion, Full-Price Sell-Through, and team KPI performance.
• Deliver results across clienteling KPIs, including active client portfolio, new client acquisition, client retention, repeat client sales, CRM activity and data quality, appointments generated and converted, and event sales.
• Deliver results across leadership and talent KPIs, including team performance, coaching frequency and quality, training completion, new-hire onboarding, employee engagement, talent retention, and internal development.
• Deliver results across operational KPIs, including POS and inventory accuracy, loss prevention compliance, operational execution, and store presentation.
• Deliver results across client experience KPIs, including client feedback, service standards, client engagement, and follow-up.

Qualifications

• At least 3 years of selling and leadership experience; fashion or retail experience preferred.
• Previous supervisory or leadership experience in fashion, luxury, specialty retail, hospitality, or another client-focused environment preferred.
• Previous experience in fashion, luxury, specialty retail, hospitality, or another client-focused environment preferred.
• Demonstrated success achieving individual and team sales objectives.
• Ability to coach, motivate, and develop others, provide constructive feedback, and hold others accountable.
• Strong command of retail KPIs and commercial performance.
• Demonstrated clienteling and relationship-building skills.
• Sound decision-making in a fast-paced retail environment.
• Verbal and written communication, including active listening, to determine business goals and suggest ways to achieve them through human resources initiatives.
• Commercial awareness and a working understanding of retail KPIs.
• Proficiency with CRM, POS, and clienteling platforms.
• Strong organizational skills and attention to detail.
• Availability to work a flexible retail schedule, including weekends, holidays, and special events.
• Analytical and problem-solving abilities with strong attention to detail.
• Strong project management and change management skills, with the ability to prioritize in a fast-paced environment.
• Must be legally authorized to work in the United States at the time of application and able to provide proof of employment eligibility upon request; employment is contingent on successful verification in compliance with federal immigration laws.

Skills

Experience

At least 3 years of selling and leadership experience.

Culture

Marni, as part of the OTB Group, champions creativity through diversity, fostering an inclusive atmosphere where unique talents and perspectives are celebrated and encouraged to flourish.

About Cerulean

Cerulean is the definitive career portal for the global luxury industry. We match exceptional professionals with exclusive opportunities at the world's most prestigious brands. From haute couture and fine watchmaking to prestige beauty, hospitality, and boutique retail, Cerulean centralises luxury employment to help you find the career for which you were destined.