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Sales Director

2 months ago

Chengdu, Sichuan, China adidas Full time

Job Summary:

The Sales Director - West Region will be responsible for leading the sales team in the West region to achieve profitable market share and net sales growth within key accounts. This role will require strong leadership and strategic planning skills to identify, develop, and implement strategies for profitable growth.

Key Responsibilities:

  • Responsible for key account business-related KPIs, including sell-in (net sales), stock turnover, retail KPIs (comp growth, etc.), inventory level, and POS numbers.
  • Develop and implement OTB planning, negotiation, and SBP (Strategic Business Plan) preparation.
  • Collaborate with cross-functional teams to provide strong support to key accounts aligned with business growth targets.
  • Work with the Product Sales team to provide range feedback based on key account business realities.
  • Ensure POS allocation is properly managed in collaboration with the territory management team.
  • Set clear targets and action points to ensure the best possible net sales result, track results, analyze risks, and identify new business opportunities.
  • Negotiate and enforce adidas Group trade terms.
  • Provide realistic plans and forecasts on customer performances.
  • Manage and maintain a healthy A/R balance.
  • Control core inventory ratio and structure.
  • Lead the team and foster a performance culture within the team.
  • Develop, train, and retain key talents.

Key Relationships:

  • Head of Account Sales, RE, MM, BP, SO, PS, CRM, etc.

Requisite Education and Experience / Minimum Qualifications:

  • Minimum 10 years of sales experience within large sales organizations, ideally in apparel/fashion/shoes or FMCG.
  • At least 5 years' experience of people and operational management.
  • A passion for and an understanding of sports.
  • Strong communication and influence skills.
  • Good analysis and solid skills in Word, Excel, PowerPoint, Project, etc.
  • University degree.
  • Willing to travel.

KPIs:

  • SI
    • OTB
    • Assortment Plan Execution (Package... etc.)
    • Category SOB
    • Account Target
  • POS: Net # of POS Opening
  • ST
    • Trade Inventory
    • Scale Growth
    • Comp. Store Growth
  • Customer Management
    • Customer Satisfaction
  • Product
    • Mandatory Range Realization
  • Key City
    • Key City net sales
    • Key City POS Opening
  • Future City
    • Future City Sales Growth
    • Future City POS opening
  • Budget: Sales Budget Management