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Sales Director

2 months ago

Shanghai, Shanghai, China adidas Full time

Purpose & Overall Relevance for the Organization:

To drive profitable market share and net sales growth within regional accounts, ensuring the adidas Group's strategic objectives are met.

Key Responsibilities:

  • Develop and execute business strategies to achieve profitable growth in regional accounts, including sell-in, ST, retail KPIs, inventory management, and POS optimization.
  • Lead the regional accounts organization in identifying, developing, and implementing strategies for profitable growth, working closely with cross-functional teams.
  • Collaborate with Product Sales teams to provide range feedback based on regional accounts business realities.
  • Work with Territory Management teams to ensure POS allocation is properly managed.
  • Set clear targets and action points to ensure the best possible Net Sales results, tracking results, analyzing risks, and identifying new business opportunities.
  • Support negotiation and enforcement of adidas Group trade terms.
  • Provide realistic plans and forecasts on customers' performances.
  • Manage and maintain a healthy A/R balance.
  • Control core inventory ratio and structure.
  • Lead 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 understanding of SPORTS.
  • Strong communication and influence skills.
  • Good analysis and solid skills in Word, Excel, PowerPoint, Project, etc.
  • University degree.
  • Willing to travel.

KPI:

  • 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