Director Sales RA East

4 months ago

Shanghai, China adidas Full time

Purpose & Overall Relevance for the Organization:

  • To ensure profitable market share and net sales growth within regional accounts
  • To passionately lead the regional accounts organization in identifying, developing and implementing strategies for the profitable growth

 

Key Responsibilities:   

  • Responsible for regional accounts all business related KPI, includes but not limited to Sell in (net sales), ST, retail KPIs (comp growth and etc), inventory level, POS numbers;
  • OTB Planning ,negotiation and SBP (Strategic Biz Plan) preparation
  • Work with cross functional teams to provide the strong supports to key account aligned with business growth targets;
  • Co-work with Product Sales team to provide range feedback based on regional accounts business reality;
  • Work with territory management team to ensure POS allocation are properly managed;
  • To ensure the best possible Net Sales result by setting clear targets and action points;
    constant tracking of results; analysis of risks & new business opportunities
  • To support negotiation and enforcement of adidas Group trade terms
  • To provide realistic plans and forecasts on customers performances
  • Manage and maintain a healthy A/R balance
  • Control core inventory ratio and structure
  • To lead team and foster performance culture within team
  • To 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 skill
  • 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

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