Director Sales TS West

Purpose & Overall Relevance for the Organization:

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

Key Responsibilities:   

• Responsible for key account 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 key account 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