Director Go-To-Market

Purpose & Overall Relevance for the Organization:

Drive and ensure category business success through the development and execution of a robust East category GTM plan, within the strategic framework set by the European BU’s, following the Cluster Central Europe and specific Zone East execution plan.

Key Responsibilities:  

• Delivering a holistic “full marketplace” category marketing plan (GTM plan) covering product ranging, pricing, volume planning and distribution across all countries and commercial channels (DTC, WHS, AKAs, B2B)
• Coordinating the GTM plan with the communication, sports marketing, culture marketing, and omnichannel marketing functions.
• Developing key product franchise plans covering distribution, segmentation, volume planning, and pricing.
• Develop category consumer profiles as part of the GTM plan.
• Lead the cross-functional category group (“category interaction group”) to review and steer the execution of the GTM plan.
• Represent the category perspective in all relevant financial planning milestones (IBP), incl. (if relevant) pricing and currency modelling.
• Promoting the requirements for a successful GTM plan to relevant stakeholders in the European and/or Global BU using available market data.
• Presenting the GTM plan at sell-in and overseeing its in-season execution.
• Aligning the execution of the GTM Pan with the counterparts in the commercial channels.
• Ensuring the efficient execution of the sample order process.
• Lead a team of GTM managers to be experts in their field and contribute to company and category objectives.

Key Relationships (within both Zones of Cluster Central Europe):

• Senior Director Brand
• Brand Activation
• Sports Marketing
• Culture Marketing
• Omni-Channel Marketing
• AKA Marketing
• Sales and DTC
• European BU
• Cluster MOPS
• Business & Sales Development
• Finance

KPIs of respective Categories:

• Net Sales
• Market Share
• Share of Search
• Go-In Margin
• Sell-out

Knowledge, Skills and Abilities:

• Senior Manager with advanced cross functional product, marketing knowledge and market experience in sport and/or fashion/lifestyle categories
• Ability to work in a fast-paced environment with different international cultures
• Consumer-focused with deep product and range understanding
• Strong ability of balancing brand and commercial aspects
• Business mindset with very good numerical and analytical skills
• Strong organizational skills
• Flexibility to travel internationally
• Strong engaging presentation style
• Experienced negotiator
• Passionate about sports and the culture born from it

Requisite Education and Experience / Minimum Qualifications:  

• University degree in business, ideally with marketing and sales focus or equivalent professional experience
• At least 8 years of marketing experience (ideally category management background), cross-functional marketing and/or sales experience
• 3 years leadership experience
• Fluent in English (writing and verbal)
• IT skills: Outlook and Word (basic); Excel and PowerPoint (advanced)
• Leadership competencies also for hybrid teams (remote teams)
• People Connector – inclusive mindset and teamplayer role modelling DEI standards