Director Sales, RA East

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

• Budget: Sales Budget Management