Adidas SENIOR SALES DIRECTOR 

Singapore, Singapore 

534391143

Identify future growth opportunities through the development of Benelux marketplace plans in alignment with all key channel stakeholders.

Commercial Responsibilities

• Deliver Wholesale Net Sales and broader commercial targets for Benelux.
• Develop, drive and implement a Benelux marketplace strategy and plan to deliver accelerated sales growth and share gains, in line with category targets.
• Build strong external relationships with key Wholesale Customers to optimize partnership, collaboration and commercial results.
• Build strong internal relationships with European Omnichannel Strategy team (Wholesale and Digital Partner Commerce) to ensure that the Benelux market and commercial standards comply with the European blueprint.
• Implement and maintain high operational Wholesale Sales Management standards.
• Ensure all customers are allocated to the correct Wholesale Sales channels and segmentation principles.
• Set objectives, strategies, tactics and allocate resources to ensure translation into action plans, respecting the framework set by the customer portfolio strategies.
• Ensure a coordinated and efficient Wholesale sell-in process, optimizing the usage of sell-in tools, including the approved negotiation and implementation of trade terms.
• Monitor and report on customer and competitor sell-through activities, and initiate action plans to drive results in accordance with the agreed plan.
• Fully implement the global trade terms classification, ensuring full compliance and optimised profitability.
• Deliver accurate plans and forecasts on Wholesale customer and channel performance in line with planning assumptions.
• Support VP North Sales with broader Commercial Strategy and input to ensure Benelux integration into broader North Commercial plans.

Leadership Responsibilities

• Lead the Benelux Sales team, optimizing functional and leadership skills across the team.
• Manage all direct reports as an integrated team by setting aligned objectives, 90 day targets, providing clarity of expectations on performance management.
• Build an effective channel structure to ensure FTE ratio and overhead costs are assigned accordingly to channel objectives in alignment with HR.
• Ensure strong cross-functional relationships across all internal teams and stakeholders to operate as one end to end channel to deliver Benelux objectives and commercial results.
• Develop and lead high performance expectations to motivate and develop the Benelux Sales team in accordance with company performance and talent management protocols.
• Attract and develop high performing talent to realize positive succession planning outcomes within the Sales team and broader organization.
• Ensure all team members have Individual Development Plans which are appropriate for their own development and performance in role.
• Use personal development plan to develop and demonstrate continuous improvement in leadership and functional skills.
• Use ELS and other feedback opportunities to build an inclusive, winning, high performance culture.

KPI measures

• Total net sales development according to budget
• Total net margin aligned to budget
• Market share targets aligned with category growth targets
• Team engagement, motivation and talent development

Key Relationships

• Internal:
  • Benelux Brand Team
  • Benelux Business Development
  • Wholesale Sales channel leads within Cluster
  • Key marketplace relevant Sales/Channel leads
  • Europe Commercial Omnichannel Strategy Team (Wholesale and Digital Partner Commerce)
  • Go To Market Cluster Team
  • Benelux Account Operations
  • Cluster Sales Development
  • Cluster Supply Chain
  • Cluster Finance
  • Cluster/AMS HR
• External:
  • Wholesale Customers – key decision makers

Knowledge and Experience

• Proven leadership and people management skills to operate with impact across a matrix organisation.
• High degree of commercial and business acumen, with proven track record of success in senior roles within a large Wholesale Sales channel. (Sporting goods/fashion industry)
• Experience of managing, coaching and mentoring large teams within a commercial wholesale environment.
• Ability to build and develop mid-term business plans to incorporate a strategic and commercial perspective.
• Strong interpersonal skills, including communication, presentation, negotiation, influencing and leading across internal and external environments.
• Excellent stakeholder management.
• Strong organizational and planning skills, including the ability to proactively plan and manage reactive intervention simultaneously.

Skills

• Drive for results
• Collaboration and Influencing
• Relationship management
• Strategic Thinking
• Excellent communication
• Analytical / Insights to action
• Leadership – high performance teams