Purpose & Overall Relevance for the Organization
- Leads the Wholesale Sales function for adidas Philippines, with the primary objective of developing and implementing the Company’s Sales strategy and customer plans, to achieve sales, margin, and contribution objectives.
- Manage a market leadership position within the prescribed channel through execution of strategy, customer relationships and development of revenue streams.
- Country Leadership position responsible for exhibiting adidas values, leading culture and developing the pipeline of future leaders.
Functional:
- Lead team towards delivering sales turnover, margins, and contribution whilst managing sales expense within planned levels.
- Ensure AR collections as per trade terms, DSO objectives and limit bad debts with effective credit management, tracking and credit worthiness of customers.
- Formulate sales development, channel strategies, annual customer plans and ensure execution in line with brand image, presentation and company strategy.
- Develop, negotiate and implement trading terms by customers to drive pay by performance growth, optimizing in-store execution, brand presence, sell-through to represent our brands to consumers according to set standards.
- Build, maintain and expand relationships/ alliances with key customers/ stakeholders, maintaining effective customer service levels to meet order processing, route and order fulfillment.
- Liaise with Marketing team on merchandising support, timely inflow of stocks to service customers, ensuring, prompt action to liquidate old inventory.
- Provide coaching and guidance to the team in achieving their daily responsibilities and objectives.
- Lead and develop digital capabilities within the channel and working model with Wholesale customers
- Lead Business Development opportunities
People:
- To lead, develop and influence sales organization
- To make the right hires into the Wholesale team
- To set performance objectives, targets, guidelines and assess all reports, and ensure target achievements
- Develop the functional and interpersonal skills of direct reports to maximize personnel capabilities
- Manage all reports as an integrated team by setting team objectives, targets and guidelines to build a stronger team
- Ensure smooth cooperation and alignment between all direct reports and all interfaces.
Controlling:
- Measure and deliver own team’s KPIs
- Report on market trends and competitors in the area
- Provide realistic business plans and forecasts on KA business performance, take mid-long term planning into consideration.
- Manage Sales working budgets in conjunction with the Brand team
- Trade inventories within prescribed corridors
Compliances:
- To observe both global and local policies and procedures in all dealings;
- Support SEA changes and direction;
- Perform other tasks as may be assigned from time to time
Key Relationships:
- SEA Hub Team
- Market Leadership Team
- Landlords and Mall Management
Knowledge, Skills and Abilities:
- Ability to think strategically, define business opportunities and problems, understand complex business challenges and formulate effective solutions designed to improve results.
- Demonstrated experience in developing and completing successful financial and business plans for achieving sales, service, and contribution goals in large Retail organizations.
- Strong leadership and coaching skills, and the ability to capitalize on and apply these skills, resulting in the growth and development of managers and employees in the organization.
- Possesses strong interpersonal skills and is able to achieve desired results in a fast-paced, highly competitive, multi-tasking environment.
- Extremely strong in the areas of merchandising and store operations, preferably industry knowledge within footwear & apparel.
- Ability to conduct and analyze research related to consumers, industries, markets, customers and competitors.
- Possess strong organizational, problem solving, negotiation and resolution skills.
- Experience setting a shared vision and direction and building the excitement and enthusiasm needed to engage a wide variety of stakeholders;
- Experience building organizations with strong teams and truly committed staff – evidenced by employee retention and engagement;
Pre-requisite Knowledge / Skills:
- Bachelor's degree with ten or more years retail management experience
- Master's degree is an advantage
- 10+ years managing Sales team, Sales/Account Management, and 5years Sales Leadership
- Minimum 7 years’ experience successfully leading, managing and developing multi store, multi-channel retail teams, B2B, Digital Sales
- Advanced English and fluent local language
- Advanced IT Skills (Outlook, Excel, Powerpoint)