Director, Wholesale

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.

 

 

Key Responsibilities

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