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Senior Director Sales Field
Adidas Group
Monza, , Italy
Job Details - this job has expired, please see similar jobs below
Purpose & Overall Relevance for the Organization:
• To ensure profitable market share and net sales growth within Field Accounts in Italy while respecting the image of the adidas Group brands
• To passionately lead the Sales Field organisation in identifying, developing and implementing strategies for the profitable growth of the adidas Group brands
Key Responsibilities:
• To drive the Field Excellence strategy
• 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 develop the overall strategy for the field account portfolio based on Global and Market strategies jointly with the VP Sales and get sign off by the MD
• To ensure the Field organization is applying available adidas Group standards and best practices in daily work
• To work closely with all relevant Marketing and Sales functions, ensuring effective and efficient know-how transfer and communication towards the Field team and vice versa
• To review, challenge and sign of S-AFB’s and S-StAP’s
• To support negotiation and enforcement of adidas Group trade terms
• To establish an appropriate organizational framework for the Field organization jointly with the VP Sales in line with the Global organizational blueprint
• To ensure all customers are allocated accordingly to our customer segmentation strategy
• To group field customers, set objectives, strategies, tactics, allocate resources and ensure translation into action plans respecting the framework set by the customer portfolio strategies
• To ensure execution of the field CSS and track results
• To staff most suitable persons in direct report positions in alignment with the VP Sales and Human Resources
• To lead team and foster performance culture within his team
• To develop, train and retain key talents
• To manage all reports as an integrated team by setting team objectives, targets and guidelines
• To ensure smooth cooperation of all direct reports along all interfaces (internal & external)
• To measure progress on defined KPIs
• To monitor all reports
• To monitor and report on customers and competitors sell-through and activities, and propose/initiate/take actions
• To provide realistic plans and forecasts on customers performances
• To ensure customer compliance with agreements
• To establish a sell-out culture
Key Relationships:
• Global: Centre of Excellence (CoE) Wholesale
• Market: Brands, Customer Service, Sales Coordination, Business Development, HR, Controlling, Planning, Logistics, Orderbook Management
• External: Customers, Agencies
Knowledge, Skills and Abilities:
• Field Account Manager with proven track record of successfully managing Field Accounts in large sales organizations.
• High analytical skills for strategy development, business planning decision planning
• Strong interpersonal skills: Very good communications and negotiating abilities as well as high presentation, relationship management and facilitation skills
• High degree of commercial and business acumen knowledge (e.g. sales, retail, trade marketing, customer service, finance and controlling)
• Strong decision taking and determination and shows high initiative and pragmatism to the business.
• Fluent in written and spoken local language as well as English. Skills and abilities in other language are an added plus
Requisite Education and Experience / Minimum Qualifications:
• University degree in business with marketing and sales focus
• Minimum 6 years of sales experience within large sales organisations, ideally in apparel/fashion/shoes or FMCG of which min 4 years in Sales
• At least 3 years’ experience of people and operational management
• Exposure: Sports, Marketing, Supply Chain
• IT skills: Advanced MS Office Skills