Purpose/ Mission:
Leads the Wholesales function for adidas Vietnam, with the primary objective of developing and implementing the Company’s sales strategy and wholesale account plans to achieve sales, margin and contribution objectives.
Sets ongoing target for WHS channel, achieve distinct targets base on service standards, operational target values and department strategies. Establishes/influence for the new standards which are based on the organizational strategy to achieve short-term and mid-term operational goals.
Accountabilities:
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 account plans and ensure execution in line with brand 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 enhance the partnership with all the accounts, especially the alliance ones, 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 communication internally as well as externally on conflicting / diverging opinions.
- Negotiates internally as well as externally to ensure acceptance for new standards or concepts.
- Evaluate constantly and adapt / enhance existing processes / terms of trade
People:
- Ability to build, coach and develop individual team members.
- Setting clear directions, ensure clarity of roles and responsibilities.
- Focusing on team performance by actively managing and delivering against project timelines, KPIs…etc.
- Communicate & adapt influencing style to engage with different team members and stakeholders.
- Develop and grow strong peer network within own function and cross functionally as needed to drive core processes and goals.
Controlling:
- Measure and deliver own team’s KPIs.
- Report on market trends and competitions in the respective accounts / channels.
- Provide realistic business plans / sales forecasts from topline to bottom line, understand how to influence business KPIs performance.
Knowledge:
- Thorough and deep knowledge of theory and organizational practice, with expertise in sales / commercial functions
- Broad management experience across all functional areas of businesses
Professional background/ Experience:
- University degree in Business in sales/ Commercial subject
- You bring Solid experiences in Sales/Account Management
- Favourable experience in Sports / Fashion or from FMCG modern retail
- You bring experience in people management
- Exposure to managing key accounts and driving sales will be key to being successful in this role