Director, Wholesale

Purpose & Overall Relevance for the Organization Leads the Wholesale Sales function for adidasIndonesia, with the primaryobjectiveof 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, customerrelationshipsand 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:

Market Leadership Team

Wholesale Partners & Distributors

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 5 years 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

At adidas we have a winning culture. But to win, physical power is not enough. Just like athletes our employees need mental strength in their game. We foster the athlete’s mindset through a set of behaviors that we want to enable and develop in our people and that are at the core of our unique company culture: This is how we win while playing fair.

COURAGE:

Speak up when you see an opportunity; step up when you see a need.

:

Pick up the ball. Be proactive, take responsibility and follow-through.

INNOVATION:

Elevate

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