Purpose & Overall Relevance for the Organization

• To achieve regional sales target; Deliver business results that meet the company financial goals and build the brand in the region
• To manage and monitor regional sales processes that lead to a satisfactory development of the retail distribution network
• To develop the best sales organization to meet business development needs
   
   
  Key Responsibilities:
   
  Planning
  •Participate in the development of sales strategies in the responsible region to meet the business goals with the support from Sr. Director Sales NEO.
  •Work with Marketplace, Key Cities, RD and Franchise Ops to develop the area annual business plan including POS expansion, assortment planning and retail operations plan to achieve the best POS expansion, productivity and consumer satisfaction
  •Provide commercial inputs to FRS Buying team on regional range plan
  •Forecast and report POS opening/upgrade/closure, MPSA, inventory, total ST, Comp growth, etc on a monthly basis
  •Monitor and implement inventory management plan
  •Plan and manage account’s BLR projects to achieve company targets
   
  Management
  •Manage customer/geography/channel development and the implementation of sales/retail plan with key account branch companies
  •Drive the retail expansion progress and work with RD to ensure the aligned retail development plan is well conducted
  •Work with Franchise Ops to ensure the implementation of the assortment plan, and retail operations plan
  •Co-operate with Regional Marketing to align marketing plan with sell-in strategies
  •Develop strong business relationships with the senior management of strategic retail partners in the area
  •Coach and develop team with strong performance management and successor development.
  •Provide proper guidance to the team in daily job
  •Make sure all company business processes and policies can be well conducted across the team
   
  Financial
  •Be responsible for overall sales performance across the area
  •Well control T&E budget within the team
  •Ensure the accuracy of all financial information required by company
   
  Systems and Processes
  •Manage key business process, including selling processes, POS opening/closure/upgrade, forecasting and financial information provision process and reporting process
  •Develop proper platform to collect the market intelligence in time, such as overall market trend, competitive environment and account information
  •Implement control systems to guarantee high level of integrity
   
  People Management
  •Define specific targets and review with each direct report in line with aChina guidelines
  •Plan include goals, key job responsibilities, competency development, measures and follow-up activities
  •Provide supervisions, coaching and feedback to subordinates, insisting on integrity and openness
  •Manage, develop and motivate team in alignment with adidas China organization
  •Manage and monitor team member performance improvement
  •Apply adidas corporate culture into regional team
  •Generate a high level of teamwork in regional team
   
  Training
  •With HR implement the training and development plan
  •Make sure all team members clearly understand their job role and responsibility and provide proper guidance to secure the quality implementation in daily job
  •Actively participate in all departmental level training and development initiatives and activities
   
  Others
  Other job-related work assigned from leader
   
               
  Key Relationships:
• BU NEO
• CtC NEO
• FRS Buying NEO
• Planning NEO
• Brand
• FRS & WHS – BELLE/YY/RA
• BP&O
• Marketplace & Key Cities
   
   
  Knowledge, Skills and Abilities:
• Strategic Planning and overall management skill
• Strong leadership, persuasiveness and people management skill
• Tolerance to stress, high energy and strong job ownership
• High degree of integrity and loyalty
• Team player, demonstrating interests in training, coaching and motivating subordinates
• Business acumen
• Data analysis skills, planning skills
• Communication skills, relationship management and empathy
• Sales skills and customer service knowledge
• Negotiation skills
   
  Requisite Education and Experience / Minimum Qualifications:
• University degree in business with marketing and sales focus
• Minimum 8 years of sales experience within large sales organisations, ideally in apparel/fashion/shoes or FMCG of which min 10 years in Sales
• At least 5 years’ experience of people and operational management
• Exposure: Sports, Marketing, Supply Chain
• IT skills: Advanced  MS Office Skills
   
  KPI
• SI
  • Net Sales
  • Net Margin
  • Category SOB
• POS: Net # of POS Opening
• ST
  • ST Scale Growth
  • Trade Inventory
  • Comp. Store Growth
• Customer Management
  • Customer Satisfaction
• Product
  • Mandatory Range Realization
• Key City
  • Key City net sales
  • Key City POS Opening
  • Mega Store
  • BBL CFS
     
• Future City
  • ST Growth
  • New Store Opening
  •  
• Budget: Sales Budget Management