Purpose: 

• 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:

• Functional:  Solid experiences in Sales/Account Management
• Industry: Sports / Fashion preferable. FMCG modern retail is optional.
• Leadership:  To fit with adidas leadership values.
• Education : University degree in Business with sales/ Commercial focus

IT:

• Outlook: Basic
• Word: Advanced
• Excel: Advanced
• PowerPoint: Advanced

Language skills:

• English: Advanced
• Local Language: Fluent