Purpose & Overall Relevance for the Organization 

• Leads the Wholesale Sales function for adidas Indonesia, with the primary objective of 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, customer relationships and 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:   

• SEA Hub Team 

• 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 5years 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