Area:                                                                                      GCA

Department:                                                                        Sales

Direct Reporting Line:                                                      Senior Manager Sales Special Channel

Indirect/secondary reporting line:                                            

Subsidiary/country:                                                                       

Location:                                                                               SH

GSMS Grade:                                                                        M4

Number of Personnel Managed:                                   -

Cost Center/Budget:                                                     -

Purpose & Overall Relevance for the Organization:

• To achieve Golf sales and hypermarket target; Deliver business results that meet the company financial goals and build the Golf 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
• To keep good relationships with hyper market account and continue business development with them

Key Responsibilities:

Planning

• Participate in the development of sales strategies in his/her responsible region to meet the business goals with the support from line managers and Sales head
• Work with Marketplace, 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 Category Sales on regional range plan
• Forecast and report POS opening/upgrade/closure, MPSA, inventory, total ST, Comp growth, etc. on weekly/monthly/quarterly/yearly basis
• Monitor and implement inventory management plan
• Buying plan with hypermarket accounts with details

Management

• Manage customer/geography/channel development and the implementation of sales/retail plan for regional key account.
• Monitor the retail expansion progress and coordinate with RD to ensure the aligned retail development plan is well conducted
• Coordinate with Franchise Ops to ensure the implementation of the assortment plan, and retail operations plan
• Co-operate with Retail Marketing to align marketing plan with sell-in strategies
• Develop strong business relationships with the senior mgmt. of major accounts 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
• Manage and maintain a healthy A/R balance
• Well control T&E budget within the team
• Ensure the accuracy of all financial information required by company

Systems and Processes

• Develop and manage key business process, including selling processes, POS opening/closure/upgrade, forecast and financial info 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

Training

• With HR implement a training and development plan
• Make sure all team members are able to 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

KPI

• SI -Net Sales
• POS - New & Net # of POS Opening
• ST - Scale Growth and Comp. Store Growth
• Trade Inventory
• Customer Management - Customer Satisfaction
• Product - Mandatory Range Realization
• Budget: Sales Budget Management

Key Relationships:

• Customer/Accounts
• Marketing
• Retail
• Sales team internally
• Finance

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 6-8 years of sales experience within large sales organisations, ideally in apparel/fashion/shoes or FMCG of which min 8 years in Sales
• At least 3-5 years’ experience of people and operational management
• Exposure: Sports, Marketing, Supply Chain
• IT skills: Advanced  MS Office Skills