Purpose & Overall Relevance for the Organization:  

• Support the development of the optimal distribution development strategy for China & HK and GCA as a whole. Direct the established processes towards the satisfactory development of the wholesale and retail distribution network.
• Manage and monitor business processes for complete account management. Drive the development of high quality retail operations (product knowledge, merchandising, POS and promotion).
• Deliver WS business results that meet the company financial goals while responsibly building the brand in the market.

Key Responsibilities:

• Planning

• Develops effective business strategies to reach defined business goals on China & HK WS sales
• Develops a geographic, account and retail development plan that reflects sales strategies and provides analysis based on defined KPIs
• Develops new channels of Distribution and new customers to maximize growth
• Develops a sales/retail marketing and operations coordinated plan to achieve the best POS productivity and consumer satisfaction
• Detailed Quarterly and Annual Sales plan per account
• Provides the monthly rolling sales forecast and POS opening/upgrade/closure regional plan base
• Ensures demand plan and inventory is aligned with sales plan for optimum inventory turns

• Management

• Manages customer/geography/channel development and sales/retail activities in assigned areas in accordance with defined business plans
• Takes responsibility for managing sales and retail execution and securing high quality implementation in the areas
• Develops strong business relationships with the senior management of major accounts in the areas
• Coordinates the retail trade marketing and visual merchandising implementation plans
• Coordinates the retail operations support to his/her regional accounts
• Provides proper guidance to the team in daily job

• Distribution in China & HK
  • • To drive Distributor sales target; Deliver business results that meet the company financial goals and build the brand closely with distributors to achieve top Apparel and Footwear brand in related areas.
    • To manage and monitor regional sales processes that lead to a satisfactory development of the best channel distribution network in the distribution country
• Financial

• Be responsible for overall sales and retail performance in the areas.
• Sales Margin targets for all categories
• Manages A/R on healthy track
• Well control T&E budget
• Ensures the accuracy of all financial information required by the company

• System and Processes

• Develops and manages key business processes of assigned region (selling processes, POS opening/closure/upgrade, forecasting and financial information process)
• Develops proper platform to be able to collect the market intelligence in time, such as overall market trend, competitive environment and account information required for the retail database

• HR Management

• Sets performance plans and reviews with all direct reports
• Provides supervision, leadership, coaching and feedback to the direct reports, insisting on integrity and openness
• Generates a high level of teamwork spirit across the team

• Training and Development

• Helps both sales managers to provide proper training courses internally and externally by identifying the training needs
• Makes sure all team members are able to well understand their job roles and responsibilities and provides proper guidance to secure the quality implementation in daily job

The responsibilities are not limited to the above, the job holder will also follow other work assigned by his/her immediate supervisor

Key interfaces

Marketing Manager, Merchandising, Retail Shared Service team, Finance Manager,

KPI

Company financial goals.  Inventory Turnover.  A/R Management. 

Knowledge Skills and Abilities:

• Strategic Planning and overall management skill
• Process oriented, yet flexible. Capable of implementing company firmly with staff and clients and of maintaining focus on result
• Strong leadership, persuasiveness and people management skill
• Tolerance to stress, high energy and strong job ownership
• High degree of integrity and loyalty
• Good at teamwork, demonstrating interest in training, coaching and motivating subordinates
• Business acumen

Requisite Education and Experience / Minimum Qualifications:

• Minimum 8 years of experience in sales management for a leading consumer goods company
• Extensive experience in general management (beyond field sales) required
• Bachelor degree required and advanced degree in business or related fields preferred
• Proficient English required

The job description is part of every adidas employee’s contract. However, this is not necessarily an exhaustive list of all responsibilities, skills, duties, requirements, efforts or working conditions associated with the job. While this is intended to be an accurate reflection of the current job, management reserves the right to revise the job or require that other or different tasks be performed when circumstances change.