Director Sales, Sport Specialty East Europe

Prague | Czech Republic | Sales

Purpose & Overall Relevance for the Organisation:

Ensure sustainable and profitable market share and net sales growth in the Sport Specialty Channel of East Europe (EE), while driving the positioning of all adidas brands by Wholesale distribution channels in line with the Western Europe Brand & Channel strategies.

Key Responsibilities:

  • Develop and Implement state of art Sport Account Management and create the best in market EE Sport Account Sales team across 7 countries
  • Maximize sales and market share of Sport Specialty business for all adidas brands based on understanding of Sport Specialty trends and distribution specifics of the EE market
  • Optimize channel and individual accounts profitability results
  • Review, challenge and sign off the Strategic business and marketing plans
  • Lead yearly and long term planning for Sport accounts, by determining sales, gross-profit plans, and implementing marketing strategies; analyzing trends and results
  • Develop & implement a long term Commercial Excellence strategy for the sales channel of responsibility, in line with WE & cluster SBP 
  • Translate the WE commercial strategies and ambitions into functional targets for the Sport Specialty Sales departments and measure performance on the set KPIs 
  • Work closely with other departments to develop a winning strategy for increasing market share across the EE countries
  • Collaborate with Brand Activation to ensure our brands’ presentation in key doors is in line with the brand strategy
  • Monitor and track performance for the Sport channel while anticipating and proactively managing trends and changes in performance
  • Coordinate the information flow between Wholesale & Direct To Consumer channels, foster collaboration between the two channels, maximizing the business potential of all adidas brands in the market
  • Drive the monthly sales forecast process in line with Western Europe business planning process in cooperation with Sales Control team
  • Take responsibility for the analysis of the customer and/or business segment in order to spot trends, resolve problems and to correct any procedural errors being made
  • Measure and report on customers sell through, on adidas/Reebok orderbook, while maximizing sell outs on full price
  • Monitor competitors activities within our customers environment and propose win-win action plans to increase market shares
  • Set short, mid and long business targets and guidelines for all direct reports.
  • Continuously improve and develop key sales & customer service processes to provide excellence in service and efficiency in the organization
  • Lead crossfunctional projects/processes for EE
  • Ensure effective cost monitoring and control for all cost centers in countries of responsibility 

Personnel:

  • Manage, recruit for and develop the team to achieve all relevant targets
  • Staff most suitable persons in direct report positions in alignment with SSD EE
  • Inspire, lead and drive a performance culture within the team
  • Set personal objectives, targets, guidelines and assess all direct reports
  • Manage key talents' career and succession planning
  • Develop the functional and core skill of direct reports through regular coaching and mentoring

KPI’s:

  • Market share
  • NS, SM and contribution target achievement
  • Managed space locations
  • Budget compliance
  • DSO targets
  • Trade Investment compliance
  • CSD compliance
  • Employer NPS 

Key Relationships:

  • All key retail partners
  • EE management team
  • EE Brand Activation Directors
  • EE Head of Sales Operations
  • EE Head of Customer Service
  • Own Retail & Franchise Team

  Knowledge, Skills and Abilities:

  • Sales Manager with proven track record of successfully managing a mid to large size sales organization
  • Lead virtual teams & solid Change Management skills
  • Strong interpersonal skills (e.g. communication, negotiation, relationship management)
  • Proven methodological skills (e.g. Business planning, strategic development)
  • Strong functional skills (e.g. Sales, Customer Service, Finance)
  • High degree of commercial and business acumen
  • Mental flexibility, initiative and determination
  • Fluent in written and spoken English is a must. Skills and abilities in other languages are a plus                

Requisite Education and Experience / Minimum Qualifications:

  • Master degree, preferably in business administration or marketing
  • Minimum 10 years of experience, mostly in Sales, while Marketing experience is appreciated, including sports, fashion or FMCG
  • At least 7 years of experience in managing people (also virtualy) and international background

  MobilityMobility is a prerequisite, the role requires a lot of travelling. Location of the position: Prague or Warsaw.

Apply here

adidas celebrates diversity, supports inclusiveness and encourages individual expression in our workplace. We do not tolerate the harassment or discrimination toward any of our applicants or employees. We are an Equal Opportunity Employer.

At adidas, every day is a chance to flip the script. An invitation to take everything we know and re-invent it. Do it better. Never settling for good enough. Every day we get up, invent, adapt, improvise, find new ways to collaborate, and do the unexpected. We’re creators, makers and doers. Helping athletes make a difference, not just in their games, but in their lives and in their world. It’s an obsession.

We’ve been doing this for more than 65 years. With an unmatched history and tradition of creating iconic products, consumer connections and experiences, we’ve been defining sport culture since the beginning. And we’re never done. Come be a part of shaping the future together with us.

The Facts

Jobtitle Director Sales, Sport Specialty East Europe
Team Sales
Brand adidas
Location Prague
Country Czech Republic
Number 195527
Position Type Full time
Date May-07, 2019
Relocation no

Sounds great for you? We would love to have you here.

Apply here

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