Purpose & Overall Relevance for the Organization :
Ensure profitable market share and net sales growth within Field & Fashion Accounts, B2B and TeamSports business in the market while respecting the image of the adidas Group brands.
Passionately lead the Sales Field & Fashion organisation in identifying, developing and implementing strategies in accordance with the adidas vision, objectives and mission for the profitable growth of the brand.
Key Responsibilities :
Implement the Field & Fashion Excellence strategy.
Ensure the best possible Net Sales result by setting clear targets and action points; constant tracking of results; analysis of risks & new business opportunities.
Develop the overall strategy for the Field & Fashion account portfolio based on Global and Market strategies jointly with the Sr.
Sales Director and get sign off by the MD.
Ensure the Field & Fashion organization is applying available adidas Group standards and best practices in daily work.
Create and execute major penetration plans for B2B and Team Sports business and generate net sales
Guide, direct and form sales points’ purchase orders during sell-in meetings by taking into consideration their previous year sales, brands’ objectives and the improvements in the market.
Make and coordinate regular customer visits and reports when necessary.
Establish professional and personal relations to main decision takers of key customers as a prerequisite for making adidas group preferred partner.
Find, direct and support new candidates in regions with high potential and evaluates the applications appropriate to each and every channel.
Give field consultancy and training support about perfect retailing (sales, stocks, visual product management, service quality, visual support etc.
in order to improve the sales points in the channels contained in field sales.
Support negotiation and enforcement of adidas Group trade terms.
Establish an appropriate organizational framework for the Field & Fashion organization jointly with the Sr. Sales Director in line with the Global organizational blueprint.
Ensure all customers are allocated to the correct sales channels and ensure customer compliance with agreements.
Group field customers, set objectives, strategies, tactics, allocate resources and ensure translation into action plans respecting the framework set by the customer portfolio strategies.
Review, challenge and sign of F-AFB’s and F-STAP’s.
Lead team and foster performance culture within his team to develop, train and retain key talents.
Manage all reports as an integrated team by setting team objectives, targets and guidelines.
Measure progress on defined KPIs.
Monitor and prepare all relevant reports along with Field & Fashion Team.
Provide realistic plans and forecasts on customers performances
Key Relationships :
Global : Centre of Excellence (CoE) Wholesale
Market : Brands, Customer Service, Sales Coordination, Business Development, HR, Controlling, Planning, Logistics, Orderbook Management, Trade Marketing, Retail, Risk & Finance
External : Customers, Agencies
Knowledge, Skills and Abilities :
Proven track record of successfully managing Field Accounts in large sales organizations.
Leadership skills, Collaborative, Strategic planning and Commercial acumen to build a category strategy and effectively drive its execution.
High analytical skills for strategy development, business planning decision planning, data analysis, trend forecasting.
Strong interpersonal skills : Very good communications and negotiating abilities as well as high presentation, ability for motivating others relationship management, empathy and facilitation skills.
High degree of commercial and business acumen knowledge (e.g. sales, retail, trade marketing, customer service, finance and controlling)
Strong decision taking and determination and shows high initiative, mental flexibility and pragmatism to the business with high level of integrity and trust.
Requisite Education and Experience / Minimum Qualifications :
University degree in business with marketing and sales focus
Minimum 8-year sales experience within large sales organizations, ideally in apparel / fashion / shoes or FMCG
At least 4-year experience of people and operational management
Exposure : Sports, Marketing, Supply Chain
IT skills : Advanced MS Office Skills
Fluent in English and Turkish (writing and verbal)