Director Sales CIS

adidas

Dubai, United Arab Emirates

AED 800,000 – AED 1,200,000

Purpose & Overall Relevance for the Organization:

To ensure profitable market share, net sales and margin growth across the CIS market, overseeing Wholesale Key Accounts, Brick & Mortar and DPC channels while respecting the image of the adidas brand.
To lead the CIS sales organization in identifying, developing and executing strategies that drive sustainable, profitable growth across Wholesale KA B&M and DPC, in line with Market and Global priorities.

Key Responsibilities:

To develop and implement the overall CIS sales strategy across Wholesale Key Accounts, B&M and DPC based on Global and Market strategies, securing alignment and sign-off from VP Wholesale EMC.
To deliver the best possible Net Sales and Margin results across the market by setting clear targets, tracking performance, managing risks and converting new business opportunities across KA B&M and DPC.
To ensure the CIS organization applies adidas standards, commercial discipline and best practices consistently across Wholesale KA, B&M and DPC.
To review, challenge and sign off Strategic Account Plans, Account Marketing Plans and DPC growth plans proposed by the team.
To lead negotiation and enforcement of adidas trade terms
To oversee cross-channel commercial execution for the CIS market, ensuring consistent marketplace planning, sell-through focus and consumer-right distribution across KA B&M and DPC.
To establish the right organizational framework for the CIS sales team in line with the Global organizational blueprint and evolving market needs.
To staff most suitable persons in direct report positions in alignment with VP wholesale and Director Human Resources
To lead the team and foster performance culture within their team
To manage and nurture key relationships with customers
To develop, train and retain key talents
To manage all reports as an integrated team by setting team objectives, targets and guidelines
To ensure smooth cooperation of all direct reports along all interfaces
To measure progress on defined KPIs
To monitor all reports
To monitor and report on customers and competitors sell-through and activities, and propose/initiate/take actions
To 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.

Knowledge, Skills and Abilities:

Senior sales leader with proven track record of successfully managing Wholesale Key Accounts, B&M and/or DPC businesses across complex multi-market environments.
High analytical skills for strategy development, business planning Decision planning
Strong interpersonal skills: Strong leadership skills with proven track record of leading teams, Very good communications and negotiating abilities as well as high presentation, relationship management and facilitation skills
High degree of commercial and business acumen knowledge (e.g. sales, trade marketing, finance and controlling)
Strong decision taking and determination and shows high initiative and pragmatism to the business.
Russian language capability would be considered an added value given the CIS market scope.

Requisite Education and Experience / Minimum Qualifications:

University degree in business with Marketing and Sales focus
Minimum 8 years of sales experience within large sales organisations, ideally in apparel/fashion/shoes or FMCG, with strong exposure to Wholesale KA, B&M and/or DPC business models
At least 5 years’ experience of people and operational management
Exposure: Sports, Marketing, Supply Chain
IT skills: Advanced MS Office Skills