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
- 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.
- 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.
- Ensure the CIS organization applies adidas standards, commercial discipline and best practices consistently across Wholesale KA, B&M and DPC.
- Review, challenge and sign off Strategic Account Plans, Account Marketing Plans and DPC growth plans proposed by the team.
- Lead negotiation and enforcement of adidas trade terms.
- 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.
- Establish the right organizational framework for the CIS sales team in line with the Global organizational blueprint and evolving market needs.
- Staff suitable persons in direct report positions in alignment with VP Wholesale and Director Human Resources.
- Lead the team and foster a performance culture.
- Manage and nurture key relationships with customers.
- Develop, train and retain key talent.
- Manage all reports as an integrated team by setting team objectives, targets and guidelines.
- Ensure smooth cooperation of all direct reports across all interfaces.
- Measure progress on defined KPIs.
- Monitor all reports.
- Monitor and report on customer and competitor sell-through and activities, and propose, initiate and take actions.
- Provide realistic plans and forecasts on customer performance.
Key Relationships
Global: Centre of Excellence (CoE) Wholesale
Market: Brands, Customer Service, Sales Coordination, Business Development, HR, Controlling, Planning and Logistics.
Knowledge, Skills and Abilities
- Senior sales leader with a 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 and business planning.
- Strong interpersonal and leadership skills, with a proven track record of leading teams.
- Very good communication and negotiating abilities, as well as strong presentation, relationship management and facilitation skills.
- High degree of commercial and business acumen, including sales, trade marketing, finance and controlling.
- Strong decision-making and determination, with high initiative and pragmatism.
- 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 a Marketing and Sales focus.
- Minimum 8 years of sales experience within large sales organizations, ideally in apparel, fashion, shoes or FMCG, with strong exposure to Wholesale KA, B&M and/or DPC business models.
- At least 5 years of experience in people and operational management.
- Exposure to sports, marketing and supply chain.
- Advanced MS Office skills.
Our Culture
At adidas, we have a winning culture. We foster the athlete’s mindset through courage, ownership, innovation, teamplay, integrity and respect. adidas is committed to diversity, equity and inclusion and to building a culture where employees and communities feel a sense of belonging.