Manager Corporate Sales POS

Description

Lead CCS ambition and strategy in EMEA to achieve NS and NOP plan target 

• Develop the Regional 3 year Strategy for the Corporate Sales Channel - Identify new Corporate Sales opportunities, action plans and capabilities/resources/processes required to meet the channel’s business goals and aspirations.  
• Evaluate competitive challenges and identifies opportunities for growth and profit enhancement. 
• Analyze market activity and trends, customers, products, prices, and channels. 
• Creates and executes strategic action plans to meet Corporate Sales growth objectives, working with both regional and global stakeholders to implement the plan and put metrics in place to monitor the processes.   

Drive regional agenda to maximize value created by excess sales in outlets, corporate sales and potentially other clearance methodologies :  

• Revisit the governance & decision-making models to address supply concerns 
  • Develop and execute inventory movement processes across the Supply Chain and Corporate Sales networks. 
  • Ensure proper stock holding at all doors in accordance with sales pattern. 
  • Analyze all brands finished goods inventory in excess of 6 months of demand for potential use with company/outlet stores. Leverage excess across EMEA Affiliates to maximize sales. 
  • Actively work to remove barriers to excess inventory movement from Brands and across Affiliates. 
• Identify and facilitate: 
  • Opportunities to optimize inventory, sales, and profit at existing Outlet and Company Store locations within EMEA leveraging domestic inventory,  
  • Opportunities to move inventory between EMEA affiliates for use at Outlets and Company Stores, 
  • If and as appropriate, opportunities to receive inventory from other global affiliates for use at Outlets and Company Stores in EMEA. 
  • Prevent cannibalization of current sales and/or reputational damage    

Set-up partnerships or other business models to sell excess in an effective manner across brands and Affiliates  

Optimize & develop the footprint of channels/outlets across the region, to enable profitable growth  

• Develop relevant supporting processes & tools to drive brand equity & impact (e.g., VM concept, pricing guidelines, approach to specific regulations) 
• Partner with Affiliates to ensure dominant position and optimal merchandising at all outlets through appropriate implementations of merchandising guidelines, product assortments, sales staffing, and store/site selection.  
• Maintain open dialogue with brands & affiliates to monitor market impact if any 
• Share key consumer behavioral insights with the brands to enable them to tap into new growth opportunities  

KPIs:  

• Amount of excess eliminated in EMEA (volume, value, destruction cost avoidance) 
• Value created by excess sell-out (value, profit) 
• NS and NOP vs. plan and growth 

Qualifications

Core skills 

• Demonstrated ability in creating sales strategy and achieving sales plan  

• Proven negotiation skills with Outlet retailers with at least 5 years’ experience negotiating with retailers at affiliate level  

• Demonstrated ability to operate entrepreneurially, to be resourceful, and to challenge the status quo  

• Strong Market and Industry know-how  

• Management of P&L 

• Excellent oral/written communication and presentation skills 

• Fluency in English (spoken and written) 

• High level of numeracy and analytical skills  

Profile  

• Ability to see big picture as well as implementation details  

• Ability to work in high-pressure role where deadlines and bottom lines are the measure of success  

• Strong interpersonal skills and ability to eloquently convey complex ideas and discuss issues/opportunities  

• Able to confidently communicate with Senior Affiliate, Regional and Global leaders 

• Proven ability to lead by influencing, inspiring and collaborating  

• Proactive self-starter   

Complementary expertise 

• Customer Journey, Consumer Experience & Satisfaction  

• Workforce Management & Field Communications  

• Retail experience