Director Sales CIS

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.
  
  

• 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
  
  

• Global: Centre of Excellence (CoE) Wholesale
• Market: Brands, Customer Service, Sales Coordination, Business Development, HR, Controlling, Planning, Logistics.
  
  

• 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.
  
  

• 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