Distribution Head

Purpose/Mission:

This role will be responsible for driving strategic business partnership for Field Accounts channel (Multibrand Distribution & Retailers) in a leadership capacity as the Head of Distribution.

This role is also directly responsible for driving joint business plans (Net Sales) respective account profitability and portfolio profitability, Market share, relationship with Field Accounts Partners & their stakeholders. This role will also involve driving brand leadership & other Field Accounts business priorities including BD for new partners and driving portfolio growth.

Further, as the Head of Distribution, the role will also be accountable for driving targeted Seasonal Sell-in (OTBs) for the portfolio, aggressive space acquisition across strategic accounts, targeted sell-out & improving quality of business basis the key initiatives planned under the adidas brand priorities.

This role manages a team of high-performing regional field account managers and is responsible to work closely with India Senior Leadership Team and cross-functional teams to drive the Brand & Channel priorities.

This role reports directly to the Sales Director for Multibrand Wholesale and is directly responsible to drive strategic business relationship with diverse portfolio of regional accounts across North, West, South and East India spread over 1200+ doors PAN India.

Key Responsibilities

Functional:

• Responsible for achieving assigned sales target by bringing in new business and maintaining existing business. Sell-in products to field accounts partners and build strong OTB plans for monthly revenue targets. Lead the development of the sales strategy at Account level in the Field Accounts portfolio (Distribution & Retailer accounts), to maximize revenues.
• Develop and execute strategies with Field Accounts including driving the achievement of monthly, quarterly & yearly sell-in. Ensure sell-out & collections numbers through market visits with partners, influencing primary and secondary sales with partners. Demonstrate strong relationships with field staff and knowledge of partner territory to achieve business performance KPIs
• Establish a high-performance team culture and drive employee engagement, leading by example. This includes target setting, coaching, succession planning and exhibiting leadership framework.
• Build, sustain, and amplify excellent business relationships with Field Accounts portfolio (Distribution & Retailer accounts) partners, which helps in building Strategic business relationships.
• Frame door-by-door strategy with partners and regional field account managers and ensuring aggressive acquisition of prime & large Spaces across doors within the Field Accounts portfolio.
• Drive business through assigned Field Accounts by utilizing customer service skills and building strong relationships based upon product/category and marketplace expertise which results in consistent target attainment.
• Demonstrate strong financial acumen to manage terms negotiations with partners, build strong relationships with internal finance stakeholders to manage P&L discussion and ensure timely cash collections.
• Develop seasonal assortments, forecasts and scenario plans for assigned Field Accounts partners using category, account, brand and marketplace knowledge. Increase sell-in and sell-out by developing and delivering targeted, persuasive sales presentations
• Ensure timely execution of order tracking, order input, retail release and launch information, order confirmation, cancellations and delivery information.
• Understand competitors and marketplace; utilize assessment, knowledge and a brand management focus to adjust and drive business plans through partners.
• To represent the assigned account(-s) internally as an ambassador' toward all functions and vice versa and manage all interfaces
• To ensure adherence to account strategies, formalization by Strategic Account Plans and get sign off by the direct superior.

Controlling:

• To measure progress on set KPIs and channel P&L.
• To enforce adidas Trade Terms Policy
• To report to all superiors
• 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
• To ensure customer compliance with agreements

Professional background:

• Functional: > 12 years Sales, mainly as Distribution Head.
• Industry: Ideally in sporting goods/ apparel/fashion/shoes or FMCG
• Leadership: 3-5 years
• Exposure: Sports, Sales & Distribution mgmt., MBO Sales, Business Development
• Skills: Good knowledge of MS Basics: Excel and PowerPoint.

Educational Background

• MBA in business / marketing from a reputed B-School.