Sales Director, Wholesale

Vor 6 Tagen

Stabio, Schweiz Napapijri Vollzeit

Napapijiri is looking for an exceptional Sales Director, Wholesale & Strategic Accounts to join our Sales team based in Stabio, Switzerland.

For over 30 years, Napapijri has pioneered the future of fashion. From our Italian beginnings, innovating outdoor apparel in the shadow of Monte Bianco, to tackling nature’s most challenging environments on polar expeditions, our desire to lead the way is what makes us who we are. As a premium outdoor lifestyle brand, we provide an urban outdoor aesthetic combined with functionality and comfort for an eco-conscious consumer.

Let’s Talk about the Role

Responsible for delivering brand and financial goals for EMEA Strategic Accounts and regional Key accounts in phase with our overall EMEA strategies and financial plans. Lead and own the accounts business in order to develop a mutual and beneficial long term partnership with identified strategic and regional key accounts across EMEA.

The main goal of the Sales Director is to plan, build and execute market & channel right strategies for its perimeter in sync with the regional brand strategy and priorities (OGSTM) to drive and achieve all performance metrics (Revenue growth / Market share / Brand health / Profitability). You will manage a Sales team for Wholesale and Strategic Accounts across EMEA region.

How You Will Make a Difference

Strategic planning:
- Build 1-3 year strategic business plan, implement the plan and deliver the achievement of market share, brand health and profitability;- Prepare and maintain the annual strategic plan for your area and for the area across all product categories;- Measure & track success thru scorecard metric to be developed and implemented;- Cultivate strong relationships at a senior level with all Strategic Key Accounts across Europe (JD, Footlocker, Frasers Group, P&C );- Work closely with our marketplace manager to execute the MPS strategy.

Manage the business: drive an integrated GTM sales strategy for international strategic accounts and drive a sustainable and profitable long term business.- Meet all international strategic accounts and implement strategic meetings business review processes to create sustainable plans and mutual beneficial partnership;- Lead the EMEA sales process (planning, alignment, execution & measurement) and liaise with the country sales team in countries;- Segment and differentiate the strategic and key accounts by implementing effectively relevant brand and sales strategies, channel strategy and in addition SMU program when needed.- Lead the pre-lines meetings with relevant strategic accounts and feedback needs, gaps to the business (fine tune forecast, product and marketing needs).- Create and implement commercial T&C (KDT) strategy for each strategic account based on volume, quantitative growth, sales programs and qualitative growth.- Ensure and manage efficiently the sell in, sales operations, Gross to Net management and re-order management.- Build and coordinate sales programs and various account initiatives (be the first contact for any requests regarding Strategic Key Accounts).- Provide market and product feedback and needs to product merchandising team with your team;- Effectively manage the EMEA Wholesale organization and their account profitability to grow within budgeted cost parameters. Manage all key variables: top line sales, gross margins, returns, discounts, coop marketing budget (G2N));- Work in close collaboration with other functions (Brand / Channel Marketing / Merchandising ) to make sure your GTM plans are achievable through the right assortment and investment strategies.- Identify the most effective programs for sell-through. Co create activation initiatives with partners of choice, aligning the collateral and supporting sales tools, track the specific activations and ROI.- Identify challenges and opportunities, leverage resources and propose business solutions.

Forecasting and targeting:
- Develop the key accounts FY and seasonal sales targets/forecasts based on the FY revenue budget and country Feedback (Bottom up and down approach) working in conjunction with country sales managers. Work aligned with finance, marketing, sales operations and head of sales.- Monitor business progress by tracking seasonal pre bookings orders, re-orders, shipping, sell through and organizing weekly calls and planning relevant meetings.- Drive commercial service level agreement negotiations with key partners to insure best execution of the OGSTM & Gross to Net plans.

Coaching and leading:
- Elevate our sales team professionalism by ensuring and reaching industry standards in terms of account management (process, financial approach, menu of services). Provide sales training program to Strategic Account Managers in country and ensure sales training for selected Strategic Accounts at the top.

Influencing:
- Work closely with sales managers, supply chain, finance, marketing to keep the strategic accounts, regional key accounts agenda (process,

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