Role Mission :
To develop effective key account strategies by working closely with the Director of Wholesale to align with the crocs China business strategies
To manage and monitor the responsible key account business operations processes that lead to a satisfactory development of strategic key account plan, and monitor region execution including the retail distribution network, high quality of branded retail operations and capability of delivering business results that meet the company financial goals while building the brand
Key Process Accountabilities
1. Key Account Management
Define approaches to implement the key account strategies to reach defined business goals
Develop a 3-year annual business plan, including POS expansion plan, POS productivity improvement, and inventory management, account capability improvement programs
Develop annual business plan on the responsible account, including POS expansion plan, POS productivity improvement, inventory management and account capability improvement plan, etc. and align with Regions
Work with Merchandising, Marketing, Field Sales, Sales Operations and Regions to develop targets and to ensure strategy implementation
Support Strategic Account Director to formulate KA trade term with Sales Ops and field supporting team
Drive sell-through with the responsible account's POS by driving Visual merchandising, retail training etc.
Provide key account rolling sales forecast and POS opening / upgrade / closure report on regular basis and propose the action plans when necessary
Provide support for assortment planning
Provide proper guidance to the team in daily job
Make sure all company business processes and policies are practiced well across the team
2. Building Commercial Relationship. Build a constructive and trustful working relationship with the accounts
Fully understanding their needs, the decision making process, accounts corporate objectives and strategies, financial performance and logistical and store operating process.
Clearly articulate the key account needs within the Crocs team to further grow the business and remove internal barriers to get things done
3. Drive Customer Management. Develop, implement and facilitate a consistent sales process
Lead internal prep meeting to align on seasonal strategic direction.
Account business planning / pre-line meeting to agree on net revenue targets and seasonal direction.
Seasonal business review meetings to analyze sell-in versus sell thru results and implementation of seasonal initiatives.
Ensure business agreements are in place with the account (per retail banner) specifying fiscal year target revenues, trade terms and planned marketing support for the year.
Propose and ensure execution of policies, programs and SMU processes to achieve revenue.
Ensure customer business development by managing crocs and customer profitability.
Be responsible for overall sales and retail performance for the responsible key account
Manage A / R on healthy track
Ensure the accuracy of all financial information required by company
Job Requirements :
Education Bachelor degree or above
Experience Minimum 5 years of experience in sales management for a leading consumer goods companies, ideally with wholesale focus, Leadership : >
2 years’ experience
Excel & PowerPoint : advanced
Knowledgeable about store location selection and space planning
Capable of implementing company strategies firmly with key distributors and retailers while maintaining their respect and cooperation
Excellent presentation and communication skills
Self-motivated-able to work independently
Tolerance to stress, high energy and strong job ownership
High degree of integrity and loyalty
Travel Requirement As required
Key Role Dimensions :
Internal : country related department
External : wholesale customer
Geographical Area Mainland China