Job AdWe are looking for an outstanding Sales Director Strategic Accounts B&M to join our Vans EMEA team in Stabio, Switzerland.
For over 50 years Vans has been about the people that have made the brand Off The Wall . The people that chose this simple canvas shoe and adopted it to express themselves creatively.
At the end of the day it’s not only about the product, it’s what those products mean that make the difference what they mean to those of us who design, manufacture, and market them, and what they mean to you, our Vans family, who affix our personality to your own.
What will you do?You will be responsible for the disciplined marketplace management of this set of accounts in their operating geographic area.
You will lead the overall seasonal GTM strategy and planning to deliver brand and financial KPIs, aiming to generate mutual profitability for Vans and the accounts.
Direct the LTP, identifying and quantifying mid and long terms growth opportunities to make sure resources are appropriately allocated.
You are a Team builder, leading, inspiring and coaching a team of 2 Sr Sales Managers and 5 SKAM and indirectly driving the wider virtual cross functional team.
Main Accountabilities : RevenuePlan, control and direct activities of the accounts teams to hit all different financial sales targets (seasonal prebook, monthly shipping, quarterly and yearly net sales).
Drive T&C ROI efficiency by aligning internally with VP Sales and Finance Director and leverage accordingly with accounts.
Sign off on sales forecasts done by the account teams for use in budgeting, planning, production and control of inventories.
Ensure market and data analysis of respective accounts are done to support pricing strategy and quantify opportunities.Lead and ensure yearly account contracts are in place, keeping general Brand guidelines and EMEA standard terms and conditions.
Monitor together with Credit Department financial stability and payment discipline of accounts.Collaborate with Customer Service and influence where needed to make sure that monthly landing is maximized.
Lead Sr Managers to plan and monitor tightly accounts teams T&E budgets.PeopleCoaching and managing the Sr Sales Managers in-line with the yearly and seasonal GTM objectives.
Set yearly objectives and track performance through ongoing feedback.Identify critical roles and talent and prepare succession planning accordingly.
Elevate Sales team business acumen by reaching industry standards in terms of account management (process, financial approach, PLM, menu of services).
Share and elevate a strong knowledge of Retailers, Consumers in the respective countries / area.Elevate communication skills in the Sales team.
Deliver consistent channel product feedback / memo regarding Vans performance and competitors activities. Recommend needs to direct / align product and brand managers.
Lead segmentation and differentiation strategy within the current and for future distribution building the base for sustainable growth.
StrategyLocally cascade our Brand Strategic choices (OGSTM) through Strategic account 1-3 year planning, supporting the holistic omnichannel logic to make the brand a dominant player in the Area.
Make sure all executive levels involved (Vans employees) understand the vision and his / her direct contribution.Master Marketplace Strategy processes and principles and Sales Efficiency model to deliver qualitative results are achieved accordingly.
Support stretch assignments when needed (such as Global Governance Model for most important Strat Account).Differentiate all Pan European accounts in their markets, implementing our Global segmentation model, leveraging regional product creation and brand content creation to deliver meaningful consumer moments.
ProcessLeads and guides a structured selling process together with Sr Managers and SKAM and look for cross functional improvements and learnings.
Makes sure company procedures and sales conditions are respected.Recommends changes when needed to improve efficiency and commercial leadership.
Suggest ways to further evolve sales tools, sample sets coordination, and tools (e-catalogue, B2B, reporting ).Define EDI customers to further improve business profitability for selected KA through monitoring sell through and replenishment of best sellers.
Work closely with sales management to optimize the effectiveness of the investments.NetworkingExternally : establish and maintain top level contact with the management of existing and potential customers / partners.
Internally (EMEA) : be a source of solution and inspiration to empower collaborative workstreams with peers and managers across other functions and channels.
Internally (Global) : drive the Global Governance Model for most important Pan EU global expansion.What you need to succeed?
Passion for Vans and the lifestyle it represents.7+ years relevant and progressive experience in Sales management and team management.
Fluent in English, any additional foreign languages would be considered as a plus.Leading by Example approach.Full time