Key Responsibilities:
1. Sales
- Lead and develop the commercial strategy across Singapore and Malaysia markets.
- Set and achieve Net Sales and Gross Margin targets for all lines of business.
- Determine & manage all sales budgets for Wholesale Channel across Singapore and Malaysia.
- Develop strategic alliances and joint business plans with key accounts to drive band share within their businesses.
- Ensure rolling business plans are built for Key Accounts.
- Work with Country Management and wholesale teams to ensure sales plans are built for all channels with product segmentation relevant to target consumers.
- Collaborate with Merchandising team to ensure all channels are optimized with distribution and segmentation plans.
- Provide input and market knowledge in product assortment and pricing structure for the markets.
- Ensure relationship development is a focus for all teams and customers.
- Be involved in the Marketing Plans for Key Accounts.
- Ensure disciplined account & distribution strategy is in place.
- Conduct monthly review meetings with all major stakeholders and ensure strategic plans are kept current.
- Conduct quarterly business review meetings with Key Accounts and Management team.
- Ensure the commercial team are fully trained and accountable to New Balance values and sales team expectations.
- Ensure pre-line meetings take place with key accounts.
- Organize & facilitate two major sales conferences per year.
- Manage Wholesale sales expenditure to budget.
- Contribute as a member of the SEA Senior Management Team.
2. Reporting
- Report on total wholesale sales across Singapore and Malaysia, from sales, marketing, strategic planning, and operations to the Regional General Manager.
- Complete monthly sales & bookings reports. With a focus on Forward bookings.
- Complete monthly forecasting and budgeting reports.
- Ensure key account quarterly sales reports are completed.
- Manage the Appraisal & Objectives process for all direct reports.
- Manage wholesale sales in line with budgets.
3. Forecasting& Inventory Management
- Work with the Demand Planner & Merchandise Team to maintain SKU forecasts of commercial sales.
- Work with the Demand Planner & Merchandise Team to prepare a company SKU forecast for the budget and quarterly forecasts within the timeframes set by finance.
- Analyze the month end analysis of actual to forecast sales to identify sales opportunities.
- Work with the Management Team to manage inventory to budgeted stock turns and sales demand.
- Utilize rolling monthly forecasts to approve recommended monthly inventory purchases.
- Work closely with the retail team to ensure the inventory flow and inventory levels are optimized across the business.
- Ensure each channel of distribution has the correct amount and profile of inventory to achieve the company goals.
4. Staff Management
- Management Commercial Team
- Wholesale Teams
- Ensure Weekly & Monthly reports aredelivered to Regional Manager.
- Set programs & Budgets for team to achieve sales and profit targets.
- Ensure compliance with NB core values and principles.
- Proactively coach direct reports to createsustainable performance enhancement.
- Deliver departmental role clarity & clear objectives. Reporting Monthly.
- Identify developmental requirements and ensure staff attend relevant courses.
- Manage the KPI reporting & appraisal process.
5. Trading Terms
- Ensure trading terms with accounts are up to date and reflect partnership agreements and growth plans.
- Work with Marketing to ensure a trading terms spreadsheet is set up and monitored each quarter.
- Manage co-op funds for key/major accounts to budget and ensure they are commercially beneficial for New Balance.
- Ensure wholesale sales discount funds are managed to budget and markdown policy is managed responsibly.
Individual Attributes:
- Strategic leader with minimum 10-years experience in related field with leadership experience.
- Proven track record of Managerial competency within the industry.
- Strong knowledge and understanding of the Singapore and Malaysia market landscape and key partners.
- Proven foundation in business planning and leadership.
- Strong and proven negotiation skills.
- Strong coaching skills.
- Proven entrepreneurial and commercial skills.
- Determined self-starter.
- Persuasive sales skills.
- Strong customer focus.
- Sporting goods industry experience preferred.
- Excellent interpersonal skills.
- Experience in managing teams.
