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Company
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Nike France
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Position of
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Category Sales Manager NSW
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Start Date
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01/10/09
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Department
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RETAIL
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Location
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Nike Siege
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Job description
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MISSION:
To deliver sustained competitive advantage for the NIKE Brand in the category via achievement of the category distribution, assortment and in-store presentation objectives, leading to market leadership.
Act as the Category sales expert for the country and for the accounts.
MAIN TASKS:
Revenue and Financial Planning and execution:
• Develop the FY and seasonal sales target/forecast based on the FY revenues budget in alignment with the Category Business Director and Country Sales Director.
• Set the seasonal sales targets for the specialty AE’s and align the targets for the ae’s for the other account groups with the KAM’s/SAM’s/Field Sales Manager.
• Monitor business progress from ‘gross futures to net revenues’ (G2N) and take pro-active action where needed. Set specific at once/close out goals by month in co-operation with the country G2N managers.
• Develop and update monthly category scenario plan and present to EMEA category Sales Director/Manager.
Category Sales Strategic Planning and Business process:
• Develop 1 year Category Distribution and Sales plan based on the EMEA Strategic Category plan. 1 year plan should contain channel- and account growth plans, key city distribution plans and critical resources.
• Generate an in-depth understanding of the category: consumer trends, market size development, retail development, competition and share this with the Category Sales Team on a frequent basis.
• Analyze retail- and competitive landscape and adjust Category business plan when needed.
• Analyze sell thru data of Edifice accounts and conduct ‘best’ seller meetings with account ‘business planners’ and merchandisers.
Create the Market
• Understand country and key city retail landscape (consumers, retailers, pricing, competitors) and NIKE’s competitive position: (shelf) space, quality of presentation.
• Create category distribution mapping/planning for key cities to identify ‘good’, ‘better’, ‘best’ distribution. Identify distribution opportunities to strengthen brand presence in ‘better’ and ‘best’ and develop a plan to optimize this distribution.
• Define with merchandisers the product gaps in the product line to differentiate between ‘good’, ‘better’ an ‘best’ doors.
• Develop seasonal account/door differentiated assortments in co-operation with the merchandisers, including NIKE only doors (franchise and partner).
• Generate insights in NIKE profitability to the category for the retailer. Develop mark up/down strategies and stock turn/velocity plans to improve net profit for the retailers.
Go To Market Process
• Play a leading role at SIM and Go To Market meetings. Lead the category sales presentations at the Go To Market meetings. Ensure category AE’s are ready to sell.
• Be involved in selling process for the critical category accounts.
• Act as the Category expert for both the AE’s and the customers.
• Ensure right product order flow over seasonal deadlines.
Team Leadership and Management
• Work closely together with the Category Business Director, Brand Manager and Merchandisers as a fully integrated category team.
• Play a ‘leading’ role in the Country Sales Management team and EMEA Category Sales Organization.
• Coach and develop all Category AE’s, including the non-direct reporting. Organize frequent category business meetings with all category ae’s.
• Develop direct reports thru regular ‘1 on 1’ meetings and high quality execution of the HRP and CFE process.
JOB REQUIREMENTS
8 - 10 years field sales/athletic product industry expereince
3 - 5 years sales management experience
working knowledge of athletic industry and/or trends in the athletic marketplace
Must understand the market, customers, and retail trends
Must have exceptional abilities to use financial data to make decisions and maximize account profitability
Must be able to understand complex business issues, find creative ways to solve problems, and make sound decisions that benefit Nike.
Must have strong abilities in Microsoft Office products; e.g. Outlook, PowerPoint, Word, Excel
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Contract
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Indefinite contract - Fulltime
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