The Head of Sales, Asia Pacific Partners is responsible for managing regional distribution partnerships, from growing our core business to developing new markets, channels and product categories.
He or she will be responsible for establishing clear partnership goals and to then deliver on the associated brand and financial KPIs. This position is about aligning the principal’s and distributor’s agendas, ensuring each market has the proper strategy and set-up in place to meet Lacoste’s targets and ambitions.
He or she will also lead a team of key account managers, ensuring that they have the necessary guidance and support to execute against the strategic priorities for each market.
In managing large and complex organizations (Lacoste’s local partners), the Head of Sales, Asia Pacific will work closely with other global and regional teams, including Product, Marketing, Customer Service, Finance, IT & Digital.
As such, we are looking for a dynamic and curious leader, able to work across departments to take full ownership across the Asia Pacific distribution markets portfolio.
Partnership Management :
- Develop and maintain relationship with the partner’s key stakeholders (C-suite and management teams)
- Translate partner objectives into team based KPI targets and develop/maintain management reports to track KPIs and adherence to set targets
- Oversee & manage partner activities in adherence with brand standards and towards the achievement of company’s KPIs
- Set-up and run management routines between regional office and partners’ teams to review plans and business metrics, discuss new business opportunities, and coordinate local operations
- Negotiate local & regional investments to support the achievement of financial targets (sell-in & sell-out) and ensure long term profitability for both the partners and the brand
- Ensure that growth is anchored onto solid and sustainable ground and accompany partners with P&L management
- Assist partners during order taking sessions to deliver on OTB targets while driving a qualitative product selection
- Monitor partners’ inventory level and stock rotation and make recommendation for optimizing product flows
- Market Intelligence: gather industry related market information (market size, distribution, pricing, competitors’ initiatives) and build benchmarks to identify opportunities and support business planning
Sales/Business Development :
- Grow our existing business including promoting/developing new business opportunities
- Study & validate all POS opening projects in the region
- Regularly assess distribution & negotiate store developments, renovation and relocation plans
- Drive regional budget planning process including development of partners Open To Buy (OTB)
- Promote strategic initiatives that will create competitive edge of the brand: ecommerce, CRM,…
- Build business cases to evaluate scenarios and define ad-hoc market initiatives
Sales Analysis:
- Regular market visit reports (franchisee status, store image, product, visual merchandising, sales, inventory structure, and competition)
- Analyze sales performance and prepare monthly weekly/monthly reviews (sell-out, product sell-through, stock equation) and align action/contingency plans
- Review and manage product assortments to ensure mix is consistent and aligned with brand strategy
Qualification :
- A dynamic leader and team player with Minimum of 5-10 years successful sales & marketing experience ideally in Fashion, Cosmetics, FMCG, including working with international Key Accounts: Licensees, Distributors, Franchises.
- Strong business acumen with a solid understanding of commercial transactions and sales processes.
- Proven track record in providing outstanding customer satisfaction.
- Online and retail sales experience considered an asset.
- Consulting and finance backgrounds are welcome to apply.
Education :
University/Business school degree; MBA a plus.
Skills :
- Strong client management experience and history of successfully developing strong relationships at all levels internally and externally
- Proven ability as a leader and people developer
- Ability to recognize opportunities and turn opportunities into strategic initiatives
- Visionary in scope of project and ability to think outside the box
- Ability to multi-task and manage many projects simultaneously
- An entrepreneurial attitude, comfortable with multi-tasking in a fast moving environment
- Ability to problem solve and root cause analysis
- Must be willing to be hands on, and roll up sleeves when necessary
- Exceptional skills in collaboration, communication, negotiation, organizational and project management aptitude
- Proven track record to work with diverse cultures
- Positive, collaborative, confident and self-driven personality
- Fluent English speaker
Interested parties please send detailed resume with current & expected salary, your handled product category under each job, and availability.
Personal data collected will be used for recruitment purposes only.
