Director Wholesale (EMEA) - THE NORTH FACE

The North Face is currently looking for an outstanding Director, Wholesale EMEA to join our team based in Stabio, Switzerland.

The North Face is the premier exploration company in the world. We spark curiosity.  We dare to disrupt.  We create communities.  And we lead with integrity.  We are a community of explorers and are constantly looking for new ideas, places and people to connect with. The North Face is a subsidiary of VF, the world’s largest apparel and footwear company. 

Let’s Talk about the Role

As Wholesale Director, you will be responsible for driving the growth and optimization of our EMEA WHS partners, executing the regional WHS marketplace strategy, aligning the global GTM plan with Regional strategies to maximize growth and profitability within the marketplace.

Lead and own the accounts business to develop a mutual and beneficial long term partnership with regional key accounts across EMEA.

The main goal of the Sales Director is to plan, build and execute market & channel right strategies for its perimeter in sync with the regional brand strategy and priorities to drive and achieve all performance metrics (Revenue growth / Market share / Brand health / Profitability). You will manage a Sales team and territorial agencies across EMEA region.

How You Will Make a Difference

Strategic planning:

• Build 1–3-year strategic business plan, implement the plan and deliver the achievement of market share, brand health and profitability.

• Conduct market visits, attend strategic account, key accounts and Agencies meetings, supporting seasonal sell-in events to facilitate marketplace growth and build brand presence.

• Proactively utilize data analytics and market research to monitor the competitive landscape and specific opportunities within EMEA territories and accounts.

• Provide strategic feedback to product and merchandising teams, ensuring the right assortments and tiering strategies within the Region.

• Measure & track success through scorecard metric to be developed and implemented.

• Cultivate strong relationships at a senior level with all Key Accounts across EMEA.

Manage the business: drive an integrated sales strategy and drive a sustainable and profitable long-term business.

• Develop and execute regional strategies aligned with global go-to-market plans across hubs and wholesale channels.

• Implement strategic meetings business review processes to create sustainable plans and mutual beneficial partnership.

• Lead the EMEA sales process (planning, alignment, execution & measurement) and liaise with local sales teams and agencies.

• Effectively manage the EMEA Wholesale organization and their account profitability to grow within budgeted cost parameters.  Manage all key variables:  top line sales, gross margins, returns, discounts, coop marketing budget (G2N).

• Segment and differentiate the key accounts by implementing effectively relevant brand and sales strategies, channel strategy and program when needed.

• Create and implement commercial T&C strategy for each strategic account based on volume, quantitative growth, sales programs and qualitative growth.

• Ensure and manage efficiently the sell in, sales operations, Gross to Net management and re-order management.

• Build and coordinate sales programs and various account initiatives.

• Provide strategic sales feedback to product teams and oversee initiatives for successful marketplace rollouts.

• Work in close collaboration with other functions (Brand / Channel Marketing / Merchandising) to make sure your GTM plans are achievable through the right assortment and investment strategies.

• Identify the most effective programs for sell-through. Co creates activation initiatives with partners of choice , aligning the collateral and supporting sales tools, track the specific activations and ROI.

• Identify challenges and opportunities, leverage resources and propose business solutions.

Forecasting and targeting:

• Develop the key accounts FY and seasonal sales targets/forecasts based on the FY revenue budget and country feedback. Work aligned with finance, marketing, sales operations and Merchandising.

• Monitor business progress by tracking seasonal pre booking orders, re-orders, shipping, sell through and organizing weekly calls and planning relevant meetings.

• Drive commercial service level agreement negotiations with key partners to insure best execution of the Gross to Net plans.

Coaching and leading:

• Elevate our sales team’s professionalism by ensuring and reaching industry standards in terms of account management (process, financial approach, menu of services).

Influencing:

• Work closely with sales managers, supply chain, finance, marketing to keep the strategic accounts, regional key accounts agenda (process, focus, support) as a priority.

• Participate in projects when needed

• Meet on a weekly basis with head of Wholesale & Business Development sharing business progress and business development opportunities

Skills for Success

The requirements listed below are representative of the knowledge, skills, and /or abilities required for the individual to be successful in this position.

• Education: MBA or University

• Experience:  must have a minimum of 7-8 years of key/strategic account management for FMCG or major outdoor brands. Successful Wholesale and/or Strategic Accounts Management with history of regular achievements in our business category. A proven track record in managing sales teams and agents, achieving strong results. 

• Must have a deep knowledge or understanding of the European lifestyle, shoe trade and sporting goods / outdoor industry and values

• Strong prior knowledge of the key industry agents in the EMEA market.

• Must be very good in creating good relationships with Countries, Key accounts.

• High energy, goal oriented and driven individual

• Analytical and strategic: Advanced Excel proficiency for data analysis and reporting.

• Language skills: English (speaking and writing) Speaking any extra language (Italian, French, German, Spanish) is an advantage

• Analytical Skills: Strong skills, able to analyse KPI reports, turnover, stock reports and product forecast reports. Highly aware of margins, OTB analysis, direct product profitability and retail KPI’s and all measurements in wholesale – turnover, account contribution in sales etc

What’s in it For You

We’re in the business of unleashing human potential, driven by the ideas, energy and commitment of our people. That’s why we offer comprehensive benefits that encourage mental, physical and financial well-being for all VF associates. When it comes to benefits, we’re the total package.

• A supportive feedback-based culture where respect and integrity guide us in what we do

• An inclusive international environment where people of diverse backgrounds, lifestyles and nationalities love working together

• Be part of an iconic lifestyle brand in a multi brand, multi countries organization

• On site gym offering health and well-being initiatives

• A discount card with 50% on all VF brands

• Break out areas offering complimentary hot drinks

About VF

VF is a global apparel company connecting people to the lifestyles they cherish through our family of iconic brands. At the heart of our journey lies our purpose: We power movements of sustainable and active lifestyles for the betterment of people and our planet. This is our purpose. It’s the reason we come to work every day. Our purpose unites us and leads us to pursue our goals, together. This is our calling. Learn more at http://vfc.com

Free to Be, Inclusion & Diversity 

As an equal opportunity employer, we strive to foster a culture of belonging based on respect, connection, openness and authenticity. We are committed to building and maintaining a workplace that celebrates the diversity of our associates, allowing them to bring their authentic selves to work every day.