Overview To work with Wholesales Director to develop wholesale business strategic plan To develop effective key account strategies by working closely with Wholesale Director To manage and monitor the responsible key account business operations processes that lead to a satisfactory development of strategic key account plan, and monitor region execution including the retail distribution network, high quality of branded retail operations and capability of delivering business results that meet the company financial goals while building the brand What You'll Do

Key Account Management

Define approaches to implement the key account strategies to reach defined business goals Develop a 3-year annual business plan, including POS expansion plan, POS productivity improvement, and inventory management, account capability improvement programs Develop annual business plan on the responsible account, including POS expansion plan, POS productivity improvement, inventory management and account capability improvement plan, etc. and align with Regions Work with Merchandising, Marketing, Field Sales, Sales Operations and Regions to develop targets and to ensure strategy implementation Support wholesale director to formulate trade term with Sales Ops and field supporting team Drive sell-through with the responsible account's POS by driving Visual merchandising, retail training etc Provide rolling sales forecast and POS opening/upgrade/closure report on regular basis and propose the action plans when necessary Work with planning team for right assortment plan Provide proper guidance to the team in daily job Make sure all company business processes and policies are practiced well across the team

 

Building Commercial Relationship: Build a constructive and trustful working relationship with the accounts

Fully understanding their needs, the decision making process, accounts corporate objectives and strategies, financial performance and logistical – and store operating process. Clearly articulate the key account needs within the Crocs team to further grow the business and remove internal barriers to get things done, and track brand standard are driven by the accounts

Drive Customer Management: Develop, implement and facilitate a consistent sales process

Lead internal prep meeting to align on seasonal strategic direction Account business planning/ pre-line meeting to agree on net revenue targets and seasonal direction Seasonal business review meetings to analyze sell-in versus sell thru results and implementation of seasonal initiatives Ensure business agreements are in place with the account (per retail banner) specifying fiscal year target revenues, trade terms and planned marketing support for the year Propose and ensure execution of policies, programs and SMU processes to achieve revenue. Ensure customer business development by managing crocs and customer profitability Help the customer finish the sale analysis and set up the systematic sales operation knowledge and workflow What You'll Do

 

Drive Retail excellence in terms of GTM process streamline, CR% and in-stock rate

Focus on retail initiative and build Retail guideline from Retail KPIS/SOP/SWAT/daily log Plan and execute in store marketing activities, OOH, KOL visit, road show and all related in store activities Work with Merchandising, Marketing to follow monthly GTM launch plan and to ensure strategy implementation and provide the best support to partners Lead and arrange regular virtual store visit with related functions and partners and monitor follow ups to make sure better GTM landing Improve in-stock rate focusing on CO and key NPI by size level, tracking sell out Work with training team to follow up regular training plan and make up specific training program for partners Lead partners to execute as VM guide line, collect regular reports and display result

 

Financial

Be responsible for overall sales and retail performance for the responsible key account Manage A/R on healthy track and their cash flow are stable Ensure the accuracy of all financial information required by company

 

Project & People management

Leads, provides inputs and monitors special projects assigned, regarding his area of responsibility, ensuring to complete the deliverables, relative activities and solutions within the deadline Best practice sharing to sales team What You'll Bring to the Table

Education

Bachelor degree or above

Experience

Minimum 5 years of experience in sales and store management for a leading consumer goods companies, ideally with wholesale focus

Knowledge

Excel & PowerPoint: advanced Fluent English Knowledgeable about store location selection and space planning Capable of implementing company strategies firmly with key distributors and retailers while maintaining their respect and cooperation Excellent presentation and communication skills

Interpersonal Skill

Self-motivated-able to work independently Tolerance to stress, high energy and strong job ownership High degree of integrity and loyalty

Travel Requirement

As required

 The Company is an Equal Opportunity Employer committed to a diverse and inclusive work environment.

 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability, or any other protected classification.

 

At Crocs, Inc. we believe in the power of a blend of in-person and virtual collaboration to drive creativity and strengthen relationships. Your participation in this flexible schedule plays a key role in building a connected and successful team. In-office requirements vary by our work personas: Resident (5 days), Collaborator (4 days), Connector (2-3 days), Explorer (fully remote). This role has been aligned to the Collaborator persona.

 

Job Category: Corporate