EMEA Omni Channels Sales Leader, Tennis 360

The EMEA Omni Channels Sales Leader, Tennis 360, is the owner of our sales development for Wilson Tennis 360 (Hard Goods and Soft Goods) in Europe. Key responsibilities include achievement of the annual sales and margin objectives, managing and coaching the Wilson Tennis 360 sales organizations and executing key strategies to drive the success of the brand in the market.  Key responsibilities include:

· Primary responsibility for driving sales and margin developments in the region while building market share.

· Execution of the brand GTM strategy in the market, building on the local acceleration opportunities across racket sports (tennis, padel, pickleball) and soft goods (Sportswear and  Footwear)

· Manage and support (hands-on) the Market Managers, Channel and Sales Leaders in adapting the global channel strategies to the region and then driving go-to market execution across channels and customers.

· Lead the omni-channel strategy for EMEA, including retail developments across various formats

· Coach, mentors his/her team and set clear, actionable short-term goals to maximize performance

· Support the Channel and Sales Teams on initiatives to grow Gross Margin and achieve strategic target levels

· Foster a competitive, “hungry” sales culture across the organization while enforcing the highest ethical standards and customer care

· Drive the culture of maximizing the partnerships at key clubs and federations

· Support strategic accounts team in achievement of Joint Business Plans with strategic regional key accounts

· Deliver and monitor weekly and monthly reports on sales, supply and forecasting accuracy regionally

· Drive recommendation on organization developments in the region to maximize profitable growth

· Provide input into and drive execution of commercial strategies to achieve total Wilson company goals

· Keep closely connected to the local market, responsible for collection of local market insights to feed into global commercial planning team and process

· Be an active member of the Tennis 360 community and be present at key events of theregional calendar

· Partner with other stakeholders including Sales Ops, Marketing, Finance, HR, Demand, DSC on forecasting and inventory planning, especially to ensure execution of sales strategy

• 15+ years of experience in managing various channels, P&L, large sales teams, with a mixed experience of working in sales to retailers but also sales thru direct to consumer channels via Ecom and Retail (ideally own retail and franchise model)
•  Profound knowledge & understanding of sales processes, mechanisms and tools
•  Professional background in branded consumer goods.  Softgoods experience would be a major advantage..
•  Has successfully managed within an international matrix organisation
•  Passion for racketsports
• Bachelor or masters degree or professional Sales Development Program or equivalent
• Ability to communicate (verbally and written) in very good English is a must

   

   

 Additional responsibilites will include:

·   Strategic thinking: Is able to define both strategic plans aligned with the global Must Win Battles and then drive the tangible action plans for the teams to execute across channels and geographies

·   Planning & Preparation: Establishes objectives for the regions, plans to achieve them, and then implements them through specific targets per market and channel.  Monitors & coaches sales team members to progress towards targets.

·   Relationship-Building & Interpersonal Skills: Builds a high energy team environment with all direct reports as well as with brand partners.  Employs a variety of interpersonal styles and builds credibility through a focus on mutual success.

·   Presenting: Is articulate & effective in describing Wilson Tennis 360 offering. Is clear and direct in providing direction, encouragement, or feedback

·   Managing objections: Anticipates sales team reactions to a direction & prepares strong supports and rationale.  Coaches sales team on how to manage customer questions, concerns & demands.

·   Customer value orientation: Exemplifies importance of creating value for customers and orients coaching discussions accordingly.  Acts as a ‘back-up’ support to sales representative in the case of customer issues

·   Teamwork & people management: Consistently acts to sell through others, not through personal salesmanship.  Establishes a regular coaching process as the prime vehicle to achieve sales forecast.

·   Business acumen: Appreciates and able to engage the sales team relating to Wilson strategy and “big picture”.

·   Leading & Supervising: Provides team members with a clear direction; Sets appropriate standards of behaviour; Delegates work appropriately and fairly; Motivates and empowers others; Provides staff with development opportunities and coaching; Recruits staff of a high caliber.

·   Strong administration, system and IT skills:  for example BI, Microsoft office suite – outlook and excel (advanced level), word - intermediate, SAP, Workday, collaboration centre processes, PRP administration