• Business Development Manager Footwear

    Location UK-London, Finchley (Global Headquarters)
    Job ID
    2018-3279
    Position Type
    Permanent Full-Time
    Category/Function
    Sales and Business Development
    Brand
    Pentland Brands
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    Pentland_Brands_Recruitment_Banner - icims

     

    Building a family of brands, for the world to love, generation after generation

     

    Pentland is the name behind some of the world’s best sports, outdoor and fashion brands.

     

    We own Berghaus, Canterbury of New Zealand, Speedo, Boxfresh, Ellesse, KangaROOS, Mitre, Prostar and Red or Dead. We are also the global licensee for Karen Millen and Ted Baker footwear, the UK licensee for Kickers, and are shareholders in other companies such as Endura, Hunter, Butterfly Twists, Heidi Klein and Tracksmith.

     

    We’re a third-generation, family-owned business – and we retain strong family values. We care about people, and that’s what drives our day-to-day work. Last year the Great Place to Work® Institute recognised Pentland Brands the 11th Best Workplace in the UK and the 16th Best Workplace in Europe. Our global headquarters is in the UK and we employ 2,000 people across 20 countries around the world.

     

    We believe that doing business the right way, with respect for people and the environment, is essential for ensuring our long-term sustainability - generation after generation. The Pentland values are at the heart of what we do and how we interact with the world around us.

     

    For further information, please visit www.pentland.com.

     

    Key Purpose of Job:

     

    To deliver Region / Market business plans (sales, profit, distribution) through implementation of consistent Go to Market strategies thus contributing to the overall Customer Function Vision “Creating value for Pentland and our partners/retailers by delighting the shopper with our brands at POP”  

     

    Responsibilities

     

    • Develop and execute partner/market business plans and budgets to deliver business growth (includes key accounts where appropriate)
    • Continuously improve our go to market model strategies and plans to ensure we are executing our propositions better through partners and in the leading retailers in the region.
    • Execute our FBI & Hybrid Key Account Strategies to ensure effective business building plans are in place with partners and for agreed Key Account targets in the region.
    • In association with regional teams, develop and execute country marketing/trade marketing plans in keeping with Pentland Brand strategies
    • Leverage the Pentland matrix organisation to align resources to key opportunities - be an ambassador of ‘Success is a team game’ behaviour.
    • Monitor and report in market performance - regularly review market performance and develop & execute corrective actions where necessary
    • Act as principle point of contact for Brand Teams
    • Set challenging POP performance standards. Champion execution effectiveness through FBI with consistent evaluation and applying cross category learnings. Ensuring there are steps & processes in place to maximize performance.
    • Manage sell in, sell out, stock turn, payment, and order book management including managing overdue orderbook and delivering assigned KPIs
    • Manage customer marketing budget to invest behind long term business drivers and ensure maximum ROI

     

     

    • Service partners and key accounts with the information, materials, support and advice including regular market visits, feedback, and review meetings
    • Provide regular situational analysis and insight to the Brand Teams/Sales & Planning
      • Local mkt activity, intelligence, sell in & sell out data
      • Distributor / Licensee / Retailer Performance
      • Sales, Marketing, Retail, and Retail Marketing activity
      • Financial comparisons to budgets, contractual minimums, YOY performance etc
    • Work closely with Supply Chain Customer Services to ensure efficient service to mkts/partners
    • Regular reviews with the legal department on implementation of contracts, trademark issues etc – ensure compliance to contract by all 3rd
    • Where applicable, lead and manage Business Development Exec/Asst.

     

    Needs to have

     

    • Strong commercial manager with experience of successfully managing partners / retailers across geographies and in different cultures
    • Proven track record with at least 5 years experience whilst working in variety of International Sales, Marketing, Retail & Category management roles
    • Experience of managing distributor business model, where execution is owned and delivered via 3rd parties / wholesalers in the footwear / fashion market
    • An execution agent, with the proven energy and tenacity to deliver results.
    • Strong analytical skills, able to use diverse data streams to get to root cause & develop alternative/corrective actions.
    • Financial understanding (margins, discounts, debtors, royalties etc)
    • Excellent interpersonal and influencing skills, able to work across retailers, distributors & licencees.
    • Solid Negotiation skills training, comfortable negotiating at multiple levels 
    • Strong planning & organising skills, able to multi task
    • Strong presentation skills and a persuasive style
    • Proficiency in PC skills including Word, Excel, Powerpoint
    • Understanding of Selling & Influencing methodologies

     

    Needs to be

     

    • A self-starter, comfortable working on own initiative
    • An Ambassador for Pentland externally and One Pentland thinking internally
    • A Role model of Pentland Values across the team
    • An exceptional relationship builder with both internal and external stakeholders
    • A team player able to motivate others through persuasion not authority
    • An influencer, comfortable working in the matrix environment
    • Diplomatic and culturally aware
    • Flexible to travel extensively in the defined markets
    • Analytical with a passion for challenging the status quo
    • Be passionate about Pentland brands, products and talent, driving collaboration across sites, brands and regions in a One Pentland way

     

    Measures of success

     

    • Sales & profit delivery for distributors and royalty for licensees in the defined region
    • Key Account execution in the region and delivery of business plan targets
    • Develop an efficient GTM for distributors and licensees in the defined markets
    • Penetration of new markets as defined in the SBP
    • Sales and profit targets – Pentland EMEA
    • Commercial OGSM targets
    • Stakeholder and customer feedback

     

     

    This job description is not exhaustive and you may be required to carry out other duties as requested.

                                

     

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