SR. Director WHS & Franchise, Israel

Purpose & Overall Relevance for the Organization:

Leads the Wholesale and Franchisee functions for adidas Israel, with the primary objective of developing and implementing the Company’s Sales strategy and customer plans to achieve sales, margin, and contribution objectives. Manages a market leadership position within the prescribed channel through execution of strategy, customer relationships, and development of revenue streams. Country Leadership position responsible for embodying adidas values, leading the culture, and developing the pipeline of future leaders in Israel.

Key Responsibilities WHS:

• Lead team towards delivering sales turnover, margins, and contribution whilst managing sales expense within planned levels. 
• Ensure AR collections as per trade terms, DSO objectives and limit bad debts with effective credit management, tracking and credit worthiness of customers. 
• Formulate sales development, channel strategies, annual customer plans and ensure execution in line with brand image, presentation and company strategy. 
• Develop, negotiate and implement trading terms by customers to drive pay by performance growth, optimizing in-store execution, brand presence, sell-through to represent our brands to consumers according to set standards.
• Build, maintain and expand relationships/ alliances with key customers/ stakeholders, maintaining effective customer service levels to meet order processing, route and order fulfillment.
• Liaise with Marketing team on merchandising support, timely inflow of stocks to service customers, ensuring prompt action to liquidate old inventory. 
• Provide coaching and guidance to the team in achieving their daily responsibilities and objectives.
• Lead and develop digital capabilities within the channel and working model with Wholesale customers
• Lead Business Development opportunities

 Key Responsibilities FRS:

Drive the implementation of the Franchise Business Model focusing on top cities in Israel

• Act as the unique point of reference for Franchise Partners in Israel
• Manage the set-up and the implementation of Franchise collaborations by coordinating all involved functions
• Provide reliable forecasts for any relevant & official internal financial update (Weekly, Monthly, Quarterly, Yearly), in close collaboration with the District Managers
• Monitor & control the Franchise Partners’ profitability in accordance with approved business plans
• Manage any financial risks by constantly monitoring the Franchise Partners’ P&L and, where needed, facilitating recovery actions
• Ensure with the support of the local legal department the legal compliance of the business model and the supporting documents (DIP, contract ...)
• Identify Franchising opportunities and partners jointly with local Sales Management according to the overall Integrated Marketplace strategy
• Ensure the proper balance between the existing distribution channels (KA, Field, Fashion, Own Retail, Department stores) and the franchise network in terms of balance policy, goods transfer, clearance, commercial management of the catchment area, order taking and book management
• Develop Franchising business cases and drive the decision process
• Monitor with the support of DMs all KPI in Franchise stores (Store productivity, ATV, UPT, MSP, VM standard & inventory level & etc.), being able to plan & conduct shop traffic improvement program & joint promotion development
• Assess and advise how to improve performance of Franchising business model
• Set (together with DMs) Franchise monthly sales target & monitor sell-thru on a weekly basis to meet productivity objective
• Make recommendations to the Emerging Markets team on commercial opportunities at Market level by analysing retail KPIs and local retail trends and needs; share best practice
• Create and drive a high-performance culture across Israel by setting clear expectations and targets, analysing stores’ performance, collaborating with Partners and District Managers and giving appropriate and prompt feedback
• Adhere to Global standards for all retail marketing, visual merchandising, operation and other store related activities, and monitor/evaluate established processes to guarantee stores’ full compliance.
• Drive the new Omnichannel (Retail & Franchise) approach
• Ensure all Global Policies & Processes are applied and correctly in place in the Market (TT, Franchise Policy, Sign-off, PCI, etc.) and drive the annual audit process.

Key Relationships:

• Country Senior Leadership Team
• EM WHS
• EM FRS
• Country Finance team

Knowledge, Skills and Abilities:

• Minimum of 10-12 years’ experience in the wholesale and trade marketing industry, ideally in apparel/fashion/shoes or FMCG, with an operational background and working across different countries
• Strong leadership skills, with a minimum of 5 years’ experience in leading multi-store retail teams
• Excellent communication skills including impactful presentation skills, influencing and negotiating and change management
• Geographical mobility
• Strong analytical skills and attention to detail
• Structured, organized with an entrepreneurial approach
• Fluency in Hebrew and English. 

 Requisite Education and Experience / Minimum Qualifications:

• University degree in business (ideally with marketing and sales focus) or equivalent relevant experience

ADIDAS CELEBRATES DIVERSITY, SUPPORTS INCLUSIVENESS AND ENCOURAGES INDIVIDUAL EXPRESSION IN OUR WORKPLACE. WE DO NOT TOLERATE THE HARASSMENT OR DISCRIMINATION TOWARD ANY OF OUR APPLICANTS OR EMPLOYEES. WE ARE AN EQUAL OPPORTUNITY EMPLOYER.