People, Person, Apparel, Clothing

Strategic Account Director

Strategic Account Director

Singapore

Become a Part of the NIKE, Inc. Team

NIKE, Inc. does more than outfit the world's best athletes. It is a place to explore potential, obliterate boundaries and push out the edges of what can be. The company looks for people who can grow, think, dream and create. Its culture thrives by embracing diversity and rewarding imagination. The brand seeks achievers, leaders and visionaries. At Nike, it's about each person bringing skills and passion to a challenging and constantly evolving game.

Sales

Nike, Inc. knows how to sell sneakers. And apparel. And just about everything an athlete could need. The Nike Sales teams are the front line for getting these products into customer hands. Through sustained relationships with wholesale partners around the world - from a specialty store in Rome to a department store in midtown Manhattan - Nike Sales delivers the products, experiences and brand stories that define the brand. Nike's success begins with the best sales team in the industry, one that deeply appreciates the consumer, the marketplace, and the products.
Description

Job Summary:  The Strategic Account Director is the leader of an account focused enterprise and the front-line connection to the retail partner, and ultimate owner of the relationship. Working with an integrated account team representing key commercial functions, and the retailer team, the overarching goal is to build strategic partnerships and to co-create the future marketplace to deliver against aligned business results. You are responsible for the seasonal sell-in, order management of futures orders pre-season, and fulfillment of orders that meet customer requirements in-season.  As such, you will optimize operational performance and drive sales growth in line with territory business strategy.  Your team will be actively involved in building consumer right assortment that align with category & channel Go To Market (GTM) priorities and position the brand for success in the market.  In-season you will manage inventory levels using sell-through data and ensure all performance KPI's are managed to create a profitable & healthy marketplace (on & offline) and partnership. Throughout the GTM CODE process you will work cross-functionally with key stakeholders to identify product & customer opportunities and be a source of competitive and marketplace intelligence.  You will also leverage best practices to elevate the retailer in line with Nike standards that drive market leadership and elevated and premium brand experience. Critical to the success will be the leadership of a cross-functional team combining direct and indirect reports, and strong partnerships with internal stakeholders across the matrix and within the partner's organizational structure. This will require a deep commitment to grow yourself, grow together and grow the business in line with Nike's Leadership Defined framework.

Job Description

Pre-season

- Sell -in.  Capture orders on time and secure contract commitments .  Partner with Customer Service on all communications.

Manage the buyer / commercial senior leadership relationships and build trust to influence change and alignment to best practices.     

Lead the co-creation and execution of joint strategic account plans (integrated x-f account plans representing all key commercial functions and both 1yr and 3yr outlooks)

Be the voice of consumer and marketplace to provide seasonal inputs that help refine our category GTM plans.  Understand key consumer hits and misses and share insights throughout GTM process working in close partnership with IMP Directors

Understand seasonal category/channel/biz priorities and work with planning team on seasonal forecast that ties back to channel-wise revenue forecast. Partner with commercial finance team to ensure 3 yr, AOP and seasonal/monthly G2N plans are aligned and delivered

Review customer sell-through data trends and inventory history to rationalize seasonal strategy and growth targets.

Leverage work of assortment planners, insights from Category Teams, and sales tools such as Cognos bring assortment & category strategy to life.

Master the fundamentals of product, marketplace, category and brand strategy to help drive adoption and execution of seasonal assortment plans. 

Define the key moments on & offline in a season - Identify the Commercial Moments/ sport moments and back it with detailed plan, leading the conversation on mechanism/ products support / across function support.

Partner with Marketing/IRM to arrive at a robust Seasonal Concept Map integrated on & offline and timely implementation supported by the right product and retailer support

Track and own the Landing Estimate forecast post GTM from per-season planning to order upload to seasonal deliver and monthly net ship deliverables

-  At all times lead, coach, drive inspire and be an active role model for the broader team

In-season

Master order management and track monthly orders/shipments proactively with MPO Team Leverage reporting and frequent communication to identify risks to plan and build contingency. 

Drive consistent communication out to partners regarding shipment status and proactively monitor business health and order adjustments such as cancellations, returns/claims, pull-forwards, etc. 

Monitor Sell-thru trends and partner inventory levels and provide clear go-forward recommendations to align stakeholders and adjust inventory to sales. Own and drive monthly sell-through meetings specific to the partner business

-  Actively monitor prop and closeout inventory lists and look for in-season sales opportunities.

-  Drive consistent communication with key stakeholders in AR/Finance and MPO to ensure operational standards are achieved (i.e. collections, permits, etc.)   

- Keep tab of fast evolving digital marketplace for emerging trends and competitor analysis. Listen, learn and share proactively with the X-functional team for a sharper organizational POV

- Ensure initiatives/key stories execution on & offline as per concept map and leverage analytics and share with key stakeholders to optimize future approach and mechanics

Partner with Marketing IRM team locally & APLA to implement the best practices and best executions in the digital & physical market place

Review seasonal hits and misses from partner and Nike point of view (product, marketing, operations) and provide insights and recommendations to key stakeholders for purposes of future planning; ensure all learnings enter a feedback loop to inform future action / course correction as needed

At all times lead, coach, drive inspire and be an active role model for the broader team

Post-season

Keep pace with Omni / Digital trends locally & worldwide and keep the wider team updated with potential business risks and opportunities.

Review seasonal hits and misses from partner and Nike point of view (product, marketing, operations) and provide insights and recommendations to key stakeholders for purposes of future planning

Identify future opportunities to leverage into CODE process and Strategic Account Plan

Align the Stock and sales plan with the account business plan and develop plans to plug gaps or drive sell thru's at customer level

-  Review Nike /account profitability every Quarter / Season end and partner with the channel head to develop a robust seasonal plan

Requirements for this position include - 

  • Master's degree in Business or equivalent
  • Minimum 8 years of directly relevant experience in the following functions: Business/Category Management in a B&M or eCommerce environment
  • 2-5yrs commercial/account facing senior leadership role; physical & online retail experience preferable
  • Knowledge of wholesale business models
  • Transformational leadership skills (vs transactional)
  • Strategic planning and execution experience
  • Exceptional financial/commercial acumen - proven in the e- commerce
  • Team leadership - direct (and virtual preferable)
  • Strong and professional communication skills
  • Agility and flexibility in terms of style and approach; experience of working with corporate/international companies and a strong growth mindset at all times
  • Strong cultural fit & passion for sport
  • Experience with digital retail and/or digital platforms is highly preferred
  • Proven competency with consumer orientation and marketplace management
  • Strong ability to entrepreneurially develop high profile, influential and collaborative relationships across teams, functions and layers to drive results
  • Proven ability to set and execute strategies endorsed by senior leadership teams


NIKE, Inc. is a growth company that looks for team members to grow with it. Nike offers a generous total rewards package, casual work environment, a diverse and inclusive culture, and an electric atmosphere for professional development. No matter the location, or the role, every Nike employee shares one galvanizing mission: To bring inspiration and innovation to every athlete* in the world.

NIKE, Inc. is committed to employing a diverse workforce. Qualified applicants will receive consideration without regard to race, color, religion, sex, national origin, age, sexual orientation, gender identity, gender expression, veteran status, or disability.

Job ID 11694

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