Role purpose:
As a Category Sales Specialist, your category focus would be FOOTBALL, BASKETBALL, TEAM SPORT and licensed NIKE ACCESSORIES. You will provide category sales leadership by executing distribution strategies that result in maximum revenue, profit, and market share.
Territory of operations: Malta, N-Africa and S-Sahara with key focus cities Lagos, Nairobi, Casablanca and Algiers.
Key Responsibilities:
Strategic Planning:
- Drive the product segmentation and allocation strategy across the channels of distribution
- Contribute to category short- and long-term forecasting and give relevant input monthly bases (LRSF)
- Ensure segmented distribution plans are in place in key cities to maximize category opportunities
· Contribute to the overall Sports Division Strategy by giving relevant input.
Financial Planning:
- Develop annual and seasonal category sales and gross margin targets territory and client level
- Monitor business progress from ‘gross futures to net revenues’ (G2N) and take pro-active action where needed
Market Planning:
- Understand country and key city retail landscape (consumers, retailers, pricing, and competitors) and NIKE Brand competitive positioning: (shelf) space, RRP, quality of presentation, category share of sales
- Create category distribution mapping/plan for key cities to identify ‘good’, ‘better’, best’ distribution and identify upside opportunities to strengthen brand presence
- Develop seasonal account/concept differentiated assortments in co-operation with Brand product segmentation guidelines and directions. Work closely with planning and account team on directed door level assortment plans that contribute to a differentiated consumer experience
- Ensures Account Executive alignment with category strategies
- Act as the Category sales expert for the territory of operations.
Sell-in:
- Deliver GTM leadership through preparation, planning and execution of successful territory sell-ins and facilitates “end in mind” execution
- Drive the pre-season marketplace analyses by collecting retail sales and product performance reports
- Prepare new season product catalogues, category presentations & other sell-in materials
- Maximise SKU min target reach thru product line planning
- Lead the category sales and pitch-back presentations.
- Be involved in selling process for the critical category accounts.
- Act as the Category expert for internal sales team and the customers.
Other:
- Generate an in-depth understanding of the category: consumer trends, market size development, retail development, competition, and share this with the Category Sales Team on a frequent basis.
- Participate seasonal Brand sales and business review meetings as required.
- Be a team player; Inspire the team to lead through the culture of the Nike Brand
Direct reports
Key performance indicators:
- Category Sales and Margin Targets
- Reporting accuracy
- Timelines are met
SKILLS REQUIREMENT:
Technical:
- 3 years of experience from sales, retail management, product marketing, or retail presentation
- Strong understanding of sales processes, policies, and procedures
- Understand the competitive market, customers, and retail trends
- Strategic Account and Regional Sales experience with large volume preferred
- Must have proven ability to guide/coach customers/employees/managers
- Be a team player
- Strong abilities in Microsoft Office products; e.g. Outlook, PowerPoint, Word, Excel
