Role purpose
As a Category Sales Specialist, you will provide gender sales leadership by executing distribution strategies that result in maximum revenue, profit, and market share. You will drive business based upon product/category and marketplace expertise which results in consistent target attainment. Territory of operations: Malta, N-Africa and S-Sahara with key focus cities Lagos, Nairobi, Casablanca and Algiers.
The key duties and responsibilities of the role are as follows:
Strategic Planning:
- Drive defined product segmentation and allocation strategy across the channels of distribution.
- 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 gender sales and gross margin targets territory and client level.
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.
- 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.
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 & presentations & another 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.
KPIs:
- Category Sales and Margin Targets
- Reporting accuracy
- Timelines are met.
Core competencies, knowledge, and experience
- 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.
