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NIKE Category Sales Specialist – Performance & Team Sports

  • Full Time
  • Malta

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.
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