Sales Manager (DACH Region)
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Job Description
Role Purpose:
The role will contribute to the creation & execution of integrated marketplace plans working with merchandising, marketing & supply chain to leverage the appropriate skills to build & deliver customer growth. The number one goal for this role is to build strategic partnerships & team leadership that drives profitable & sustainable sales growth. The person should bring a data driven, storytelling approach to understanding opportunities, strengths, and objectives of the customer base.
Responsibilities:
Strategy & Planning:
• Ownership for delivering account sales and margin against pre agreed KPIS.
• Deliver effective sales execution of our Fanatics & Nike brand propositions throughout DACH territories working with cross functional teams to ensure fit for purpose propositions are developed in line with growth opportunities.
• Build and maintain an in depth understanding of the sports market that enables the business to drive competitive edge. Supply account & market insights to inform strategy & tactical plans.
• Contribute to the creation of a balanced and sustainable integrated marketplace framework that is driven by consumer inputs, channel segmentation and robust pricing architecture.
• Research and understand the customer's business goals, objectives, and challenges and navigate with internal teams to propose solutions that will enable the business to win with the retailers.
• Execute first class account planning principals and tools that maximises growth opportunities with strategic and key accounts. Deliver enhanced productivity, efficiencies & profitability through robust retail account planning & sales metrics.
• Accountable for growing account specific SGIs (strategic growth initiatives) and working to vet the opportunities and implement strategy and execution plans.
• Communicate opportunities and recommendations effectively to the appropriate level of leadership within Fanatics
Go to Market Management:
• Owns all related GTM activity for nominated accounts - Strategic Account Planning, QBR, Pre-lines, KAPM, Seasonal Tear Downs
• Owns the creation & execution of seasonal go to market sales plans for all nominated accounts (present GTM information to internal teams post sales launch).
• Partner with marketplace merchants/brand team to create account-specific assortment plans and highlight key and volume items.
Operations & Reporting
• Supply & communicate accurate and timely forecasts & sales orders in line with processes and documentation requirements - on time & in full.
• Work closely with customer operations team to manage open order book and lead communications with senior management and buyers where required.
• Regular analysis of data to manage product life cycles & inventory that capitalise on successes and address any challenges where required.
• Drive regular meetings with all external customers & cascade any relevant information to internal stakeholders.
• Lead complex negotiations with retailers regarding areas such as channel/market pricing models, cross-border trading & distribution agreements.
• Work with the relevant teams to share, establish and manage complex legalities e.g. trademarks / cross-border trading / cost-pricing challenges / trade & commercial terms.
Knowledge and Experience:
• In-depth sales experience with a proven track record of delivering against KPIs, within a sports / sports licensing organisation.
• Proven experience using analytics as they relate to POS, WOS, etc.
• Demonstrated ability to build customer relationships that resulted in sales growth
• Able to maintain effective internal relationships to facilitate sales
• Proven track record of identifying growth opportunities that resulted in sales growth
• Demonstrated management skills
• Demonstrated passion for professional or college sports (NFL, MLB, NBA, NHL, etc)
• Strong strategic selling skills
• Strong analytical skills to be able to understand and interpret account financials
• Excellent communication skills (oral, written, presentation)
• Excellent organizational and planning skills
• Intermediate computer skills to include Excel and Word
• Experience in licensed sports in DACH Region
• For candidates applying outside of Germany please note you would have to to have full business proficiency in German Language
About Us
Fanatics is building a leading global digital sports platform. The company ignites the passions of global sports fans and maximizes the presence and reach for hundreds of sports partners globally by offering innovative products and services across Fanatics Commerce, Fanatics Collectibles, and Fanatics Betting & Gaming, allowing sports fans to Buy, Collect and Bet. Through the Fanatics platform, sports fans can buy licensed fan gear, jerseys, lifestyle and streetwear products, headwear, and hardgoods; collect physical and digital trading cards, sports memorabilia, and other digital assets; and bet as the company builds its Sportsbook and iGaming platform. Fanatics has an established database of over 100 million global sports fans, a global partner network with over 900 sports properties, including major national and international professional sports leagues, teams, players associations, athletes, celebrities, colleges, and college conferences, and over 2,000 retail locations, including its Lids retail business stores.
As a market leader with more than 18,000 employees, and hundreds of partners, suppliers, and vendors worldwide, we take responsibility for driving toward more ethical and sustainable practices. We are committed to building an inclusive Fanatics community, reflecting and representing society at every level of the business, including our employees, vendors, partners and fans. Fanatics is also dedicated to making a positive impact in the communities where we all live, work, and play through strategic philanthropic initiatives.
About the Team
Fanatics Commerce is a leading designer, manufacturer, and seller of licensed fan gear, jerseys, lifestyle and streetwear products, headwear, and hardgoods. It operates a vertically-integrated platform of digital and physical capabilities for leading sports leagues, teams, colleges, and associations globally - as well as its flagship site, www.fanatics.com.
Fanatics Commerce has a broad range of online, sports venue, and vertical apparel partnerships worldwide, including comprehensive partnerships with leading leagues, teams, colleges, and sports organizations across the world-including the NFL, NBA, MLB, NHL, MLS, Formula 1, and Australian Football League (AFL); the Dallas Cowboys, Golden State Warriors, Paris Saint-Germain, Manchester United, Chelsea FC, and Tokyo Giants; the University of Notre Dame, University of Alabama, and University of Texas; the International Olympic Committee (IOC), England Rugby, and the Union of European Football Associations (UEFA).