Director, Country/Regional eTail (maternity cover)

Overview

The Director eTail & Marketplaces Key Accounts is responsible for the strategic management of Crocs’ digital key account portfolio. This person will lead their team through planning pre-season ambitions, collaborating with key account partners to set a commercial vision, and trading to deliver against aligned KPIs. The account strategy should set Crocs up growth orientated pre-season selling as well as driving agile in-season trading opportunities.

This role will partner closely with the regional merchandising teams, demand planning, customer operations, go-to-market, marketing, and our portfolio of accounts to maximize sell-through with premium brand presentation. 

The ideal candidate thrives in building personal relationships and problem solving. They are a strong leader who can influence and execute their vision with customers, while bringing their team along with the same standards. This candidate is adept at storytelling to support their team in landing sell seasonal newness, driving execution and securing a holistic approach to our channel assortment. 

A strong emphasis is placed on the leader to attract, develop and retain the very best, diverse talent in a safe and inclusive environment. We need our best leaders to help develop even better leaders.

This role is a 12 month maternity cover.
 

What You'll Do

Commercial Partnership and Influencing 

• Outstanding communication and influencing skills. Able to develop, own, and communicate seasonal commercial plans toward both internal and external stakeholders.
• Set clear quarterly KPIs reflecting both market and account positioning to drive a common focus. Partner with merchandising, customer operations and demand planning teams to constantly evaluate orderbooks that maximize full-price selling opportunities.
• Significant experience working with buyers, accounts and partners. A very strong understanding of retail math and multi-brand buying considerations.
• Drive in-season trading through:
  • Leading in-season customer replenishment opportunities via on-hand inventory.
  • Ensure timely forecast of product area, stock intakes, and threshold/exclusion recommendations.

Consumer & Market Knowledge

• Develop and share expert knowledge of the European multi-brand retail and footwear marketplace across digital and physical retail.
• Understand segmentation and different consumer types, and organize this into clear knowledge of product and buying behavior.
• In depth understanding of 1P (eTail) / 3P (marketplaces) trading mechanics for multi-brand retailers.
• Evolve reporting to incorporate latest Analytics tools that provide actionable insights. Particular focus on data-informed decision making to maximize pre-season planning, setting achievable customer targets, and driving in-season sell-through.

Deliver long-term account planning (STAP/JBP)

• Create account positioning and multi-year vision for guiding Crocs’ business to a healthy position within key retail destinations. This person will present the plans to both internal and external stakeholders so that they win the requisite resource to achieve their goals.
• Deliver a clear vision for product propositions, with category and franchise health examined by customer.
• A deep understanding of the dynamics both direct 1P and 3P selling is essential.
• Align plans with the leadership teams of the customer.

Planning, Analysis and Data

• Collaborate closely with Planning, Finance, and Analytics teams to forecast future growth opportunities, and manage customer inventory levels accordingly.
• Draw upon sell-out and market intelligence tools to inform consumer trends.
• Partner with D&L and Planning to ensure on-hand inventory is being leveraged to fulfill customer orderbooks, in line with Integrated Business Plan (IBP)

Team development:

• Manage and develop a team of direct reports across teams, based in the Netherlands. 
• Champion a culture of diverse thinking and problem solving.
   

What You'll Bring to the Table

• University degree in Business Administration
• +8 years Key Account management experience
• Wholesale experience, ideally digital and with footwear / textiles
• Proven track record of establishing credible strategies provoking innovation 
• Experience/exposure of start-up organization, scaling international businesses
• +5 years leading teams in a matrix organization
• Deep knowledge of sales, as well as retail supply and operations
• Strong proven skill-set in both pre and in-season planning, buying, selling and trading for 1P and 3P business models
• Experience in leading and developing teams to ensure organizational efficiency through effective motivation, training and development
• Strong strategic, influence and operational skills. Ability to go from strategic to tactical. 
• Exceptional interpersonal and communication skills. 
• Entrepreneurial & creative growth mindset: always pushing, innovating to drive growth. 
• Motivational: inspires and engages by role modelling
• Accountable: takes ownership for successes and failures- translates into learnings
• Dynamic and adaptable: can quickly and effectively assimilate and drive change
• Fluent in written and spoken English. Additional European language(s) nice-to-have
• Knowledge of the Indian multi-brand retail landscape a nice-to-have
• 4-6 business trips annually