Associate Manager, Direct to Partner, Action Sports, Vans Japan

Role & Responsibilities:  

Position Definition (Key Purpose of the Position) :   

This role reports to the Vans Japan WS manager, Action Sports, not only managing accounts and sales but also assist WS manager with holistic distribution strategic planning, license partner business management and evolution, shifting key accounts and brand driving energy accounts to direct WS business. Collect market information, work closely with product team for market right product assortment by channel. Drive energy accounts and Japanese collaboration projects with marketing team to elevate the brand image, create halo effects.  

The Wholesale team will manage Vans top key accounts with agency and other wholesale partners.  Help orchestrate the brand's entry into street culture key accounts distribution. Given the unique product needs of Japan, the role will provide the right leader a strong arsenal of market-right range.  

Key Result Areas: 

• CORE/BASIC FUNCTION: 

• Ensure monthly / quarterly / annual sales targets are met or exceeded 

• Assist WS manager, develop and execute account plans for Key Accounts, strategies for energy fashion accounts, wholesale agency partners, wholesale e-commerce and other wholesale apparel channels 

• Ensure inventory – both VF owned and retailers’ – are managed and DSI targets are met. 

• Support WS manager in leading and motivating existing wholesale sales team; Develop strong teamwork with other function leaders. 

• Ensure Asia HQ is fully updated of sales activities including revenue, margin, returns, rebates and special discounts (plan vs actual update). 

MAJOR ACTIVITIES AND FUNCTIONS: 

Wholesale strategy planning and execution: 

• Assist WS manager with sales strategy development and execution, achievement of target revenue and margin 

• Seasonal booking management especially with key accounts 

• Sales forecast, key account plan development, new channel identification and opening of new doors   

• Optimization of the sales, inventory volume, rebates, returns and terms  

• Informing Asia HQ merchandising team of local apparel trends and requirements 

• Booking session and tradeshow (“tenjikai”) management and execution 

Management within the organization 

• Motivate and lead sales staff & cross functional team under WS manager (training, motivating, team building) 

• Effective communication with Asia headquarters and other division heads 

• Credit control management and customer service management 

• Wholesale agency management 

Report / Meetings 

• Sales activity report for key accounts 

• Revenue and profit forecasting and disparity analysis 

Competency Requirements :  

Behavioral Competencies -  

(Please refer to VF guiding principles) 

• Leading Through Vision and Values 

• Business Acumen 

• Customer Focus 

• Building Strategic Work Relationships  

• Building Trust 

• Driving for results  

• Communication 

• Innovation 

Functional Competencies –  

• Sales experience for 5-8 years  

• Large national accounts sales experience for more than 3 years 

• Wholesale business experience in casual apparel or sportswear  

• Key account management experience 

• New business development experience strongly preferred 

• Strong sense of street fashion. Experience with lifestyle, apparel brands a plus 

• Experience in management of distributor, licensees is a plus