Sales Head

Role & responsibilities

• Personally manage and grow key global off-price/value retail accounts.
• Build and maintain relationships with senior retail buyers and decision-makers.
• Negotiate pricing, terms and major sales programs.
• Lead and manage a 78 member international sales team.
• Set sales targets and conduct regular pipeline, forecast and performance reviews.
• Identify and open new accounts and markets, especially Europe and South Africa.
• Coach the team on buyer relationships, negotiations and account development.
• Monitor revenue, margins, forecasts, chargebacks and account risks.
• Travel internationally for client meetings and major retail trade events.
• Report global sales performance and risks to the COO.

Preferred candidate profile

• 1215+ years of B2B sales experience in apparel, footwear, home goods, or general merchandise.
• Strong experience in Off-Price / Discount / Value Retail.
• Direct buyer relationships with major retailers such as TJX, Ross, Burlington, Primark, Pepkor, Kmart, Big W, etc.
• Strong knowledge of Packaway, In-Season Chase, Closeout/Opportunistic Buying, Chargebacks, FOB and Landed Cost.
• Proven experience managing international/multi-region sales teams.
• Strong track record of new account acquisition and revenue growth.
• Excellent negotiation, forecasting and key-account management skills.
• Willing to relocate to Hong Kong and travel internationally around 50%.
• English required; Mandarin/Cantonese is an advantage