Head of Sales (Fashion)

Make It Happen Recruitment; Düsseldorf; Sur place; EUR 120 000 - 180 000; Plein temps

Résumé du poste

Make It Happen Recruitment is seeking a Head of Sales for the GAS region (Germany, Austria, Switzerland) with strong fashion industry experience. The role requires leadership of four sales managers, ownership of regional strategy, and deep retailer relationships.

Travel across GAS and to the UK is expected, with fluent German and English. You will set regional account plans, translate opportunities into actionable strategies, and work closely with design and licensing to tailor ranges.

Qualifications

• Senior sales experience in fashion, apparel, accessories or licensed products across Germany, Austria and Switzerland.
• Fluent German and English, with willingness to travel.
• Experience leading a sales team and managing regional account strategies.

Responsabilités

• Own the regional sales budget, forecasts and account plans with clear priorities for retailers.
• Lead, coach and support four sales managers; review performance regularly.
• Build senior relationships with major retailers in GAS and open new accounts.
• Lead presentations and negotiations balancing price, volume, margin and terms.
• Collaborate with design/licensing to develop ranges for local markets.
• Coordinate with costing, sourcing and merchandising to ensure deliverable prices and lead times.
• Maintain regional pipeline and address risks to budget or delivery early.
• Share market insights and retailer feedback across the business.
• Create retailer-specific growth plans including new categories and customers.
• Attend buyer meetings to shape proposals and resolve commercial issues.
• Review orders against forecast and challenge opportunity value and timing.
• Ensure licence rights and territory restrictions are understood before commitments.

Connaissances

Sales leadership

Fashion industry experience

German language

English language

Team coaching

Description du poste

Our client is a global fashion manufacturing company. They're looking for a Head of Sales to lead growth across Germany, Austria and Switzerland. You'll set the regional sales strategy and develop a team of four sales managers. You'll own senior retailer relationships and convert product and licensing opportunities into commercially sound orders.

You will translate regional opportunities into clear account plans, align the sales team around shared priorities, and maintain close contact with senior buyers. The role requires a strong understanding of local retail, product positioning and the different needs of customers across the three markets.

Location: Düsseldorf preferred, with travel across Germany, Austria and Switzerland and to the UK.

You must have sales experience in fashion, apparel, accessories or licensed products across Germany, Austria and Switzerland. And be fluent in German and English, with willingness to travel.

Key responsibilities

• Own the regional sales budget, forecasts and account plans, with clear priorities for each retailer and sales manager.
• Lead, coach and support four sales managers, reviewing account performance, opportunities and actions regularly.
• Build senior relationships with existing customers and open new accounts across the GAS region.
• Lead key presentations and negotiations, balancing competitive pricing, volume, margin and customer terms.
• Work with design and licensing to develop ranges suited to local consumers, retailer positioning and seasonal buying calendars.
• Partner with costing, sourcing and merchandising to secure deliverable prices, lead times and product quality.
• Maintain an accurate regional pipeline and address risks to budget, profitability or delivery early.
• Share retailer feedback, competitor activity and market insight across the wider business.
• Create retailer-specific growth plans covering existing business, new categories, seasonal opportunities and new customer acquisition.
• Attend important buyer meetings with sales managers, helping shape proposals and resolve commercial issues that affect order conversion.
• Review confirmed orders against forecast and challenge assumptions on opportunity value, timing, margin and probability.
• Ensure licence rights, territory restrictions, royalty implications and approval requirements are understood before commitments are made.
• Coordinate cross-functional follow-up on sampling, approvals and production issues, keeping customers informed through the responsible account manager.
• Identify capability gaps within the team and provide practical coaching on product presentations, negotiation

and account planning.Commercial responsibilities

The successful candidate will be expected to understand and actively manage the commercial factors affecting their area of responsibility.

• Sales budgets, account targets and performance against forecast.
• Gross and net margin, cost prices, selling prices and royalty implications.
• Retail price architecture, order volumes and customer payment terms.
• Pipeline value, conversion, repeat orders and the timing of seasonal commitments.
• Factory capability, sampling costs, minimum order quantities and achievable lead times.

Commercial decisions should support profitable, sustainable growth, with clear visibility of risks and timely escalation where approval or support is needed.

Key attributes

• Senior sales experience in fashion, apparel, accessories or licensed products across Germany, Austria and Switzerland.
• Established relationships with major retailers in the region and a proven record of profitable account growth.
• Experience leading sales teams while remaining hands-on with customers and negotiations.
• Strong understanding of margins, forecasting, product development and retail buying processes.
• Fluent German and English, with willingness to travel.
• Experience setting regional account strategies and translating them into measurable team actions.
• Good knowledge of regional price expectations, retail calendars and customer service requirements.
• Confidence working with creative, licensing and operational teams to solve commercial problems.
• A disciplined approach to pipeline reviews, follow-up and communicating performance risks.