Senior Manager, Account Management, HK

Nike; Hong Kong; On-site; HKD 1,200,000 - 1,800,000; Full time

Job summary

Nike Inc is seeking a senior sales leader in Hong Kong to drive strategic accounts, optimize marketplace performance, and oversee account planning and relationships with senior management.

The role emphasizes leadership of sales teams, development of strategic plans, and delivery of premium consumer experiences at retail through collaboration with internal and external partners.

Qualifications

• Bachelor’s degree holder with 15+ years relevant experience in athletic products and/or fashion industries.
• Proven track record in managing account sales managers and teams.
• Excellent Cantonese and English communication (verbal and written); Mandarin helpful for partnerships.

Responsibilities

• Develop and monitor sales strategies with strategic accounts and set monthly revenue targets.
• Drive a premium marketplace by optimizing sell-in, sell-through, promotions, and inventory while balancing brand needs.
• Lead account strategy and forecast planning, coordinating with merchandising and sport sales teams.
• Maintain relationships with senior management of strategic accounts and ensure timely, positive external communications.
• Develop assortment and merchandising plans to drive performance across Must-Win and Top Doors.

Skills

Account management

Team leadership

Strategic planning

Communication skills

Cantonese

English

Mandarin

Negotiation

Relationship building

Cross-functional collaboration

Education

Bachelor’s degree holder

Job description

• Develop and monitor the execution of sales strategies with strategic accounts, which includes business plans and monthly revenue targets.
• Drive a clean and premium marketplace by optimizing sell-in, sell-through, promotions, and inventory, while balancing brand and business needs.
• Build strategic direction, identify business opportunities, develop long term business plan with strategic partners, and oversee the implementation to accelerate growth, strengthen marketplace positioning, and gain market share.

Business Management

• Drives business through retail partners by utilizing customer service skills and retail operations skills
• Develops, applies, and oversees the activities of a team of sales managers and representatives who are responsible for managing strategic accounts and specialty accounts. Coaches managers and sales representatives to support their development.
• Drive door productivity, establish business targets and monitor performance against retail KPIs, i.e. Traffic, CR%, ADPT, UPT and AUR.
• Initiate data-driven promotion and markdown plans that maximize sell-through, support margin health, accelerate RSV growth, and ensure inventory targets are met.
• Drive a premium consumer experience at retail by creating service excellence training programs and monitoring execution standards.
• Manage and plan for fleet transformation through door renovation, change of concept and door expansion with strategic plan. Work with different functions including internal (local office & geo office) and external (strategic accounts & landlords) to align and pitch on HK strategy.
• Develop customized assortment and merchandising plans to drive performance across Must-Win and Top Doors.
• Define and implement store segmentation frameworks across mono-brand and multi-brand partners to optimize consumer reach and business performance.

Account relationships

• Acts as the principal contact in the development and servicing of the strategic accounts. Establishes and cultivate relationships, maintains timely, consistent, and positive external relationships with the strategic accounts’ senior management team.

Leadership and teamwork

• Works with all members of the account team to develop, apply and oversee the account strategy. Leads the process for realistic and accurate scenario planning, forecasting, seasonal initiatives and business analysis. Ensures market and customer capacities are met.
• Leads the team’s efforts in the development of account plans. Works with the merchandising and Sport sales to develop programs and merchandising to achieve revenue targets and strong brand positioning.
• Ensure alignment with corporate and business goals by overseeing merchandise operations, seasonal campaign execution, and ongoing business support activities.

Preferred Qualifications

• Bachelor’s degree holder with minimum of 15+ years relevant experience; previous experience in account servicing in athletic products and/or fashion/clothing industry will be an advantage.
• Strong track record in the management of account sales managers and team will be required.
• Possesses excellent communication skills in Cantonese and English (verbal and written), and clear articulation in goals and objectives, can be communicated with Mandarin.
• Able to influence both cross functionally and vertically within the industry and marketplace and negotiate highly complex retail agreements.
• Good people acumen and interpersonal skills; demonstrated collaborative orientation in team environment and a very high level of personal efficiency.
• Ability to deal with ambiguity; effectively interface and develop internal partnerships.
• Connection with HK and Macau landlords will be an advantage.