Outdoor Commercial Manager - Arc'teryx, USA

Amer Sports is looking for individuals to join our team, professionals who are passionate about contributing to the success of our company while building a career in the outdoor industry. Across its portfolio of brands Amer recruits talented professionals who combine personal ambition with enthusiasm for working as part of a team toward a common goal. 

The Outdoor Commercial Manager is the primary manager of the brand in the Hiking/Backpacking category in the US market and manages the commercial plan.  This position owns the implementation of the “who, what and how” of the local plan.  To achieve the commercial plan, the Outdoor Commercial Manager is responsible for consumer right product offers in his/her market place, which bring the brand’s vision to life at retail (right product, right price, right place and right time).  Deliver the annual sales, margin and EBIT identified in the strategic plan for the country. Drive commercial fundamentals (KBDs/KPIs, ISE, Distribution, etc) and develop industry-benchmark commercial excellence (according to strategy). Create outstanding consumer experiences. Maximize business potential of respective Brand/Category in the country. Represent the Brand/Category in the market and represent the market to the Region Brand/Category. Execute the channel plans with focused distribution channels as directed by the Country Commercial Manager.

Manage and Develop The Market:
(Realization of regional (global) brand and category strategy in the country:

• Assist Country Commercial Manager in creating the country midterm strategy/vision (3 years) for the Brand/Category in line with regional and global strategy and country GTM direction to achieve the brand’s/category’s commercial objectives. Strategic Business Plan to include: Landscape Assessment/7 C’s, Where to Play, How to Win, KBD, Building Blocks, Capabilities

• Interpret regionally (globally) defined Key Business Drivers and define and implement the relevant country brand’s/category’s KBDs. Design plans and KPIs to realize them consistently. Ensure best-in-class communication to Sales/Marketing GTM organization.

•Implement the country channel strategy for the Hike/Backpacking category, in line with regional (global) GTM distribution strategy. Assist in the development of the business plans for all distribution segments including Hike/Backpacking products.

• Develop or implement competitive pricing strategies to maximize PGP performance.

Manage and Develop The Market:
(Realization of regional (global) brand and category strategy in the country:

• Assist Country Commercial Manager in creating the country midterm strategy/vision (3 years) for the Brand/Category in line with regional and global strategy and country GTM direction to achieve the brand’s/category’s commercial objectives. Strategic Business Plan to include: Landscape Assessment/7 C’s, Where to Play, How to Win, KBD, Building Blocks, Capabilities
• Interpret regionally (globally) defined Key Business Drivers and define and implement the relevant country brand’s/category’s KBDs. Design plans and KPIs to realize them consistently. Ensure best-in-class communication to Sales/Marketing GTM organization.
• Implement the country channel strategy for the Hike/Backpacking category, in line with regional (global) GTM distribution strategy. Assist in the development of the business plans for all distribution segments including Hike/Backpacking products.
• Develop or implement competitive pricing strategies to maximize PGP performance.
• Assist in setting seasonal sales, margin, pricing, distribution and product mix targets by Sales Function & Channel (incl. door counts, door efficiency, etc) and plans to achieve these targets. This includes the development of the seasonal game plan.
• Collaborate with Country Commercial Manager, field sales and strategic account managers in building country revenue plans and setting targets
• Assist in the design and deployment of seasonal programs and sales packages to the national sales teams (in collaboration with Marketing and Sales Management)
• Assist in differentiating brand or category offering by channel (Evangelize Assortment Planning and Channel Right Assortment Selling) and defining assortments per channel and key accounts
• Perform GTM meetings (national sales launch) to educate the national sales teams on seasonal offering (product, price, programs) including assortment/merchandise/technology training as well as seasonal initiatives and the commercial game plan
• Assist in developing the seasonal (commercial) GTM calendar in coordination with CMM, Sales and Marketing and set clear milestones
• Define and implement local brand marketing plans for the Hike/Backpacking category in accordance with overall brand strategy (in collaboration with Marketing Management)
• Drive in-store excellence and effective in-store execution to ‘win at the point of sale’
• Drive for showroom excellence for Hike/Backpacking products
• Plan the Hike/Backpacking demand in collaboration with sales and build the forecast, achieving target % forecast accuracy
• Monitor Hike/Backpacking inventory and propose programs for allocation in cases of short supply and actions in cases of excess inventory
• Work closely with the CMM and GTM partners to support the implementation of the strategically agreed account strategies and revenue targets; support through assortment and brand/category presentations
• Acts as an owner in the achievement of the commercial plan, primarily on the Hike/Backpacking segment, by ensuring that required offering and capabilities are in place
• Monitor, evaluate and report commercial plan and profitability performance against targets (Analysis, Reporting, in the country) with respect to Hike/Backpacking

Key Performance Indicators:

• Target Sales & % PGP
• Achievement of country Distribution and Instore Excellence targets
• Drive line/product productivity by editing global offers, control drops and maximize range efficiency

Representation of country needs to regional (global) brand organization:

• Collect and synthesizes local consumer & market trends to be provided to the global or regional brand organization
• Understand and know the competitive landscape, provide feedback to global or regional brand organization. Use competitive intelligence to build compelling selling arguments
• Create effective product briefs for global or regional brand/category partners, which reflect local market needs.• As requested, represent Hike/Backpacking in the global brand I2P process and ensure local needs are addressed.
• Articulate Sell-In, Sell-through and Sell-Out tool requirements
• Articulate Sample and GTM calendar requirements

• Product Segment Leadership: Helps to form and effectively communicate a vision of the Hike/Backpacking category
   within the brand in the market and engages the SSO organization and CMM in the achievement of that vision
• Planning, Organizing and Preparation: Develops detailed plans for growth in local market, including expansion in
  category door distribution. Prepares range and marketing programs to enable SAMs and field force to achieve local
  market objectives; GTM Process, local sales launch
• Analytical skills and Problem Solving: Able to synthesize multiple market signals to identify drivers and barriers to
  retail purchase. Develops compelling programs to enable product range to succeed in the local environment
• Listening skills and solution selling: Carefully addresses key market trends through product range and programs made
  available from global and regional brand organization. Develops compelling ranges for key distribution channels and
  strategic accounts
• Presenting: Is articulate and effective in presenting the strategy, game plan, concepts, product assortment, technology
  and brand to the field force and key customers
• Strong Business acumen with good Finance Understanding: Combines strategic & financial analysis to identify
   Business opportunities. Develops plans to enable brand or category to balance short- and long-term objectives
• Deciding and Initiating Action
• Entrepreneurial and Commercial Thinking
• Relating and Networking
• Analyzing
• Writing and Reporting
• Planning and Organizing
• Powerful Presentations
• Developing a Game Plan
• Delivering results and meeting customer expectations
• Assortment Planning (Channel Right Assortment) and Selling
• Retail Math and Merchandising Metrics
• In-store Excellence and Visual Merchandising
• Brand/Marketing
• Consumer/Market Knowledge
• Product Technology
• Excellent Presentation skills
• Strategic Commercial Planning
• Fluent communication skills