Vice President, US Wholesale

Your Job:

WHOLESALE BUSINESS OWNERSHIP

Business Planning: Develop the yearly and three-year business plan for the US. Lead the generation of the forecasted revenue goals for footwear and apparel.  Responsible for identifying critical issues and providing strategic recommendations based on this information. 

Multi Channel Strategy: Partner to lead and execute the Brooks multi channel strategy.  This requires cross functional leadership with brooksrunning.com, Brooks owned retail and integrating all programs to benefit the runner  and retailer.  You will need an intimate knowledge of existing channel strategies (both inside and outside our industry) as well as the retail landscape. This information should then be used to develop new and effective methods of selling product into, and through, our current wholesale customers as well as connecting our wholesale strategies to the relevant omni channel programs. 

Operations: Key contributor in the end-to-end Sales and Operations planning process.  This includes developing and owning the sales forecast for the US, contributing to the demand planning process, and supporting the allocation and segmentation processes for the wholesale channel.  Further, this role is a key contributor to strategic projects and processes that help Brooks deliver on time in full season after season. 

Service Partnership: In partnership with Runner Experience and Distribution leaders, sponsor and support the long-term strategy roadmaps that deliver scale of our service to runners and retailers.     

Retail Expertise: Act as a recognized expert on all channels of distribution within the US market. Actively establish and cultivate meaningful relationships within the industry, specifically at the highest levels within each customer’s organization. Primary source, including the team, of retail and wholesale information on such topics as overall business trends, credit escalations, and regular, quantitative sales feedback on product performance.

Sales  Team Management: Lead the management of the sales workforce, including sales managers and sales reps, with clear seasonal, corporate and sales deaprtmernt communication. Bring specific attention to revenue and margin expectations by channel for footwear and apparel as well as an annual evaluation and establishment of commission structure aligned with company business goals.

Guru Program Management: Responsible for the leadership of Brooks’ field support team. Included in this responsibility is setting the strategy, establishing sales goals, managing the expense budget that drives specific marketing and sales program within the program.

Operations: 

Sales Meetings: Oversee the planning and execution of all North America sales meetings working with the SVP Americas from the start of the planning process to set meeting objectives and strategies.  This includes the bi-annual Brooks sales meetings as well as the industry trade shows. Specific responsibilities include: a) the agenda, b) budgeting, c) approval of all non-selling activities, d) negotiation with involved organizations, e) hosting of the meeting.

Budgeting: Responsible for the annual QRF process for all US wholesale. This process should consist of setting goals for the managers within the department and then delegating the responsibility of creating individual department plans. Ultimate accountability for delivery and executing a sustainable budget each year.

Lead transformation of business processes and systems to support and achieve strategic goals.  Critical partners include Retail Analytics, Runner Experience, Retail Marketing, MSP and Product Teams. 

 

PEOPLE LEADERSHIP

Model, evangelize and instill strong people leadership skills rooted in Connect principles. 

Promote Brooks’ Core Cultural Values; engage in culture curation and be a champion of employee engagement.  Keep Brooks Values top of mind in how department approaches its mission, strategy, operations, and interactions. 

Responsible for department culture and fostering an inclusive workplace where individual differences and perspectives are welcomed.

Support strategies and drive initiatives that attract and retain diverse and inclusive talent and actively support diversity goal programs.

Focus on growing the next level of sales leadership and developing an appropriate organizational structure that supports the global needs of the business.

Develop and implement strategies to attract and maintain highly skilled and engaged employees by diagnosing capability gaps; recruiting, hiring, and developing talent; supporting mentorship, career development, and succession planning; and leveraging the capabilities of new and existing talent.

Foster excellent communication and teamwork across the department and ensure that employees are appropriately updated on Company-wide and department-specific information impacting their roles.

Cultivate a high-performance environment through transparency, empathy and accountability.

VISION & STRATEGY

Lead 1–3-year Strategic Planning for US Wholesale to set the team up to execute by developing clear guidance and expectations. 

Lead 3–5-year strategic plans and contribute to 5+ year growth ideation and planning.

Create the vision and long-term strategy for US Wholesale in alignment with the company’s overall vision and strategy.

Architect the multi-year roadmaps to execute US Wholesale strategy.  Design and align department organizational structure and investments with overall enterprise strategy. 

Adopt a holistic perspective that considers data, analytics, customer insights, and various aspects of business when planning and implementing strategies.

Be very intentional and strategic about team development defining the roadmap to build the team and identify key roles to meet business goals. 

Develop and continuously evolve an enterprise level perspective of Brooks to identify the strategy and tactics to grow our business.

As a member of the Americas leadership team, contribute to the overall business strategy and growth planning process and lead your teams’ execution of company strategies and priorities.

CROSS-FUNCTIONAL INFLUENCE & IMPACT

Anticipate and balance the needs of multiple stakeholders. 

Define business processes and cross-functional connection points across the organization to guide department in delivering upon company business strategy.

Develop and leverage internal and external partnerships and networks to support attainment of company goals by engaging key stakeholders, leading initiatives, and building a strong network across relevant industries. 

Align execution of US Wholesale initiatives with enterprise priorities.

Build trust and create reliable connections with key stakeholders across the company, partners, vendors, customers, employees, and other members of the leadership team. 

Serve as a thought partner and trusted advisor to other executives on complex business and organizational issues. 

Keep current with trends and changes in the industry.  Advise, counsel, and educate executives and management on their competitive or financial impact.

INNOVATION

Encourage employees to develop new insights to situations, question conventional approaches and share new ideas and innovations.

Demonstrate curiosity and a growth mindset; foster an environment that supports learning, innovation, and responsible risk-taking; and emboldens resilience in the face of roadblocks.

Lead enterprise process transformation through sponsorship of system upgrades and investments that align with overall enterprise strategy and scale with business growth. 

ACCOUNTABILITY

Accountable for the definition and integration of US Wholesale strategy and execution of deliverables to support business objectives.

Oversee and manage the yearly budgeting process ensuring alignment with functional leaders.

Consider and lead stakeholder governance in US Wholesale decision-making.

Communicate, demonstrate, and enforce extreme enterprise accountability in managing US Wholesale through operational excellence, establishment of best practices and SOPs. 

Support leaders across the company by ensuring US Wholesale adherence to corporate policies and processes. 

• Bachelor’s degree (B. A. or B.S.) from four-year University, preferably in Business. M.B.A. a plus.   Equivalent experience considered in lieu of degree(s).
• 18+ years of experience in sales management of a consumer products company including a senior management role responsible for both strategic and tactic components of sales.
• 13+ years of experience in directing, managing and developing high performance teams
• Specific experience in athletic or sporting goods industry preferred.
• Excellent verbal and written communication skills, demonstrating effective listening through concise, clear verbal and written communication.
• Excellent interpersonal skills that inspire and build trust resulting in effective working relationships across the company.
• Keen attention to detail in planning, organization and execution of tasks, while still seeing the big picture and understanding how all of the pieces fit together and affect one another.
• Ability to anticipate how a decision made can affect our customers, our partners, our products or other departments’ operations and/or morale; “connecting the dots.”
• Demonstration of innovation and initiative – always looking at improving our products and processes while also displaying a willingness to dive into the details and help out wherever necessary.
• Passionate participation in Brooks’ sports activities a plus, overridden by the ability to understand and empathize with the runner in order to develop loyal, engaging relationships with our customers and the Brooks community.
• Embraces and lives the Brooks values!
• Travel 20% with periods of time at higher levels of travel