Head of Territory - Wholesale - Belgium, France & Netherlands

SuperGroup plc

Full time |  Permanent  |  Fresher  |  Salary type not mentioned Salary not mentioned  |  1 Jobs

Job Description


SuperGroup has a wholesale business

worth over £150m (approx. €195m) globally, with ambitious plans to grow this substantially over the next five years. To achieve our growth plans we have put in place a structure led by Heads of Territory in several key geographical regions, and with our highly successful Head of Territory for Belgium, France and the Netherlands moving to head up our operations in the USA, an opening has arisen for an experienced leader to run our wholesale business in these countries. This territory currently has total sales of around €80m per year, with double digit growth annually. The customer base is wide and varied, ranging from franchisees that operate around 75 Superdry branded stores across the territory, to department stores, chain stores, independent retailers and agents.

The successful candidate will be ultimately responsible for growing wholesale sales across the territory by effective management of existing key accounts and identification of new opportunities, across several customer segments and product groups, along with driving operational efficiencies to ensure our wholesale business is lean and effective. The successful candidate will set and deliver the strategic plan for Belgium, France & Netherlands wholesale, control the P&L, and work closely with equivalent colleagues in other territories to ensure consistency.

We are looking for a strong leader with an entrepreneurial mindset who is both strategic and who can take a ‘hands on’ approach to solving problems. You will also need to be commercial and results driven, with a substantial track record within the wholesale sector in a related role that combines both sales and operational disciplines – we are not looking for a pure sales person or a dedicated operations person, but rather someone with substantial skills in both areas. Fashion industry experience whilst desirable is not essential; however we are looking for experience within a relevant and related sector. We also need a fantastic leader of people, with strong values and an inclusive, human and warm character who cares deeply about the welfare and development of their people.

Key Responsibilities

Driving Business Growth

Fully understanding our markets and maximising sales opportunities in both existing and new markets, identifying and opening profitable new accounts.
Developing strong, lasting relationships with our partners and customers, including franchisees, agents, key accounts and independents.
Establishing a clear way of working within the Belgium, France and Netherlands market that maximises the potential for these countries.
Establishing Key Account standards and implementing clear levels of service.
Working with our global product, visual merchandising and sales teams to ensure that sales are optimised across all our markets.

Being efficient and effective in customer account management, with clear levels of service in place.
Aligning the sales team capability and roles to our customer segmentation model, and providing a fully managed service in support of this model.
Fully engaging our partners in our product pre-season and ensuring that any issues are raised in time for action to be taken against the critical path.
Understanding our customer base and requirements for the territory, and influencing the centre to align to these needs.
Ensuring showrooms and sales teams in the territory are inspirational and aligned with company visual merchandising and sales directives.

Directly line managing a diverse team compromising of 4 employed sales people in Belgium; 4 self-employed sales people in France and the Netherlands; 3 Franchise Merchandisers in Belgium; 5 Customer Service Executives in Belgium; and a Franchise Manager in France.
Having dotted line management responsibility for several teams based in the Brussels office who report into the UK head office, but who need local leadership. These teams are in HR, Finance, Property, Legal and Marketing, and total 12 people.
Providing leadership to all reports, both direct and dotted line, and being the figurehead they can look up to, be inspired by, reply upon, and seek to emulate.
Ensuring that the sales teams are highly motivated and engaged with all the skills they need to do their job. Providing guidance, support, coaching and development, ensuring they are fully equipped to deliver exceptional results.
Fostering a positive work environment that is warm, inclusive, drives togetherness, and where people care about each other’s success, happiness and welfare. Being visible in the office and to the field-based team members, making time for each of them and ensuring everyone is valued and heard. Encouraging reports to be unafraid to think for themselves, speak up, voice their opinions and challenge the status quo.
Providing leadership to all reports, both direct and dotted line, and being the figurehead they can look up to, be inspired by, reply upon, and seek to emulate.
Having an integrated plan in place to drive our group sales competencies. 
Having the right people doing the right things, with no overlap or duplication and clear alignment to the centre.
Ensuring that the sales teams’ approach in the territory is aligned to the group and consistent with other territories.

Ensuring that operations for the wholesale business are aligned to our customers and desired organisational outcomes.
Working with our Wholesale Operations Manager to ensure that the wholesale operation and critical path in the territory are run efficiently, profitably and meet brand and customer needs.
Ensuring that brand, pricing and promotions are aligned with central goals, and deliver value for the customer whilst retaining profitability.
Ensuring that anything that stops us selling and building effective partner relationships is proactively fed back to the centre through agreed procedures, removing barriers to success.
Ensuring that all processes and procedures used are compliant with local country regulations, and proactively raising any issues or concerns.
Ensuring that wholesale events, including required sample sets, are planned and managed to time, on brand and to budget.
Ensuring that the marketing calendar is aligned with wholesale calendar, and ensuring that all reports and stakeholders are working effectively within the calendar timeframes and activities.
What we’re looking for

Significant experience and a demonstrable track record of success in senior leadership roles within the wholesale sector is essential. Fashion wholesale experience is preferred, but is not vital.
A strong background in both sales and wholesale operations is critical, as we need someone who is an expert in both. Candidates who only have one or the other are unlikely to be of interest. We need someone as good with the operational back office processes as the front end sales, with strong attention to detail and excellent organisational skills, able to optimise processes and drive operational efficiency.
Strong mix of strategic and operational skills, with a proven ability to set the strategic direction of a function then lead highly skilled teams to deliver exceptional results. Ability to provide strong thought leadership and clear direction, coupled with the ability to get things done.
Strong planning skills with the ability to set and communicate a clear vision and roadmap for success.
Decisive decision maker with the ability to own the business and make practical, pragmatic, actionable decisions.
Proven ability to deliver strong sales growth and increased profitability by deeply understanding customer requirements and delivering against them.
Highly commercial and able to understand the wider business impacts of the function. Financially literate with experience of managing a P&L.
Entrepreneurial outlook with the ability to function well in an environment that is in a constant state of change and evolution.
Mature, thoughtful and reflective sales style – slick, aggressive sales closers will not be a good cultural fit.
Exceptional relationship builder and communicator, with gravitas, excellent interpersonal skills and the ability to engage colleagues and customers at all levels. Strong personal skills on a face-to-face basis, also with good written communication skills.
Well connected with the ability to utilise networks effectively.
Exceptional people leadership skills, with the ability to maintain a culture of inclusiveness, togetherness, mutual respect and warmth between colleagues. This is not a job for an autocratic leader, but rather one who will nurture, inspire, guide, coach, develop and care.
Highly driven with an exceptional work ethic.
Fluency in both French and English is essential. Dutch language skills would also be preferred, but are not vital.
Candidates can be based in Brussels, Paris, or anywhere else in Belgium or the north-east of France. The role will be based 2-3 days per week in the Brussels office with the remainder of the time travelling, so you must be willing to spend this time in Brussels as well as travelling.
We would also consider candidate in the Netherlands, provided you have the relevant language skills and willingness to travel across the territory.

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