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Head of Wholesale | Sports & Lifestyle | Dubai

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Date: 11-Jul-2019

Location: Dubai, AE

Company: Al Futtaim Private Company LLC

Job Requisition ID: 34955 

No two days are the same at Al-Futtaim, no matter what role you have. Our work is driven by the desire to make a difference and to have a meaningful impact with the goal of enriching everyday lives. Take our engaging and supportive work environment and couple it with a company culture that recognises and rewards quality performance, and what do you get? The chance to push the limits every single day.


As a humble family business that started on the banks of the Dubai Creek in the 1930s, Al-Futtaim has expanded to a presence in 31 countries, a portfolio of over 200 companies, and 42,000 employees. You’ll find us in industries ranging from automotive and retail, to finance and real estate, and connecting people with international names like Lexus, Ikea, Robinsons, and Adidas. Our team is proudly multicultural and multinational because that kind of diverse representation gives us the global mindset to grow and impact the people, markets, and trends around us.


Come join us to live well, work better, and be the best.

About the Role


The Head of Wholesale, is responsible for sales and brand positioning of brands within the portfolio within MENA region, full P&L accountability and brand compliance in markets. Job holder develops and implements strategic and annual business plans for these brands to expand and run profitable distribution business. The job holder is responsible for the brand image, sales and market share. Job Holder creates a working environment which encourages brand values, team work and delivery of results.

Key Accountabilities:


  • Head up the brand wholesale channels of distribution.
  • Work in parallel with the brand teams to set and maintain strong brand position within markets.
  • Strategically develop and implement innovative solutions to bring change and progression to the channel.
  • Inspirationally lead the development of the Wholesale team to meet or exceed commercial goals and KPI’s and build Brand equity.
  • Identify and communicate Market needs and best practices to the MD, GM and Leadership team


  • Work with the management team to build and support delivery of Annual & Longer-Term Business Plan
  • Own and develop brand distribution strategy
  • Strategic development, management and growth of business within MENA
  • Construct, implement, monitor, and control the sales budget across brands by channel
  • Expand vertical sales and margin through detailed review and a robust Go To Market Strategy
  • Ensure tighter controls on business processes in wholesale orders and accounts receivables
  • Work with HRBP to budget manpower costs, closely monitor staff costs and set productivity targets


  • Meet and exceed agreed KPI targets for net sales and profitability.
  • Lead by example and with integrity in driving a high employee engagement and high-performance culture.
  • Drive improvement of relevant and specific processes in close cooperation with support functions
  • Represent the Wholesale accounts and categories internally as an ‘ambassador’ with all functions and vice versa.
  • Maintain strong relationship with the customers to develop the business to a higher level of growth achieving yearly targets and deliverables.
  • Achieve full and on-time order conversion while assuring retail introduction dates are met.
  • Conduct regular market visits to ensure compliance and continuous improvement

Business Growth

  • Influence and drive high level of cross functional collaboration with support teams.
  • Develop accurate sales forecasts based on market insights and customer inputs.
  • Ensure profitability by setting clear targets and action points; analysis of risks & new business opportunities.
  • Drive quality growth by ensuring all commercial/sell-out activities ensure positive brand development.
  • Manage clearance and other exit activities


About You


Minimum Qualifications and Knowledge:  Graduate Degree

  • Experience in wholesale with exposure to multi-channel retail environment
  • Experience in managing and driving multiple teams
  • Motivated and can deliver Financial Budget and Key Performance Indicators
  • Experience with and passion for Sports brands
  • Understanding of Sports and trends

Minimum Experience: +10 years of experience of which 5 years should be at senior management level


Behavioural Competencies:

  • Delighting Our Customers
  • Collaboration  
  • Managing Complexity  
  • Influencing Others
  • Drive for Results
  • Developing Talent



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Before you click “apply”: Please read the job description carefully to ensure you can confidently demonstrate why this opportunity is right for you and take the time to put together a well-crafted and personalised CV to further boost your visibility. Our global Talent Acquisition team members are all assigned to specific businesses to ensure that we make the best matches between talent and opportunities. We not only consider the requisite compatibility of skills and behaviours, but also how candidates align with our Values of Respect, Integrity, Collaboration, and Excellence.


As part of our candidate experience promise, we also want to make ourselves available to you throughout the application process. We make every effort to review and respond to every application.