Director Global Wholesale Performance

SPEED & SPIRIT is what we look for in our candidates, defined by some simple values that inspire us to BE DRIVEN in our performance, BE VIBRANT in our sporting legacy, BE TOGETHER in our team spirit, and to let our individual talent and experience shine.

YOUR MISSION

Together with the VP Global Wholesale, the Director Global Wholesale Performance will be a key contributor to elevate our commercial practices and build a best-in-class Center of Excellence dedicated to the wholesale distribution.

The Director Global Wholesale Performance is responsible for defining and leading the global GTN (Gross to Net) strategy, governance and performance agenda across the Wholesale business.

The role partners closely with GTM, Finance and regional Sales & leadership to optimize revenue quality, improve forecasting accuracy, strengthen controls, and maximize profitable growth.

The Director Global Wholesale Performance will have a strong mix of business and financial acumen and will challenge the status-quo to put data and profitability at the core of every commercial decision.

To be more specific, the Director Global Wholesale Performance will lead and deliver the following tasks and responsibilities:

KEY RESPONSIBILITIES

• Global Gross-to-Net Strategy
• Own the Global Wholesale GTN framework, methodology, policies, and governance across regions and distribution segments.
• Collaborate closely with Finance to set rules and guardrails in order to improve our order-to-cash efficiency, e. g. call-off customer contracts early & clear surplus through other channels.

Evangelize internally the need to accelerate cash conversion and minimize revenue leakage.

• Ensure diligent execution of global standards for discounts, rebates, returns, trade terms, claims, and other GTN components.

Propose improvements & make recommendations where needed.

• Ensure consistent GTN principles are embedded into commercial planning, customer negotiations, and decision-making.
• Planning, Forecasting & Performance Management
• In close collaboration with the VP Global Wholesale and the Director Global Wholesale Operations, prepare wholesale sell-in targets for each region and top accounts for each season.
• Act as commercial counterpart to the Finance team for the forecasting process: review sales forecast with regions and markets prior to submission, ensure alignment with global guidance & Finance or, if any gap, pro-actively flag risks or opportunities.
• Own the forecasting content and support Finance with the forecasting process, long-range planning, monthly performance management and budgeting every year.
• Work with Finance to develop robust assumptions and analytics to explain GTN movements, risks, opportunities, and performance versus plan.
• Work hand-in-hand with the Finance team to improve process and tools in order to improve the sharing of sell-in results, especially our POs and orderbook status at every order placement deadline and after sell-in meetings with strategic accounts.
• Commercial & Profitability Optimization
• Partner with Merchandising and Sales leadership to optimize pricing, promotions, trade investments, and customer terms while protecting margin.
• Provide financial guidance on major customer agreements, commercial initiatives, and strategic negotiations.
• Identify opportunities to reduce GTN leakage, improve revenue quality, and unlock profitable growth.
• Transformation, Processes & Controls
• Lead initiatives to simplify and standardize GTN processes, improve data quality, and strengthen systems, controls, and reporting.
• Together with Finance, drive continuous improvement across the end-to-end GTN process, from commercial agreement through accruals (vetted by Accounting), settlement, and reporting.
• Ensure appropriate governance, compliance, and internal controls around GTN management.
• Leadership & Governance
• Build a high performing team, fostering high-performance culture within the team, developing and retaining key talents.
• YOUR TALENT
• Significant experience in Gross-to-Net, Commercial Finance, Revenue Management, FP&A, or a closely related discipline within a complex international organization.
• Extensive leadership experience, ideally in global roles, with a proven ability to collaborate effectively with senior executives and C-level stakeholders, influencing strategic decisions and driving business outcomes across complex international organizations.
• Strong understanding of wholesale and consumer-facing commercial models, ideally within sporting goods, consumer goods, retail, apparel, or another multi-channel environment.
• Proven track record managing complex GTN structures, customer terms, trade investments, rebates, deductions, and commercial agreements.
• Strong financial acumen combined with a deep understanding of commercial drivers and customer economics.
• Experience operating across multiple geographies, markets, currencies, and bu