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Strategic Accounts Director
G-Star is a place of collaboration, inspiration, and innovation. Working alongside like-minded people, feeding off one another’s energy and drive.
It’s a place to express and grow your specialization, in a dynamic, international environment that values proactivity and innovation. A ‘Dutch’ approach to communication encourages openness and clarity within our relatively flat organization.
It’s a place where the level of responsibility is equal to the level of fun. Hands on to get things done, we strive to make the impossible possible.
At G-Star, every day is another opportunity to push the boundaries of denim.
As our Director of Strategic Accounts, you’ll be commercially responsible for our 2strategic online accounts: Zalando & Amazon. The over-arching goal is to build strong relationships with our partners, to grow the accounts across all the business models, whilst driving common goals and encouraging a common set of values.
You will also be responsible to support our all online Partner Programmes such as About You, Ebay, La Redoute and Spartoo.
This requires forecasting and driving all revenue and margin KPI’s, performance trends and volumes across both wholesale, partner programs and other account initiatives.
As we continue to grow our business with them, you will be key to the success of our online strategy, focusing on margin drivers, omnichannel customer experience, assortment, programmatic investments as well as support to the co-operative Brand campaigns.
You will be the key driver of harmonizing the assortment between our accounts, as well as optimizing seasonal and special buys. Key focus maintaining wholesale future orders and maximizing in season re-orders. You will be responsible for owning the trade and promotional calendar, in very close cooperation with the online and brand marketing team, setting their targets, kpis and guiding the teams to achieve this.
For the commercial collection and buying process you are working together with the digital merchandiser and buyer to deliver the right process and continually optimize stock position for the digital p&l.
As a manager you will inspire the teams to think dynamically and innovatively as we grow with our partners. Not only will we focus on sales, but also our common set of values such as diversity, inclusion and sustainability.
We want to focus our business relationship on decisions that encourage an evolving set of core customer principles in these key topics. This is an exciting time to help shape that strategy between us and our partners.
This role also acts as a guiding force across our other marketplace and online relationships, helping our colleagues in market work to similar standards and metrics. You will continue to evolve our online strategic accounts strategy across our global portfolio.
In short, this is a very interesting next step in the e-commerce world!
Tasks and Responsibilities
Manage and build the relationship of our online strategic accounts.
Forecast and formulate all healthy revenue and margin KPI’s, performance trends and volumes across both wholesale, partner programs and other account initiatives (ie. ZFS, connected retail etc).
Guide teams to deliver all KPI’s, performance trends and volumes.
Improve healthy sales, margin and customer experience.
Harmonise the assortment to grow the accounts optimal to the end consumer, as well as drive down the discounting and cannibalisation.
Optimise and forecast sales, promotions, sell through and conversion targets across all platforms.
Stimulate the growth of the account through strategic contractual agreements and through brand campaigns.
Work with the strategic and marketing teams to deliver a well-rounded, tactical and strategical plans.
Motivate and manage the account and support teams to reach maximum performance and account value.
Support the formulation of the online assortment based on historic and forecasted category site performance, customer needs, brand campaigns and product strategies.
Model variations of business models to negotiate and steer the account to continuous improvements.
Working with the digital merchandiser to deliver a commercial buying process and protect the profitability of the collections and to optimise stock position for the accounts.
Continue to drive strong collaborative relationships across the ecommerce, insights, marketing, creative and wider merchandising teams.
Global role, heading EU region strategic accounts team and supporting non-EU teams.
Responsible for implementation and technical support on global marketplaces (excl China).
Online Visual Merchandising:
Drive improvements of the visual merchandising strategy, ensuring that product listings are on brand, optimized for sales and ahead of the competition.
Use analysis and data to evaluate impact of any visual merchandising changes and continually drive improvements
Continuously improve visual merchandising – identify new activity that will support trading of the marketplaces
Deliver customer centric strategy – improve all customer touch points across service, site experience, offers, technology, product, visual merchandising display and communications
Investigate opportunities to contribute to G-Star’s customer identification strategy (understanding our consumers where ever and whenever they shop).
Systems and Reporting
Utilize Tableau, analytics or other tools, ensure business and performance knowledge across the teams.
Create actionable reporting and easy to consume performance analysis across sales, product, customer journey, customer behaviour, platforms, markets, trading activity and testing activity.
What you bring to the table:
Savage negotiating skills
Strong skills in account relationship building and maintenance
Extensive global trading experience with major platforms like Amazon and Zalando.
Strong analytical, problem-solving, project and change management expertise
Expert excel skills.
Experience with Tableau or using similar BI insights tools preferred
Excellent forecasting and planning skills
Strong cross-functional leadership skills with partnership experience across functional teams
Strong team player
Good understanding of digital marketing strategies including brand campaigns, paid social media, display advertising
Strong seasonal planning and campaign launch planning
Hands on trading, marketing and promotion experience within a retail environment (preferably fashion)
G-Star Skill Set:
Extensive experience with relationship management and negotiating with large strategic accounts
Experience in an international digital trading team driving change and growth
Commercially focussed with an understanding of the nuances of an entrepreneurial brand
Have demonstrative knowledge of online buying behaviours with proven experience of delivering online customer experience improvement
Resilient – experience of managing rapid change and growth.
People leader with clear and concise communication style.
What does G-Star bring to the table:
Beyond a competitive salary, working at G-Star brings many other perks and exciting opportunities: an awesome and diverse team that collaborates to change the game; a work environment that offers room for fun, inspiration and innovation; a clothing budget; a healthy, fresh and delicious lunch and even discounts in various fitness clubs and last but not least, a discount on a new bicycle.
What will happen next:
We will thoroughly review your CV (English is our corporate language, so please apply in English)
When we hopefully find what we are looking for, we will call you for a chat and if it’s a good fit, we’ll plan our first interview
Because we’re very curious how you’d survive a mission impossible, we ask you to prepare a real-life business case in a follow-up interview
When we’re ready to commit to each other, we’ll finalize the terms we’ve discussed and we’ll explain to you how to order your first pair of jeans from the G-Star employee store. Good luck!