Job title : Wholesale Excellence Specialist
Department : Ares Holdings, Wholesale
Reporting to : Senior Manager: Wholesale
Direct reports : N/A
Key stakeholders : Wholesale Sales, Brand teams, Buying, Planning, Sales Operations, Ares Operations and global brand teams
Main purpose : To drive the coordination, consistency and continuous improvement of commercial planning and go-to-market processes across all wholesale brands. The role connects Wholesale Sales, Brand teams and cross-functional stakeholders to ensure seasonal planning, sell-in preparation, sales enablement and key deliverables are coordinated, with clear visibility of priorities, deadlines, risks and actions. It supports Sales Managers through consolidated commercial insights, recommendations and follow-through, while commercial decision-making and customer ownership remain with the relevant sales leadership and account teams.
ACCOUNTABILITY PROFILE
KEY ACCOUNTABILITIES | KEY PERFORMANCE INDICATORS |
KEY ACCOUNTABILITY 1: GO-TO-MARKET EXCELLENCE
Own and maintain the master seasonal go-to-market calendar across all brands, including milestones, deadlines, dependencies and deliverables.
Coordinate the commercial sell-in process from seasonal preparation and pre-lines through customer sell-in and order book confirmation.
Coordinate launch readiness, ensuring product information, pricing inputs, sales tools and materials are available on time.
Align Wholesale Sales, Brand, Buying, Planning, Marketing, Trade Marketing and Operations around seasonal priorities.
Consolidate customer feedback, commercial inputs and forecast assumptions, highlighting gaps, risks and areas requiring alignment.
Coordinate seasonal sell-in presentations, global brand share-outs and consolidated Wholesale feedback.
Track milestones and escalate coordination gaps, risks or competing priorities. | GTM milestone and deadline adherence
Seasonal sell-in readiness
Launch readiness and material availability
Quality and timeliness of global share-outs
Customer feedback and commercial inputs consolidated |
KEY ACCOUNTABILITY 2: SALES ENABLEMENT AND EXCELLENCE
Ensure sales teams have the tools, product information, assets and commercial inputs required for effective sell-in.
Coordinate product training and timely distribution of product knowledge.
Develop and maintain consistent seasonal sales presentations, sell-in tools and best-practice materials across brands.
Support the preparation of Key Account strategic account planning templates.
Compile and analyse market share, sales performance, customer and channel information to identify opportunities, risks and trends.
Support customer business review materials and participate when requested by the relevant stakeholder
Identify opportunities to improve how Wholesale presents itself to customers and global brand teams. | Availability and quality of sales tools and assets
Product training coordination
Consistency of seasonal sell-in materials
Quality of market and sales insights
Customer review material readiness |
KEY ACCOUNTABILITY 3: WHOLESALE PLANNING AND GOVERNANCE
Coordinate seasonal planning cycles and consolidate relevant commercial inputs, submissions and updates.
Facilitate forecast alignment by consolidating inputs, highlighting variances and making assumptions and outstanding questions visible.
Coordinate order book reviews by consolidating inputs, tracking progress and highlighting risks to order conversion and seasonal milestones.
Track pitchback submissions and approval timelines, following up on outstanding decisions without assuming approval authority.
Maintain visibility of decisions, actions, deadlines and dependencies, ensuring clear ownership and follow-through.
Identify process gaps and opportunities to improve efficiency, data quality and cross-functional execution.
Provide regular updates to the Senior Manager: Wholesale and relevant stakeholders on progress, risks and outstanding actions.
Maintain master distribution lists, seasonal templates, calendars and planning documentation. | Timely and complete planning submissions
Visibility of forecast assumptions and variances
Order book review and milestone tracking
Pitchback timeline follow-up
Action closure and clear accountability
Process efficiency and data quality improvements |
KEY ACCOUNTABILITY 4: STAKEHOLDER COORDINATION AND COMPANY VALUES
Act as a central coordination point between Wholesale Sales and Brand teams, managing information requests, feedback and deliverables.
Work collaboratively with Sales Operations and cross-functional teams in line with agreed responsibilities and ways of working.
Recommend priorities and highlight competing demands; escalate decisions affecting Sales Managers' teams or commercial priorities to the relevant Sales Manager or Senior Manager: Wholesale.
Retain clear role boundaries: Sales Managers own commercial decisions and approvals; Key Account Managers own customer relationships and commitments; Sales Operations owns operational systems and execution; functional teams own their respective inputs and decisions.
Act sustainably; celebrate wins; stand for equality; love athletes; and fight on together. | Stakeholder feedback on coordination and communication
Clear ownership and escalation of decisions
Cross-functional delivery against agreed deadlines
Adherence to agreed role boundaries and approval processes
Collaboration and alignment with company values |
COMPETENCY PROFILE
KEY LEADERSHIP & INTERPERSONAL COMPETENCIES |
VALUES:
We believe in the power of brands and growing brands responsibly.
We believe in developing and building our teams for the benefit of all stakeholders.
We believe in continuous investment into our people and our business platforms.
We care deeply about our environment and our people.
KEY LEADERSHIP & INTERPERSONAL COMPETENCIES
Collaboration: Work effectively across Wholesale Sales, Brand and cross-functional teams.
Proactive Communication: Communicate clearly, share updates and surface risks early.
Influence Without Authority: Build alignment and follow-through without direct reports.
Organisation & Accountability: Manage multiple timelines, actions and deliverables reliably.
Problem-Solving: Identify process gaps and recommend practical improvements.
Adaptability: Respond constructively to changing priorities and seasonal requirements.
Continuous Improvement: Encourage consistent, effective ways of working across brands.
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TECHNICAL AND FUNCTIONAL COMPETENCIES |
Go-to-Market Planning: Coordinate seasonal GTM calendars, sell-in milestones and launch readiness.
Commercial Analysis: Consolidate and interpret sales, market share, customer and channel information.
Forecast Coordination: Bring forecast inputs together, highlight variances and make assumptions visible.
Project Coordination: Track deliverables, dependencies, actions and deadlines across functions.
Sales Enablement: Prepare and maintain presentations, sell-in tools, account templates and product information.
Reporting & Presentation: Build clear, accurate PowerPoint materials and communicate insights effectively.
Microsoft Office: Strong Excel and PowerPoint skills; confidence working with business systems and data.
Process Governance: Maintain planning documentation, track actions and identify opportunities to improve data quality and efficiency.
Wholesale Knowledge: Understand seasonal sell-in, account planning and the wholesale trading environment.
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