The Zone Commercial Manager coordinates the construction and the implementation of the short & long-term commercial strategies by exploring growth drivers and managing sustainable commercial projects to gain market share.

Build the commercial and tactical strategy

• Build the commercial and tactical strategy Y+2 (Tactical), Y+1 (Operational) and Y+0 (Executive) in collaboration with marketing, supply, and retail.
• Identify & summarize the market trends, retailers of my sport universe in the zone, the new channels opportunities, and key commercial opportunities.
• Manage "the countries major needs" process of the zone: launch, collect, synthesize, and share.
• Decide of the commercial conquest segment (sport / target customer), based on category strategies, countries, & marketing priorities.
• Compile the countries business plan and ensure the alignment between Countries & category managers for my universe (Y+3 & Y+1).
• Share the activation plan to the category managers & select with countries the most relevant offer for the commercial dynamism.
• Support and follow country range choices with Country sales managers (Conjoncture notes, performance analysis, Circular services).
• Conquest new & specific market segments, supporting the development of significant commercial solutions.

Boost the business

• Define commercial strategies based on collaboration with the project team: set business targets, develop existing and new markets, target customers.
• Anticipate & prioritize sales activation plans according to commercial strategies, forecast business volumes by building 1 yearly activation plan (decide and choose products).
• Launch the business season with all countries by introducing the activation plan and winning points synthesis.
• Animate functionally execution & performance of strategies (regular routines with country sales managers, visits of priority geographies).
• Raise local initiatives in success to the countries to scale these initiatives to others.
• Ensure the quality of the Training "PRE" (propose the right equipment) by the availability of an adapted content & by training the country referents for the zone.
• Animate the DPB process (decathlon product barometer).
• Communicate all informations related to offers & commercial decisions to country sales managers.

Business Performance Analysis & Monitoring

• Analyse the Business performance, ensure commercial action plan deployment.
• Monitor & align the different business forecast with country/zone/supply, analyze business performance indicators.
• Collect action plans from countries on local alert & report to Universe & zone stakeholders during MBR, QBR, S&OE by providing dashboards with indicators (pricing, dynamism co, commercial campaign result, local availability...).
• Propose different commercial action plans to react to business local needs (initially drawn up with categories & retail groups).
• Analyze and present the performances of commercial strategies, during the "commercial" TOP/FLOP, and carry out together, with the supply and marketing teams, the performance milestones (QBR/MBR, end of season debrief).

Profile

Technical Skills & Knowledge

• Professional working proficiency in English (B2 level or higher).
• Relevant experience in Marketing or Commercial functions.
• Strong knowledge of Go-to-Market (GTM) and Activation Strategies.
• Good exposure to Customer Experience (CX) levers and Visual Merchandising.
• Solid understanding of Financial Planning.
• Profile with experience in the exact role is preferred.

Core Competencies & Mindset

• Federation and Leadership: Capacity to federate teams and provide clear direction by giving sense, simplifying complex issues, prioritizing tasks, and making timely decisions.
• Retail Acumen: Deep understanding of current retail challenges and market dynamics.
• Action-Oriented: A proactive, "challenger" and "conqueror" mindset, driven to achieve business results.
• Customer & Business Focus: Highly motivated by both customer satisfaction and overall business performance.
• Problem Solving: Demonstrated ability to react quickly and find effective solutions under pressure.
• Coordination: Excellent coordination skills with the ability to manage complex projects and multiple stakeholders.