Head of sales (H/F)

Commercial(e) terrain

Contexte du recrutement et définition de poste

Competences Phenix is looking for a Head of Sales for Kappa Europe.

The mission of the Head of Sales will be to lead and develop all the wholesale business of Kappa on its territories (mainly France).

Acting as the true ambassador of the brand, he/she will be the interface to key accounts and be the leader of a field sales team. He/she will operate every day to develop the brand's sales in accordance with the strategy and KPIs set




  • Key Accounts Management:


  • Define, develop, and implement the long-term commercial strategies within the assigned accounts in accordance with the Global Commercial Strategy
  • Achieve sales targets on seasonal and annual basis. To continually analyze sales and margin performance versus the targets
  • Manage the sell in/sell out – to be compelling, inspiring and to consistently strive for sell in excellence utilizing all the sales and marketing tools provided. Monitor and analyze customer sell thru effectively.
  • Be proactive in the creation of sales tools if required.
  • Work effectively and align with other departments - internally to ensure the smooth running of the business such as; Products team, Marketing, Operations, Customer Service and Finance
  • To drive market share growth within the category or account, and in store branded space solutions to ensure the Kappa brand is qualitative and in line with brand goals and objectives
  • To manage Budget / Sales target compliance and Inventory / Sales development / Order Book Management
  • Build business and personal contacts with the main decisionmakers of important Accounts
  • Negotiate commercial conditions with Key Accounts and Central Buying group.
  • Maintain effective reporting


  • Head of Sales:


  • Lead all wholesale activities in the pursuit of wining market shares
  • Lead, train, coach, accompany the on-field representatives with key customers and during buying days
  • Set up clear target, objectives guidelines and sales disciplines
  • Ensure excellent forecasting and planning of the business
  • Provide sell-out analysis and executive KPI reporting to senior management
  • Professional and brand-oriented management of sell-in process and sell-out support
  • Continuously challenge the status quo and drive creative and new ideas to enhance Kappa performance


  • People Management:


  • Manage a team reps on field + agents
  • Manage 1 key account assistant
  • Encourage, lead, and drive the development of a performance culture within the team


Profil recherché


  • Master’s degree in marketing, Business, Management
  • 10+ years relevant experience within the Sporting goods or Fashion Industries at a similar or senior level
  • Strategic thinking and pragmatic approach, excellent communication, presentation and negotiation skills
  • Proven track record in the management of sales teams
  • Proven leadership, negotiation and management competencies
  • Ability to influence partners in other functional groups to find common ground and mutual understanding
  • Strong networking and people management skills
  • Excellent team player with the proven ability to work cross-functionally in order to achieve objectives
  • Mental flexibility, initiative and determination
  • Willingness to travel
  • Fluent in French / English written and spoken.






  • Status: Cadre
  • Salary : in line with the profile of the candidate
  • Company car in line with policy
  • Phone / Laptop
  • RTT : 10 per year
  • Ticket Restaurant: 18x7.5 = 135€ taken in charge at 60% by KFF so a Net for the employee of 81€/month
  • Ticket Kadeo: 210€/year (35 in May, 140 in August, 35 in November)
  • Free/discountedproducts Allocation Kappa and other group brand (Kway, Sebago)
  • Health insurance:
  • Life and disability insurance, included in the mandatory AG2R contract