Head of Business Development

The Head of Business Development & Travel Retail is responsible for designing and executing growth strategies and market expansion initiatives across existing and new commercial channels, to increase VF's market presence across the APAC region and fuel sustainable business expansion. This role focuses on overseeing the APAC Central Retail Operations activities, on new business models development (Travel Retail), on commercial expansion through building and reinforcing strategic partnership with third party retailers, aligning VF Brand and Functions to partner finding the best level of operational support to the initiatives, ensuring the successful implementation of the Company's growth strategies. The Head of Business Development & Travel Retail will work closely with cross-Brand and cross-functional, to define priorities and plan strategy and execution

Business Development

• Strategy definition: co-design in partnership with Commercial Platform Leaders and Strategy Leader commercial expansion initiatives across different channels and markets
• Business development: identify and develop new business opportunities, partnerships and market entry strategies
• Market research: conduct detailed market research to identify potential growth opportunities and competitive dynamics within the APAC region

• Operational excellence: design and implement new processes to support commercial initiatives, from project definition to execution, in partnership with VF relevant functions

• Performance tracking: monitor and report on the progress of commercial initiatives, both from a strategic and financial perspective

Travel Retail

• Develop a regional travel retail strategic plan to launch travel retail business across APAC, in alignment with VF operating model and procedures

• Develop a multi-Brand store concept, with a specific assortment relevant for the channel

• Establish duty-free presence on selected markets

• Build strong relationships with selected travel retail partners across APAC and facilitate the dialogue with VF Commercial organization and with the Brands

• Drive operational efficiency and collaboration between the Brands, the commercial functions and the back-office support functions to keep the model agile

• Engage with international partners, travelling regularly to visit them, their locations and the stores

Sales/Revenue Targets

Year 1: USD$25M

Year 2: USD$45M

Direct Reports: Sales Operation, Merch, Planning

Internal: Brands (as relevant for the different business areas), Strategy, Omnichannel, Finance, Supply Chain, HR, Real Estate, others as needed, Retail Team, Orefici Manager

External: Agencies, Distributors, Commercial Partners, Travel Retail Partners, etc

The requirements listed below are representative of the knowledge, skills, and /or abilities required for the individual to be successful in this position.

• Proven sales and business development expertise in Travel Retail sector/function REQUIRED – 15+ years of successful sales experience, ideally in leadership roles in business development roles and travel retail

• Distributors/Agents/Commercial Partner Management – Strong track record of working effectively with different commercial partners across multiple countries, with specific experience in travel retail and emerging markets (Middle East, Far East, etc)

• Results-driven mindset – Passionate about setting and exceeding ambitious sales goals

• Exceptional communicator – Fluent in English, with outstanding verbal and written communication skills. Other languages will be considered a plus

• Self-motivated & resilient – Thrives in a complex and transformative environment with the ability to adapt and innovate, bring a start-up mind-set as well to open up new business opportunities

• Customer-centric approach – Skilled at building and maintaining strong, long-term relationships with key partners