Director Global Wholesale Performance

This role works closely with the VP Global Wholesale as a key contributor to elevating commercial practices and building a best-in-class Centre of Excellence dedicated to wholesale distribution. It is responsible for defining and leading the global Gross-to-Net (GTN) strategy, governance and performance agenda across the Wholesale business. The role partners closely with GTM, Finance and regional Sales and leadership to optimise revenue quality, improve forecasting accuracy, strengthen controls and maximise profitable growth.

• Own the global Wholesale Gross-to-Net (GTN) framework, methodology, policies and governance across regions and distribution segments.
• Embed consistent GTN principles into commercial planning, customer negotiations and decision-making, and ensure diligent execution of global standards for discounts, rebates, returns, trade terms, claims and other GTN components, proposing improvements where needed.
• Partner with Finance to set rules and guardrails that improve order-to-cash efficiency, for example by calling off customer contracts early and clearing surplus through other channels, and evangelise the need to accelerate cash conversion and minimise revenue leakage.
• Prepare wholesale sell-in targets for each region and top account each season in close collaboration with the VP Global Wholesale and the Director Global Wholesale Operations.
• Act as the commercial counterpart to Finance in the forecasting process by reviewing sales forecasts with regions and markets before submission, ensuring alignment with global guidance and Finance, and proactively flagging risks or opportunities.
• Own the forecasting content and support Finance with the forecasting process, long-range planning, monthly performance management and annual budgeting, developing robust assumptions and analytics to explain GTN movements, risks, opportunities and performance versus plan.
• Work with Finance to improve processes and tools for sharing sell-in results, including purchase orders and orderbook status at every order placement deadline and after sell-in meetings with strategic accounts.
• Partner with Merchandising and Sales leadership to optimise pricing, promotions, trade investments and customer terms while protecting margin, provide financial guidance on major customer agreements, commercial initiatives and strategic negotiations, and identify opportunities to reduce GTN leakage
• Improve revenue quality and unlock profitable growth.
• Lead initiatives to simplify and standardise GTN processes, improve data quality and strengthen systems, controls and reporting, driving continuous improvement across the end-to-end GTN process from commercial agreement through accruals, settlement and reporting, and ensure appropriate governance
• Compliance and internal controls around GTN management.
• Build a high-performing team, fostering a high-performance culture and developing and retaining key talent.

• Significant experience in Gross-to-Net, Commercial Finance, Revenue Management, FP&A or a closely related discipline within a complex international organisation.
• Extensive leadership experience, ideally in global roles, with a proven ability to collaborate effectively with senior executives and C-level stakeholders, influence strategic decisions and drive business outcomes across complex international organisations.
• Strong understanding of wholesale and consumer-facing commercial models, ideally within sporting goods, consumer goods, retail, apparel or another multi-channel environment.
• Proven track record managing complex GTN structures, customer terms, trade investments, rebates, deductions and commercial agreements.
• Strong financial acumen combined with a deep understanding of commercial drivers and customer economics.
• Experience operating across multiple geographies, markets, currencies and business models.
• Strong analytical capabilities, with the ability to translate complex data into clear business recommendations.
• Experience leading transformation, process standardisation and system/data improvement initiatives.
• Bachelor's degree in Finance, Business, Economics, Accounting or a related discipline.

• Advanced qualification in Finance, Business, Economics, Accounting or a related discipline is a plus.

PUMA is a global sports brand creating footwear, apparel and accessories that inspire athletes and everyday movers. The PUMA Group owns PUMA, Cobra Golf and stichd, operates in 120+ countries and has around 22,000 employees worldwide. PUMA looks for SPEED & SPIRIT in its candidates, defined by values that inspire the company to be driven in performance, vibrant in sporting legacy and together in team spirit, letting individual talent and experience shine.