Director, Wholesale - Thailand

Date: Sep 10, 2022

Location: Pathumwan, TH, 10330

Company: Under Armour

Under Armour has one mission: to make you better. We have a commitment to innovation that lies at the heart of everything we do, not just for our athletes but also for our teammates. As a global organization, our teams around the world push boundaries and think beyond what is expected. Together our teammates are unified by our values and are grounded in our vision to inspire you with performance solutions you never knew you needed but can’t imagine living without.

Position Summary

The Director, Wholesale of Thailand has overall responsibility for implementing the strategic vision for the overall business in Thailand (3–5-year timeframe), as well as P&L responsibility, in line with the corporate objectives and corporate strategy to maximize sustainable, long-term growth and profitability across retail and wholesale channels. He/She works closely with the joint venture (JV) partner to manage the Thailand sales plan for all sales channels (retail, wholesale and e-commerce channels), planning and preparing the regional sales budget & periodic revisions, and reacting to deviations.  He/she works closely and update overall business to JV partner on the regular basis including handling monthly Board Meeting with JV Partner, VP South APAC and F&A SAPAC Director. This role will lead the wholesale strategy and direction as well as the sales/margin plan for all wholesale channels in Thailand and work with the SAPAC people leaders for the other sales channels and functions.

Essential Duties & Responsibilities

Strategic Planning

  • Lead the strategic direction, cross-functional execution & financial results for the overall business 
  • Develop the retail strategy & store expansion plans together with the Retail Director to build an optimal O&O network. Outline the Wholesale distribution strategy considering the growth ambitions & expectations 
  • Develop the country strategic plan (3/5YP) as part of the overall south APAC 3YP. Formulate the long-term strategy for sustainable, profitable overall revenue growth 
  • Set priorities & allocate resources between retail &wholesale channels accordingly to achieve the country’s annual business plan


Customer / Account Development

  • Cultivate robust partnerships with key regional customers & other relevant external stakeholders 
  • Focus on growing the brand & driving sales across all channels following the 5YP. Identify new commercial opportunities, present business plans & onboard new customers following the commercial strategy.


Retail & Wholesale E-Commerce Operating Rhythm

  • Develop the framework & Operating Rhythm for all aspects of the Retail, Wholesale & eCommerce Business. Set the tone for Retail & eCommerce operational and Franchise Wholesale Excellence, including: 
    • Operating Rhythm for the Sales Team & eCommerce Team
    • Regular Business reviews with wholesale accounts. Update & Implement Trade Term Structure, constantly review for optimization. Ensure compliance with trade term structure once fully operational.
    • Cross-functional sharing of results
    • Liaise with landlords on store lease terms and identify new store locations for commercial growth
    • Ensure all stores adhere to global store operating standards, policies, procedures, visual merchandising & retail service standards


Cross-Functional Collaboration, Leadership & General Management

  • Work closely & report/update overall business to JV partner on the regular basis including handling monthly Board Meetings among JV Partner, VP South APAC and F&A APAC Director.
  • Key voice and partner at the South APAC leadership table running the business
  • Close collaboration required with key commercial teams - Merchandising, Marketing, DTC to deliver the consumer experience to the consumers 
  • Direct and indirectly manage, develop, & lead high-performing teams in the country, as well as oversight of the Thailand office and cross-functional team.
  • Key Contact for South APAC to provide commercial insights on country trends, whenever required for planning purposes.
  • Legal & corporate affairs – deals as appropriate with local government bodies, vendors and other relations in a country as required by law, policy or business interest. Signatory where appropriate (POA). Defers local activities to the proper functional leader when appropriate
  • Office management, HR and Culture – responsible for smooth operation at the office. Connector who forms the glue between different functional departments; in close collaboration with the HR & Culture pillar teams, ensures local adherence to law and UA policy; leading the culture in the office by example. Go to person/escalation level for local teammates
  • Real Estate & Facilities – collaborates with Global Real Estate to ensure safe and proper working conditions and facilities that meet the requirements of the business
  • Executive visits: facilitate and support organization executive visits or other VIPS in the area. Support on agenda creation, program, presentation, meets & greets; close collaboration with APAC HQ on aligning presentation materials, schedule, etc.

Qualifications (Knowledge, Skills & Abilities)

  • Strong general management capability with a commercial background and demonstrated success at building brands directly and through distributors
  • Successful track record of sustained business growth in Thailand
  • Motivated and inspiring leader with experience in building, managing and developing highly successful teams
  • Extensive customer/commercial network
  • Solid understanding of the sensitivities of a P&L where guidance will be given around top line, bottom line and margin
  • Strong communication and project management skills to work with multiple stakeholders
  • A sincere and contagious passion for sports and building Under Armour

Education And / Or Experience

  • Minimum 12 years of solid experience in the Sporting Goods, Apparel/Footwear Industries with at least 6 years of management/executive experience
  • Master’s or bachelor’s degree in Business Management, or a related field


  • No relocation provided

At Under Armour, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, sex, pregnancy (including childbirth, lactation and related medical conditions), national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, gender expression, genetic information (including characteristics and testing), military and veteran status, and any other characteristic protected by applicable law.  Under Armour believes that diversity and inclusion among our teammates is critical to our success as a global company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool. 

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