Senior Regional Account Manager / Head of Sales

The Senior Regional Account Manager/Head of Sales will be responsible for leading and accelerating FitFlop’s commercial performance across Mainland China, Hong Kong and Taiwan. Working closely with regional distributors and internal cross-functional teams, this role will own sales planning, distributor management, channel expansion, and go-to-market execution to drive sustainable growth while protecting and enhancing the FitFlop brand.

The position requires a strategic and commercially driven leader with deep knowledge of the Greater China retail landscape, strong distributor management experience, and the ability to translate market insights into actionable business plans.

The Responsibilities:

Commercial Planning & Strategy

• Develop and deliver Fiscal Year sales budgets and forecasts for each distributor, working closely with the Sales Director to ensure accurate demand planning and healthy inventory turnover across Greater China.

• Own Fiscal Year sales targets by managing distributor performance across Mainland China, Hong Kong, and Taiwan, setting clear goals linked to strategic priorities while defining the 3-year commercial roadmap for the region.

• Lead the go-to-market strategy for the Greater China business kick-off, overseeing product assortment planning, in-store merchandising, and digital marketing integration for both online and offline channels.

Distributor & Channel Management

• Take full ownership of distributor commercial agreements, including margin structures, rebate programs, and payment terms. Lead all renewal negotiations to protect the company's long-term commercial interests.

• Establish and track robust KPIs beyond sell-in (e.g., sell-out velocity, inventory health, MOH, retail sell-through rates) to ensure supply chain health and prevent channel stuffing.

• Provide clear direction to distributors on assortment placement expectations, tracking execution at destination doors and monitoring in-store performance and sell-through.

• Drive channel expansion by identifying white spaces in each market, working with distributors to open FitFlop retail stores and Shop-in-Shops (SIS), while rejuvenating existing doors. Review all store opening plans, franchise applications, and P&L justifications before channeling for approval.

• Lead quarterly business reviews with each sole distributor to assess sales results, sell-through, inventory health, and marketing effectiveness—addressing gaps and realigning priorities for the quarter ahead.

• Provide expertise and direction to distributors on selling tools and relevant materials to enable a successful seasonal sell-in, elevating their execution to brand standards.

Cross-Functional Collaboration & Market Intelligence

• Work cross-functionally with Marketing, Merchandising, and Customer Service teams to ensure alignment on distribution and commercial priorities, ensuring seasonal readiness at key game plan checkpoints.

• Monitor competitor activity, market trends, and pricing across the region through regular store visits—tracking sell-through, deflection risks, and marketing effectiveness. Translate findings into actionable insights for the leadership team, ensuring the Greater China market perspective is represented in global strategy discussions.

• Monitor marketing activity to safeguard brand equity and development, providing local market insights to shape regional product and marketing strategies.

The Person:

• You will have a wealth of experience in regional account management and sales roles with international brands; footwear experience is highly preferred.

• Proven track record in managing key accounts, distributors and retailers directly across Greater China to drive regional growth and market development. Deep understanding of China’s retail landscape (both online and offline) is a must.

• Must have the ability to work under constant deadline pressure and manage multiple projects across multiple time zones

• Strong background in channel management, account planning, and account servicing.

• Numerically proficient and financially savvy, with the ability to interpret P&L statements and build compelling business proposal.

• Organized and effective at prioritizing in a fast-paced environment.

• Adaptable and flexible with the resilience to navigate a fluid business environment.

• Dynamic team player with strong people skill.

• Fluent in Mandarin and English (both written and spoken) is mandatory to engage seamlessly with stakeholders across Greater China.

• Willing to travel as required to manage partner relationships and oversee retail execution.

We recognise that not everyone will meet every requirement. If you’re excited about this role and feel like you could add value, we’d love to hear from you.

The Benefits:

We’re all about giving people the tools to be the best they can be. Because, when we’re at our best (happy and healthy) together we have the power to do something amazing and really deliver. Our benefits include Medical Insurance, MPF contribution, holiday, free pairs and product discounts, FitFlop Feel-Good program (including everything from mindfulness to financial wellbeing) and a full blended learning and development calendar.

Equal Opportunities

FitFlop is an equal opportunities employer. We are committed to creating a diverse and inclusive workplace where everyone feels valued, respected, and supported. We welcome applications from people of all backgrounds, regardless of age, gender identity, sexual orientation, disability, neurodivergence, ethnicity, religion or belief, or any other characteristic protected by law.

We actively encourage neurodivergent candidates and individuals with disabilities to apply. If you require any reasonable adjustments during the application or interview process, please let us know. We are committed to providing an accessible and supportive recruitment experience.