DESCRIPTION
About us
Elvie is a health and lifestyle brand developing smarter technology for women. We are committed to building extraordinary products that improve the health and lives of women everywhere and at all stages of life.
Our first product, Elvie Trainer, is an award-winning app-connected Kegel trainer that helps women strengthen the pelvic floor via fun, five-minute workouts. Launched in October 2015 to great acclaim, we took the wellness industry by storm! Our street cred includes more than 12 awards for innovation and design, including the prestigious CES Innovation Award, IDA Design Award and Red Dot Award. As a business, Elvie has been recognized as one of Wired’s ‘hottest start-ups’, named as one of the 15 start-ups “To Watch” by The Sunday Times and both products have been featured in the Oscar Nominee Gift Bags.
We recently launched our second innovation: Elvie Pump, the world’s first silent wearable breast pump, which is making it possible for new mothers to pump anytime, anywhere. Elvie Pump received international praise following its unveiling on the catwalk at London Fashion Week and at the Consumer Electronics Show in Las Vegas.
In April 2019, Elvie announced a $42 million Series B from IPGL, Octopus Ventures and Impact Ventures bringing the total raised thus far to over $50 million. Our Series B represented the largest ever fundraise in femtech. This new round of financing will accelerate Elvie’s research and development efforts, as well as help grow brand awareness and distribution for Elvie Pump, Elvie Trainer, and other new products in the pipeline across the Americas, Europe and Asia.
Why you should join us
Founded by women’s health expert Tania Boler and Alex Asseily of Jawbone, Elvie is a collection of incredibly talented and passionate team members combining research, innovation and data to transform the way women think and feel about themselves.
Elvie is at the crest of a wave! Our team of engineers, creatives, researchers, dreamers and doers are shaping the growing fem-tech industry by creating disruptive products that address the challenges that matter most to women and lift the taboo around women’s bodies. Here, you can be part of a business and brand that has a positive and meaningful impact on the world.
This is absolutely a great time to join Elvie; you will have a voice, make an impact, and have the opportunity to mould your role. Be ready to learn, have fun and be inspired by our passionate, talented team!
We’re on the lookout for ambitious, talented and smart individuals to join our expanding team. Is this you?
What you will do
We are looking for an experienced Head of Sales to spearhead the next stage of aggressive growth for Elvie in China. Working in partnership with the China Head of Marketing, local agency and distributor, and the global cross-functional support teams in London, this person will build, lead, develop and execute the China Sales strategy across both our existing and future categories. As a business, customer and people manager, you will be responsible for all of the key drivers of profitable revenue growth. This will be our first Sales hire in China and be responsible for driving profitable revenue growth and have the opportunity to build a team (size/scope tbc) in the future as the business demands.
You’ll have the freedom to apply your initiative, expertise and experience to help us drive our business. This is a unique opportunity to join one of the fastest growing tech start-ups in the world and shape how we define the next stage of our success.
The Role
- Builds, develops and executes the Annual Sales Business Plan corporately, by platform partner and by retailer for Elvie’s China business that delivers on revenue and profit goals in line with the company country strategy
- Lead process for building accurate budgets and managing trade spend/customer programs in collaboration with Marketing and Finance (in-station active & promotion, sales funding, channel marketing)
- Accountable for cost containment, sales growth, revenue and profit growth
- Experience building, developing, and managing a sales team (size, scope, structure, and timing to be determined)
- Effectively negotiate platform, retailer, partner and distribution agreements
- Manage key national accounts: develop sales forecasts by platform & retailer by SKU,establish promotion calendars, new items, trade spend investment, post-promo analysis, and retail programs
- Manage relationships with key platforms stakeholders, TP & sales service providers
- Build customer relationships at multiple levels and facilitate connectivity in other functional areas including Marketing, Supply Chain, Communications and Operations
- Provide category management leadership and marketplace insights and analysis
- Recommend sales strategies initiatives for improvement based on local market practices, research and competitor analysis
- Develops and implements distribution strategies (online / offline)
- Manages multiple channel selling strategies and meets organizational expenditure requirements in conjunction with Marketing and Finance functions
- High communication with the corporate HQ in London across all functions (Revenue, Marketing, Finance, Operations, Product) to ensure strategy and plans align with corporate strategic direction and there is a clear understanding of plans
- Manage sales and data bank analytics and forecasting needs to create accurate business reports for the corporate team in London and Board reporting requirements
- Communicate weekly target pacing and quarterly volume forecast together with distribution plan to achieve overall objectives in the market
- Evaluate rolling forecast against annual plan on a monthly basis
Sales Strategy & Plans
● Build the China Sales plan by product, by retailer, by channel working in close partnership with the China Head of Marketing, global internal functions, and HQ.
● Build, own and lead the China Sales strategy for Elvie’s existing and future categories
● Set the strategies and plans to meet or exceed China / Corporate OKRs with a key focus on delivering the revenue, profit and cash flow targets.
P&L / Financial Management
● Budget responsibility for all categories – remaining laser focused on ROI whilst driving our volume goals
● Manage a P&L by customer by channel within profitability targets agreed with HQ/global finance
● Work closely with the Global Finance team to ensure strong financial controls are in place and deliver a profitable P&L
Research and Insight
● Perform market analysis, competitive landscapes and maintain a constant awareness of market, consumer, retail and industry trends in all categories
● Leverage business results, market trends and consumer insights to develop and recommend insightful recommendation for growth opportunities, including NPD
In-platform/Out-platform/Trade Marketing
● Work in partnership with China Marketing to build and drive the China distribution, retail and promotional plan coordinating service providers on the ground (TP, media agencies, platform stakeholders)
Cross-Functional Collaboration
Work in partnership with local counterparts, global functions in London (Finance, Operations, Product, Customer Care, etc), and the Senior Leadership Team at Corporate.
Building and Leading Teams
● The ability to attract and recruit top talent, motivate and coach a team, delegate effectively, celebrate diversity within the team, and manage performance; widely viewed as a strong developer of talent.
REQUIREMENTS
● 10+ years’ experience in senior sales roles within a top-tier consumer-packaged goods company
● Bilingual English-Mandarin. Complete fluency in English (Speaking, Reading, Listening and Writing)
● High working knowledge of key Chinese online platforms (Tmall, JD.com, Kaola, Suning.com, VIP, RED, Babytree) and physical national accounts (Dept. Stores, Mother & Baby chains) is essential
● Experience working with top TP operators in China
● Direct experience working for international brands with corporate offices not based in China
● Ability to build, lead, coach and develop a team
● Experience owning/running a category P&L and working with all functions across the business – sales/operations/finance to drive the category agendas
● Experience in launching new products successfully
● Experience working with Marketing teams to build out retail and trade marketing plans
● Go-getter attitude and commitment to driving forward conversations around women’s health and bodies
● Strong organizational and commercial skills
● Availability to travel periodically to London (corporate headquarters)
● University degree with MBA highly preferred