The Country Manager for Apple in Spain will be responsible to lead and manage Apple’s local business, including all routes to market (Retail, Commercial, Telco), across the breadth of the Apple product line.
The Country Manager will be responsible for ensuring the local organisation works as a single and collaborative team across all routes to market and functions.
This collaboration should create the foundation within the Spanish business to build and strengthen the Apple team with the clear goal of significantly growing the business.
The role requires strategic thinking, a deep understanding of what it means to be the custodian of a brand, a real passion for being a market leader and to be evangelical about delivering a superlative experience to customers, across market segments, whilst always thinking about what is next.
Successful leader with multi channel management experience, including channel development skills at the scale Apple needs.
This person should be able to create a vision of where Apple should go across all channels and how to expand the market share and revenues.
Strong attention to detail.
Have the intellectual capability to analyse new opportunities in the market.
Highly numerate with data analysis skills.
Proven effective relationship builder within a matrix environment at central, local and WW levels.
Strong leadership and people management skills, this individual must be a strong leader who has the ability to motivate a substantial team.
Excellent written and verbal communication skills. This includes enabling effective partnerships across Apple (WW Training, Product Marketing, Sales Leaders etc.).
This individual must be a good presenter at all levels.
Fluent Spanish and English are essential.
Leadership Attributes
Focus and Simplify
Focus on doing a few things really well e.g. executing high quality account plans.
Create and articulate a compelling country vision and plan and ensure the team is not distracted in achieving this
Challenge the team to do a few things well by knowing when to say no to new ideas.
Limit the scope of what the team needs to focus on to achieve the plan and communicate this.
Ability to say ‘no’ and focus on what’s important for the business and wider team
Ensure there are strong relationships so they can say ‘no’ and maintain relationship
Spend their time and the teams time wisely
Demonstrate to teams how their work connects to the bigger picture/goal
Communicate messages that are actionable
Give direction and clarity to country teams in times where global/regional objectives/priorities are multiple/shifting
Localise strategy if global/regional strategy is not effective in country or asking the leadership for additional guidance
See around corners
Think beyond the short term focus and plan for 6 - 12 months timeframe
Look beyond daily demands, and shape the organisation for the future to ensure scalability and sustainable growth
See important trends in the local market or within our customers, anticipating and assessing potential impact for Apple as well as taking pro-active measures to act/counteract
Look beyond the issue at hand but the wider implications for Apple and its customers
Spot an opportunity and keeping working on it, even if the benefits might not be immediate but more long-term
Ability to carve out time to think beyond the current pressures and demands to be able to see the bigger picture
Look ahead at future trends, macro economic trends and buying patterns to determine proactive approaches to align with the country/regional strategy
Anticipate issues and obstacles and building innovative solutions to overcome them
Spot opportunities and be ready to move quickly at the appropriate time
Review internal and external data; distilling lots of information and being able to spot trends
Be proactive in creating ideas to support growth plans for the future
Own The Hard Calls
Take ownership for the country plan and execution
Gain buy-in and commitment to decisions made that support the country vision
Follow through and drive accountability for everything end to end
Debate and discuss initial ideas, and then get on and execute against the plan
Challenge and push back on others when activities are not strategically important in achieving the plan
Making tough calls about customers or team members and being able to stand the discomfort that might come with the decision
Putting Apple and the brand first
Fighting for Apple's values
Attract, develop, and share talent
Invest time and build capabilities to find and select the right people for key roles
Coach the team to take responsibility and accountability for success of the team
Take collective responsibility for the productivity and quality of work
Organise team within resource constraints to achieve the longer term vision
Build strength in second line team to delegate responsibilities to achieve the plan
Ensure team have clear development plans
Fight for excellence
Constantly pushing self and others for quality and doing things the “right” way
Not tolerating mediocrity, taking and giving feedback effectively to do things better every time
Execute the top 3 big ideas in the team
Set the bar high and produce the best results in the market
Constantly stretch yourself, the team and those outside your country to contribute to the overall success
Motivating others
Empowers others. Makes each individual feel their work is important. Invites input from each person and shares ownership and visibility.
Conflict management
Good at focused listening, and reads situations quickly. Can hammer out tough agreements and settle disputes equitably.
Comfort around senior management
Understands what their senior leadership is looking for. Does not lose composure or get rattled when questioned or challenged.
Managing through systems
Can design practices, processes and procedures which allow managing from a distance. Can make things work through others without being there. Is comfortable letting things manage themselves without intervening.
Description
Key responsibilities:
Provide inspiration to the teams and present a vision of where the country needs to develop to maximise the opportunity for Apple.
The Country Manager will manage the sales support organisation within Spain, as well as be part of the South Europe Region team and engage on ad hoc projects to support the regional business.
Directly managing and developing the Retail, Telco and Commercial businesses within Spain and providing direction to the local SP&O and CC&D functions.
Review the organisational models within the country ensuring we are best set up to maximise the growth opportunities in Spain.
Oversee the Spanish country plan to ensure that all routes to market are integrated into a single vision of growth for the Spanish country
Drive the Education business in Spain with the local Education team.
Own the country forecast across all products and routes to market.
Drive the right activities to ensure that channel partners achieve the sales objectives.
Help drive the “one Apple” approach building relationships across the key components of Apple for successful collaboration.
Take the leadership role where there are other functions in country.
Continually review the Partner Strategy and be prepared to evolve the partner set in order to maximize the business in the territory;
Influence the business T&Cs, ensure that partners are targeted and motivated to execute Apple strategies in the territory;
Agree and achieve partner and named account volume targets;
Regular review of partner plans with Account Execs to ensure that partners and named accounts fully understand and are bought into Apple technology and solutions;
Implement pan-European channel programs as relevant. This will involve understanding, supporting and delivering the program goals & objectives;
Leverage technical consultants and Business Development Managers as appropriate in both pre sales situations;
Ensure the teams achieve and exceed their goals through setting up best practice standards and aligning with corporate objectives;
Work with training resources to ensure adequate product and program knowledge within the distribution partners;
Ensure adoption and full use of European Management tools.
Resolution of any local customer service issues;
Liaison with Operations in Cork on all logistics questions for the territory;
Key Relationships:
Regional Senior Sales Director;
Country functional heads, Finance, Legal, HR, PR, CC&D , Sales Planning & Operations, AppleCare (post-sales support), Apple Online Store/Apple Retail Store teams in Spain;
Sales support;
Business and Distribution partners;
Central functions, Product Marketing, Business Development, Marcom, SP&O, CC&D, Planning, Enterprise;
Other Country leads and Country Managers.
Key Performance Indicators
Creation of a clear country plan with all the contributors across the Spanish business.
Achievement of quarterly and annual targets (own, teams and channel);
Quality and accuracy of sales forecasting on an on-going basis;
Success of managing, developing and evolving the Business Partner strategy in line with the needs of the business;
Quality of management reporting, relationship building and leveraging of resources across the Apple matrix;
Effective deployment of segment/product programs and resources;
Maintenance of cost control within the European and local framework.
Strong team development and recognition of their teams as leaders in their own right.
Education
Likely to have an MBA from a leading business school and/or a primary business degree from a top-tier university.
Additional Requirements
This role profiles gives guidance to the main tasks and responsibilities of the role. It is not exhaustive and is subject to change.
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