Purpose & Overall Relevance for the Organization:
Ensure sustainable and profitable market share and net sales growth in the Brand Account channel. Driving the positioning of adidas brand and ensure Business & Digital development of the account, seeking to optimize brand presentation in line with EMEA Brand & Channel strategy.
Key Responsibilities:
Responsibilities:
- Maximize and/or Optimize market share with respective customer
- Support of long term business planning for respective accounts, by determining sales, gross-profit plans, implementing business, digital and marketing strategies
- Analyze consumer demand, category trends and competitor assortment on account’s platform and identify gaps in current assortment with aim to drive sell-through across all customer touchpoints, be it online or offline
- Optimize individual accounts’ profitability result for respective account
- Together with Digital Manager implement key digital acceleration initiatives to drive sell-through across all URLs of digital webshop(s) and apps to achieve DJBP
- Monitor and track performance of Sport and Regional Accounts while anticipating and proactively managing trends and changes in performance
- Provide the input to monthly sales forecast process (IBP) for respective accounts on category level
- Take responsibility for the analysis of the Sport and Regional accounts in order to spot trends, resolve problems and to correct any procedural errors being made
- Monitor competitors activities within our customers environment and propose win-win action plans to increase market shares
- To achieve short, mid and long term business targets
- Continuously improve and develop key sales & digital & customer service processes to provide excellence in service and efficiency in the organization
- Implementation and tracking of action plan for execution covering:
- cross category assortment and seasonal plan in cooperation with GTM and ensure pre- and re-order buying
- focus on the consumer while evaluating how our current GTM approach can be optimized to drive mutual benefits & increased efficiencies
- responsiveness for requests and complaints of Sport and Regional Accounts
- maximizing sell out on full price
Authorities:
- as per the adidas authorization matrix
Key Relationships:
- Sport and Regional Accounts counterparts
- Europe counterparts
- Digital Partners Commerce channel & Digital managers
- Customer Service
- Sales Development
- Omnichannel department
- Brand Activation department
- GTM managers
KPIs:
- Net sales target achievement
- Sales deductions target achievement
- Standard margin target achievement
- Contribution target achievement
- DSO targets
- DPC targets
Knowledge, Skills and Abilities:
- Sales manager with proven track record of successfully managing accounts in mid to large sales organization
- Be able to work in virtual teams
- Analytical skills for strategy development, business planning decision planning
- Natural passion for social media, digital advertising and new technologies will be an additional leverage
- Interpersonal skills – good communications and negotiating abilities as well as relationship management
- High degree of commercial and business acumen knowledge (e.g. sales, retail, trade marketing, customer service, finance and controlling)
- Mental flexibility, initiative and determination
- Fluent in written and spoken local language as well as English. Skills and abilities in other languages are an added plus
Requisite Education and Experience / Minimum Qualifications:
- Secondary school education
- Functional: > 3 years’ experience in sales, marketing and / or consulting area
- Industry: consumer driven, ideally apparel/fashion/shoes or FMCG
- Proficiency in Advanced Excel, Power Point and Outlook is required
- Exposure: sports/fashion
