Manager Key Accounts
1 week ago
Purpose & Overall Relevance for the Organisation:
- To drive profitable and sustainable market share growth within assigned Key Accounts and all targeted product categories and concepts while respecting the adidas Group brand image
- To drive sell through within Key Accounts
- To passionately support the KAM organization in identifying, developing and implementing strategies for the profitable growth of the adidas Group Brands
- Key Responsibilities:
- To represent the assigned account(s) and category(s) internally as an 'ambassador' towards all functions and vice versa and help manage all interfaces
- To Execute the GTM (Go to Market) Strategy for Key Accounts and play a major role for the WHS excellence in GCC Markets
- To develop and implement the overall strategy for the key account portfolio based on global and Market strategies jointly with the Senior KAM and get sign off from Director KA
- To ensure the best possible Net Sales result by setting clear targets and action points; constant tracking of results; analysis of risks & new business opportunities
- Build Strategic Account Plans and Account Marketing Plans and present to Director KA
- To measure progress on defined KPIs and monitor all reports
- To monitor and report on customers and competitors sellthrough and activities, and propose/initiate/take actions
- To manage the account during sellin meetings (range presentation) in collaboration with Brand and agree on sellout support to grow the accounts
- To monitor sellout and the order book continuously and ensure ontime deliveries and proper replenishment; make sure that account marketing activation is linked for better sellout instore
- To formulate trade investments (TI) and discuss accordingly with the key accounts; and frequent tracking of performance against different TI buckets.
- Make recommendations to the Key Account Director on commercial opportunities at Market level on factual analysis, trends and needs
- Sales Data analysis, sell through, product replenishment, comp growth, store by store analysis where relevant
- Adhere to Global standards in collaboration with relevant support functions, customer service, trade marketing, account marketing, visual merchandising, training, and other related activities, and monitor/evaluate established processes to guarantee full compliance
- To visit customers and relevant markets/doors/.Com sites, regularly respecting the store visit checklist/guidelines and conducting the store audits, ensuring continuous improvement of the store/site audit results
- To ensure customer compliance with wholesale agreements
- Key Relationships:
- Emerging Markets: Centre of Excellence (CoE) Wholesale
- Market: Business Units, CTC, Customer Service, Sales Coordination, Business Development, Credit Controlling, Planning, and SCM
- Authorities:
- Responsible for the commercial success (sales) of assigned Key account
- Responsible for Key Account Minimum Standards i.e. AFB, order process management, financial reporting and KPI monitoring
- Responsible internally as the 'ambassador' for assigned accounts
- KPI's
- Net Sales
- Standard Margin
- Profitability
- OB Conversion
- SWB & MWB
- Range Efficiency
- Sell out
- Knowledge, Skills and Abilities:
- Analytics: ability to analyse data to improve strategic decision making and implementation
- Proven experience in Planning, Selling and Negotiating
- Strong communication skills: written, oral and presentation
- Strong cross functional experience across marketing and sales
- Strong understanding of the GCC Retail landscape
- Strategy: ability to understand and implement strategy
- Requisite Education and Experience / Minimum Qualifications:
- University degree relevant to industry experience
- Minimum 4 years of sales experience within large sales organizations, in sports/ /fashion or FMCG
- Exposure: Sports, Marketing, Supply Chain
- IT skills: Advanced MS Office Skills
WE FOSTER THE ATHLETE'S MINDSET THROUGH A SET OF BEHAVIORS THAT WE WANT TO ENABLE AND DEVELOP IN OUR PEOPLE AND THAT ARE AT THE CORE OF OUR UNIQUE COMPANY CULTURE:
THIS IS HOW WE WIN WHILE PLAYING FAIR.
COURAGE:
Speak up when you see an opportunity; step up when you see a need.
OWNERSHIP:
Pick up the ball. Be proactive, take responsibility and follow-through.
INNOVATION:
Elevate to win. Be curious, test and learn new and better ways of doing things.
TEAMPLAY:
Win together. Work collaboratively and cultivate a shared mindset.
INTEGRITY:
Play by the rules. Hold yourself and others accountable to our company's standards.
RESPECT:
Value all players. Display empathy, be inclusive and show dignity to all.
**ADIDAS CELEBRATES DIVERSITY, SUPPORTS INCLUSIVENESS AND ENCOURAGES INDIVIDUAL EXPRESSION IN OUR WORKPLACE. WE DO NOT TOLERATE THE HARASSMENT OR DISCRIMINATION TOWARD ANY OF OUR APPLICANT
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