Senior Manager Digital Partner Commerce Marketing

3 weeks ago

Dubai, Dubai, United Arab Emirates adidas Full time

Purpose & Overall Relevance for the Organization:

The vast majority of consumer journeys start online – they like to browse, research and compare products, even if they intend to buy in-store. The way consumers shop is reshaping the marketplace. As a result, many of our wholesale accounts (partners) are going through their own digital transformations. They are investing in how they reach the consumer online, whilst a new breed of accounts in the form of pure players and eMarketplaces have emerged in our digital ecosystem with new business models to service and sell to our consumers. At adidas, we are redefining our digital presence in a way that will push the future of digital and create premium experiences across all our consumer touchpoints to drive brand desirability, engagement and sales for our brands. The Digital Partner Commerce (DPC) team is driving this evolution in digital wholesale and through new business models across our worldwide organization.

As Manager DPC you will be responsible to drive profitable and sustainable market share growth through Digital Partner Channels as well as developing programs that will drive key sales levers. You will lead the development of our adidas EMC eMarketplace strategy, identifying key partners in the region, building the capabilities and functionalities to capitalize on the Marketplace opportunity and landing adidas with impact in this new business channel. All of your work will be done in an agile, fast-paced, global organization and in close collaboration with local DPC partners. You will need to be tenacious, not take "no" for an answer, and be able to translate complex digital topics and operating models into simple actions and messages to drive impactful change.

Key Responsibilities:

  • Lead the development of the Digital Marketplace function in adidas and act as the key point of contact both internally and externally on all eMarketplace strategic plans.
  • Formulate channel strategies, annual account strategies, budget & forecasts and ensure execution in line with brand and company strategy and guidelines.
  • Make recommendations on commercial opportunities with new partners and new regions on factual analysis, trends and needs while monitoring and reporting on Digital Partners, and competitors' activities and propose/initiate/take actions.
  • Formulate trade investments (TI), negotiate and implement trading terms by customers to drive pay by performance growth, brand presence, sell-through to represent our brands to consumers according to set standards. Track performance against different TI buckets.
  • Identify possible areas to improve sales of adidas products on our eMarketplace websites, social channels and apps and develop initiatives to capture those opportunities; initiatives might include but are not limited to the areas of brand and product launch visibility, product findability, optimal ranging and conversion.
  • Provide realistic business plans / sales forecasts from topline to bottom line, understand how to influence business KPIs performance.
  • Pilot new initiatives together with our local Digital and partners and manage all other stakeholders involved, taking ownership for successful pilot implementation.
  • Collaborate with DPC Analytics – Performance Testing to define KPIs for successful proof-of-concept and measure uplift.
  • Work closely with global & market DPC Partner and Business Development team to screen recent Digital Wholesale innovations and trends for implementation feasibility and impact, piloting the most promising.
  • Build, maintain and enhance the partnership with all the accounts, especially the alliance ones, maintaining effective customer service levels to meet order processing, route and order fulfillment.
  • Build a strong internal and external network including key players inside and outside of the industry to further advance adidas digital commerce knowledge and roadmap.
  • Provide coaching and guidance to the team in achieving their daily responsibilities and objectives.
  • Evaluate constantly and adapt / enhance existing processes / terms of trade.

Knowledge, Skills and Abilities:

  • Strong industry knowledge, eCom, eMarketplace, Pureplayers with strong cross functional experience across digital marketing and sales
  • Commercial mindset and ability to identify and convert sales growth opportunities
  • Very good project management skills, ability to understand and implement strategy, including the ability to lead diverse teams of technical and non-technical roles and several projects simultaneously
  • In depth understanding of local markets' consumers, accounts, economic environment, and commercial needs
  • Very good communication skills, comfortable presenting complex topics to senior stakeholders and convincing them to follow path of action
  • Innovative mindset, encouraging change, taking personal ownership and can-do attitude
  • Fluent English, both verbally and written

Key Relationships:

  • Global & Market DPC
  • Account Management Teams
  • Sales Development
  • Brand Activation
  • Sales Finance
  • Business units
  • Diverse set of other roles and functions based on project needs

KPI's

  • Net Sales
  • Standard Margin
  • Profitability
  • OB Conversion
  • SWB & MWB
  • Range Efficiency
  • Sell out

Requisite Education and Experience / Minimum Qualifications:

  • University Degree subject or relevant to industry experience
  • 5+ years of professional experience, with extensive experience in E-Commerce field (e.g. Pure players, eMarketplaces, Digital merchandising, Digital consumer experience and/or Digital Marketing)
  • Knowledge of local and global E-Commerce landscape
  • Proven sales experience ideally within the sport / retail sector

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