Purpose
Implement specific product and brand direction for focus categories within specific key accounts. Lead sell-in and sell-through for those categories along with retail activation and the merchandising team to achieve profitable growth with the account.
Key Responsibilities
- Use strong business acumen and retail math abilities to drive the top- and bottom-line results for the account.
- Drive account growth and profitability by assessing and building on areas of momentum, capitalizing on product and pricing opportunities, and using innovative sales tactics to improve sales performance.
- Develop strategic sales plans for complex retail accounts by leveraging account insights and goals to achieve sales targets and align with brand and category objectives.
- Leverage market and competitor trends along with buyer preferences at the category level to build strategic sales plans.
- Lead the sell-in and especially sell-through process for focus categories in collaboration with marketing and retail teams.
- Collaborate with marketing and retail activation partners to drive sell-through programs.
- Develop and maintain strong relationships with internal departments and assigned key accounts.
- Deliver timely reporting and forecasting.
- Manage credit claims and issues through resolution.
- Manage, track, and resolve customer compliance issues regarding freight claims, charge-backs, shipping violations, RTV, and DFA.
- Perform other duties and projects as assigned.
Key Relationships
Commercial Directors, Brand Marketing, Sales Representatives, Customer Satisfaction, Retail Activation, GTM/Creation Marketing, Finance, and external customers and buyers.
Knowledge, Skills, and Abilities
- Thorough knowledge of key metric levers and how to use them to increase profitability and sales for adidas and its retail partners.
- Ability to apply financial data to make decisions and influence outcomes, including margins, retail math, forecasts, projections, probability, statistical inference, fractions, percentages, and ratios.
- Ability to lift and carry samples and bags weighing up to 25 pounds.
- Ability to create assortment and merchandise plans based on retail space, inventory turn, sell-through targets, and inventory.
- Confident, results-oriented approach to challenging business interactions.
- Demonstrated negotiation, influence, communication, presentation, project, and decision-making skills.
- Ability to interact effectively with all levels of the business by phone, in writing, and in person.
- Advanced computer skills, including Word, Excel, and PowerPoint.
- Ability to travel up to 50%.
- Passion for sport.
Minimum Qualifications
- Four-year degree, preferably in Business, Marketing, Advertising, or a related field.
- Minimum eight years of field sales experience, preferably with key accounts within a consumer goods company in the sporting goods industry.
- An equivalent combination of education and experience may be substituted.
Benefits and Work Policy
adidas offers medical, dental, vision, prescription drug, adoption, surrogate and fertility support, disability, life and AD&D insurance, a 401(k) plan, Stock Purchase Plan with employer match, education assistance, paid parental leave, flexible time off, paid holidays, Service Time Off, and performance-based annual bonuses.
This is a hybrid role requiring attendance in the office Monday through Thursday, with the flexibility to work remotely on Friday. In-office attendance may also be required on Fridays for highly collaborative work or in-person presentations. The working location is open to anywhere in California.
Equal Opportunity
adidas celebrates diversity, supports inclusiveness, encourages individual expression, provides reasonable accommodations, and does not tolerate harassment or discrimination.
Company Culture
adidas promotes an athlete’s mindset through courage, ownership, innovation, teamplay, integrity, and respect, with a strong focus on diversity, equity, and inclusion.