Purpose & Overall Relevance for the Organisation
Drive profitable and sustainable market share growth within assigned Key Accounts across CIS countries and all targeted product categories and concepts while respecting the adidas Group brand image. Drive sell-through within Key Accounts and passionately support the KAM organization in identifying, developing and implementing strategies for the profitable growth of the adidas Group Brands.
Key Responsibilities
- Represent assigned accounts and categories internally as an ambassador toward all functions and help manage interfaces.
- Develop and implement the overall strategy for the key account portfolio based on global and market strategies jointly with the Senior KAM and obtain sign-off from the Director KA.
- Ensure the KA organization applies available adidas Group standards and best practices in daily work.
- Set clear targets and action points, track results, analyze risks and new business opportunities, and ensure the best possible Net Sales result.
- Build Strategic Account Plans and Account Marketing Plans and present them to the Director KA.
- Measure progress on defined KPIs and monitor reports.
- Monitor and report on customer and competitor sell-through and activities, and propose, initiate and take action.
- Manage accounts during sell-in meetings in collaboration with Brand and agree on sell-out support to grow accounts.
- Monitor sell-out and the order book, ensure on-time deliveries and replenishment, and link account marketing activation to better in-store sell-out.
- Formulate trade investments and track performance against different trade investment buckets.
- Make recommendations to the Key Account Director on commercial opportunities at market level based on factual analysis, trends and needs.
- Analyze sales data, sell-through, product replenishment, comparable growth and store-by-store performance where relevant.
- Work with customer service, trade marketing, account marketing, visual merchandising, training and other support functions to adhere to global standards and monitor established processes.
- Visit customers and relevant markets, doors and commerce sites regularly, conduct store audits and ensure continuous improvement of audit results.
- Ensure customer compliance with wholesale agreements.
Key Relationships
Emerging Markets Centre of Excellence Wholesale; Market Business Units; CTC; Customer Service; Sales Coordination; Business Development; Credit Controlling; Planning; and SCM.
Authorities
- Responsible for the commercial success and sales of assigned Key Accounts.
- Responsible for Key Account standards, order process management, financial reporting and KPI monitoring.
- Responsible internally as the ambassador for assigned accounts.
KPIs
Net Sales, Standard Margin, Profitability, OB Conversion, Budgets, Range Efficiency and Sell-out.
Knowledge, Skills and Abilities
- Ability to analyze data to improve strategic decision-making and implementation.
- Proven experience in planning, selling, account management and negotiating.
- Strong written, oral and presentation communication skills.
- Strong cross-functional experience across marketing and sales.
- Ability to understand and implement strategy.
Requisite Education and Experience / Minimum Qualifications
- University degree relevant to industry experience.
- Minimum four years of sales experience within large sales organizations, in sports, fashion or FMCG.
- Exposure to sports, marketing and supply chain.
- Advanced MS Office skills.
- Upper-intermediate language level.
Culture and Inclusion
At adidas, employees are encouraged to demonstrate courage, ownership, innovation, teamplay, integrity and respect. adidas believes that embedding diversity, equity and inclusion into its culture and talent processes creates belonging and competitive advantage.