Purpose & Overall Relevance for the Organisation:
1. To drive profitable and sustainable market share growth within assigned Key Accounts
2. To drive profitable and sustainable market share growth within the assigned Key Accounts and all targeted categories (Footwear, Apparel and Accessories) while respecting the adidas Group brand image
Key Responsibilities:
3. To represent the assigned account(s) and category(s) internally as an ‘ambassador’ towards all functions and vice versa and help manage all interfaces
4. To understand the assigned accounts and categories and document this by Account Fact Books
5. To support the development of account strategies, formalising them by Strategic Account Plans and get sign-off by the direct superior
6. To sell-in and agree on sell-out support and formalise this by Account Marketing Plans jointly with the Senior Key Accounts Manager and Head of Key Accounts
7. To monitor sell-out and the order book continuously and ensure reliable and cost efficient supply for the account
8. To support negotiation and enforcement of adidas Group trade terms
9. To measure progress on own KPIs
10. To report to all superiors along established guidelines (KAM standard reports)
11. To monitor and report on customers and competitors activities and propose/initiate/take actions
12. To provide realistic plans and forecasts on customer performance
13. To ensure customer compliance with agreements
14. Provide regular feedback and monitor all International budgets to the EBG team
15. Attend seasonal IIC handover meetings and present IUK plans and strategies
16. Manage all associated responsibilities to drive IUK service levels; show planning and execution, international range proposals, internal reporting and process management
Authorities:
17. Responsible for the commercial success (sales) of assigned Key account and category Responsible as the lead contact for all Global focus that both these accounts receives to Key Account Minimum Standards i.e. StAP, AFB, Pre-Line, Range Planning, CPM, Beast, Direct Shipments, order process management, financial reporting and KPI monitoring
18. Responsible internally as the ‘ambassador’ for assigned account
Key Relationships:
19. Buyers (across both accounts), All Sales, RSM, Respective BU’s, Trade Marketing, Brand Marketing, Sales Planning, Business Planning, Customer Service, Credit Management, Finance
KPI’s
20. Net Sales
21. Standard Margin
22. Profitability
23. SOS & SOB
24. OB Conversion
25. SWB & MWB
26. Range Efficiency
27. Stock Turn
Knowledge, Skills and Abilities :
28. Proven experience in Planning, Selling and Negotiating
29. Strong communication skills: written, oral and presentation
30. Strong industry knowledge, across divisions of footwear, apparel and accessories/equipment
31. Strong cross functional experience across marketing and sales
32. In depth understanding of local markets’ consumers, accounts, economic environment and commercial needs
33. Strategy: ability to develop and implement strategy
34. Analytics: ability to analyse data to improve strategic decision making and implementation
35. Creative: ability to direct creative production and oversee implementation of marketing plans
Requisite Education and Experience / Minimum Qualifications:
36. Proven experience within a Key Account Selling Environment
37. Degree in sports or sports related subject or relevant industry experience
38. Proven sales experience ideally within the sport / retail sector