Senior Manager Sales Digital Strategic Accounts
Found in: beBee S CZ - 4 weeks ago
Purpose & Overall Relevance for the Organization:
Ensure sustainable and profitable market share and net sales growth in the Strategic Account channel. Driving the positioning of adidas brand and ensure Business & Digital development of the account, seeking to optimize brand presentation in line with EMEA Brand & Channel strategy.
Act as Business & Digital expert for respective account adapting our strategies to win the consumer, both online and offline, across all the touchpoints.
Key Responsibilities:
- Maximize and/or Optimize market share with respective customer
- Set objectives, strategies and tactics including translation into action and business plan per account jointly with Director Sales Strategic accounts
- Establish professional & personal relationships with main decision makers of Strategic account as a prerequisite for making adidas the ‘preferred supplier’
- Responsibility for long term SBP planning (KA PLAN) for respective Strategic account, by determining sales, gross-profit plans, implementing business, digital and marketing strategies
- Together with DPC & Digital managers prioritize key digital acceleration initiatives to achieve common DJBP
- Lead the process to optimize individual accounts’ profitability result for respective account
- Analyze the sell-through data & provide recommendation to both internal & external parties
- Monitor consumer demand, category trends and competitor assortment on account’s platform and identify gaps in current assortment with aim to drive sell-through across all customer touchpoints, be it online or offline
- Drive the monthly sales forecast process (IBP) for respective account on category level
- Monitor competitors activities within our customers environment and propose win-win action plans to increase/or optimize market shares
- Continuously improve and develop key sales & digital & customer service processes to provide excellence in service and efficiency in the organization
- Implement state of the art of Strategic Account Management
- Collaborate with Brand Activation to ensure our brands’ presentation in all the touchpoints across online & offline is in line with the brand strategy
- Showcase expertise in key internal & external environments (e.g. Sell-ins, Account meetings, Sales Director meetings, Sales & Marketing meetings etc.)
- Implementation and tracking of action plan for execution covering:
- cross category assortment and seasonal plan in cooperation with GTM and ensure pre- and re-order buying
- focus on the consumer while evaluating how our current GTM approach can be optimized to drive mutual benefits & increased efficiencies
- responsiveness for requests and complaints of Strategic Accounts
- maximizing sell out on full price
- Ensure effective cost monitoring and control for all respective cost centers
- Set short, mid and long term business targets and guidelines for direct reports
Authorities:
- as per the adidas authorization matrix
Key Relationships:
- Strategic Accounts counterparts
- AKA / Europe counterparts
- Digital Partners Commerce channel & Digital managers
- Customer Service
- Sales Operations
- Omnichannel department
- Brand Activation department
- GTM managers
KPIs:
- Net sales target achievement
- Sales deductions target achievement
- Standard margin target achievement
- DPC targets
- Budget compliance
- Brand qualitative share within Customer
- DSO targets
- DCC target achievement per respective Strategic Account
Knowledge, Skills and Abilities:
- Sales manager with proven track record of successfully managing accounts in large sales organization
- Proven eCommerce expertise and experience with eCommerce KPIs
- Natural passion for social media, digital advertising and new technologies will be an additional leverage
- Be able to work in virtual teams
- High analytical skills for strategy development, business planning, decision planning
- Strong interpersonal skills - very good communications and negotiating abilities as well as high presentation and relationship management
- High degree of commercial and business acumen knowledge (e.g. sales, retail, trade marketing, customer service, finance and controlling)
- Mental flexibility, initiative and determination
- Fluent in written and spoken local language as well as English. Skills and abilities in other languages are an added plus
Requisite Education and Experience / Minimum Qualifications:
- University degree preferably in Business or Economy
- Functional: > 5 years’ experience in sales and digital and / or consulting area
- Industry: consumer driven, ideally apparel/fashion/shoes or FMCG
- Proven understanding of Retail and E-commerce performance KPIs
- Proficiency in Advanced Excel, Power Point and Outlook is required, Microstrategy will be an additional advantage
- Leadership: ideally people management experience
- Exposure: sports/fashion/consumer goods
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