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Senior Key Account Manager

5 months ago

Prague, Czech Republic adidas Full time

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