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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Account Manager

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