To drive profitable and sustainable market share growth within the assigned Key Accounts whilst optimising our digital KPI\xe2\x80\x99s and respecting the adidas Group brand image.
Manage relationship with assigned Key Accounts.
Support and drive strategic category plans and drive sell-out within assigned Key Accounts and GCC marketplace.
Key Responsibilities:
To represent the assigned account(s) and category(s) internally as an \xe2\x80\x98ambassador\xe2\x80\x99 towards all functions and vice versa and help manage all interfaces
To Execute the GTM Strategy for Key Accounts and play a major role for the WHS excellence in GCC Markets
To understand the assigned accounts and categories and document this by Account Fact Books
To fulfil planned sales growth and sqm growth (share of voice) within the multi-branded environment
To support Senior Management in setting budgets & forecasts for customers, devise business plans, and develop account strategies for achieving brand objectives
To manage the account during sell-in meetings (range presentation) in collaboration with Brand and agree on sell-out support to grow the accounts
To monitor sell-out and the order book continuously and ensure on-time deliveries and proper replenishment; make sure that account marketing activation is linked for better sell-out instore
To develop ways to improve the customers turnover
To formulate trade investments (TI) and discuss accordingly with the key accounts; and frequent tracking of performance against different TI buckets.
To measure progress on own KPIs
To monitor and report on customers and competitors\xe2\x80\x99 activities and propose/initiate/take actions
To provide realistic plans and forecasts on customer performance
Make recommendations to the Key Account Director on commercial opportunities at Market level on factual analysis, trends and needs.
Manage and track inventory levels within key accounts
Create and drive a high-performance culture across the Market by setting clear expectations and targets analysing partners\xe2\x80\x99 performance and giving appropriate and prompt feedback.
Sales Data analysis, sell through, product replenishment, comp growth, store by store analysis where relevant.
Adhere to Global standards in collaboration with relevant support functions, customer service, trade marketing, account marketing, visual merchandising, training, and other related activities, and monitor/evaluate established processes to guarantee full compliance.
To visit customers and relevant markets/doors regularly respecting the store visit checklist/guidelines and conducting the store audits, ensuring continuous improvement of the store audit results
To ensure customer compliance with wholesale agreements
KPI\xe2\x80\x99s
Net Sales
Standard Margin
Profitability
OB Conversion
SWB & MWB
Range Efficiency
Sell out
Knowledge, Skills and Abilities:
Proven experience in Planning, Selling and Negotiating
Strong communication skills: written, oral and presentation
Strong industry knowledge, Retail/Wholesale.
Strong cross functional experience across marketing and sales
In depth understanding of local markets\xe2\x80\x99 consumers, accounts, economic environment and commercial needs
Strategy: ability to understand and implement strategy
Analytics: ability to analyse data to improve strategic decision making and implementation
Highly proficient on Microsoft Office tools, with emphasis on Excel, Powerpoint.
Requisite Education and Experience / Minimum Qualifications:
5-8 years\xe2\x80\x99 experience within a Key Account Selling Environment
University Degree subject or relevant to industry experience
Proven sales experience ideally within the sport / retail sector