Purpose & Overall Relevance for the Organisation:

• To drive profitable and sustainable market share growth within assigned Key Accounts and all targeted product categories and concepts while respecting the adidas Group brand image
• To drive sell through within Key Accounts
• To passionately support the KAM organization in identifying, developing, and implementing strategies for the profitable growth of the adidas Group Brands

Key Responsibilities:

• To represent the assigned account(s) and category(s) internally as an ‘ambassador’ towards all functions and vice versa and help manage all interfaces.
• To ensure effective and efficient negotiation and implementation of action plans covering:

• understand trade- terms and conditions leading to price adjustment.
• understand and respect segmentation to comply with product distribution.
• ensure pre- and re-order buying.
• account marketing activities w/Marketing
• ensure reliable responsiveness for requests and complaints of the Customers.
• Support in Execution of the GTM (Go to Market) Strategy

• Sales Data analysis, sell through, product replenishment, comp growth, store by store analysis where relevant.
• Conduct shop visit and ensure that the point of sales comply with adidas guideline & standard.
• Develop and maintain personal relationships with key decision takers.
• Elaborate innovative sales concepts and solutions.
• Monitor and report on customers and competitor’s activities and propose/initiate/take actions.  
• Ensure customer compliance with wholesale agreements/Contracts.

Authorities:

• Responsible for the commercial success (sales) of assigned Key account.
• Responsible internally as the ‘ambassador’ for assigned accounts.

Key Relationships:

• Buyers (across brands), All Sales, Trade Marketing, Customer Service, Credit Management, Finance, Supply Chain Management.

KPI’s

• Net Sales
• Standard Margin
• RFC
• Profitability
• OB Conversion
• Stock Turn
• Market share
• DSO
• Sell out

Knowledge, Skills, and Abilities:

• Proven experience in Planning, Selling and Negotiating
• Strong communication skills written, oral and presentation.
• Strong industry knowledge, across divisions of footwear, apparel, and accessories/equipment
• Strong cross functional experience in sales
• In depth understanding of local markets’ consumers, accounts, and commercial needs
• Strategy: ability to implement strategy
• Analytics: ability to analyse data to improve own KPIs

Requisite Education and Experience / Minimum Qualifications:

• University degree relevant to industry experience
• Minimum of 3 years’ experience in sales field.
• Proven experience within a Key Account Selling Environment
• Sports related subject or relevant industry experience

IT Skills:

• Outlook: Advanced
• Word: Advanced
• Excel: Basic Advanced
• Power point: Basic Advanced
• Software tools: Basic

Language Skills:

• English: Fluent