Senior Manager Key Accounts (Sales)

adidas Group

Dubai, UAE

Ref: QP770-03

Job description / Role

Employment: Full Time

Senior Manager Key Accounts - GCC (Sales)

Purpose & Overall Relevance for the Organisation:
- To drive profitable and sustainable market share growth within assigned Key Accounts
- To drive profitable and sustainable market share growth within the assigned Key Accounts and all targeted categories (Footwear, Apparel and Accessories) while respecting the adidas Group brand image
- To Drive sell through within Key Accounts with customer accounts.

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 Execute the GTM Strategy for Key Accounts and play a major for the wholesale (WHS) excellence in GCC Markets
- To understand the assigned accounts and categories and document this by Account Fact Books
- To maintain steady sales growth and square meters (SQM) growth 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) 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 terms and discuss accordingly with the key accounts; looking into proper receivables, pre-order volume, loyalty.
- Measure progress on own KPIs
- To monitor and report on customers and competitors activities and propose/initiate/take actions
- To provide realistic plans and forecasts on customer performance
- To visit customers regularly respecting the store visit checklist guidelines (VM, WSP/WOM, RSM, re-orders, POS-material etc.) and conducting the store audits, ensuring continuous improvement of the store audit results
- To ensure customer compliance with agreements

Authorities:
- Responsible for the commercial success (sales) of assigned Key account and category Responsible as the lead contact for all Global focus that both these accounts receives to Key Account Minimum Standards i.e. Strategic Account Plan (StAP), (Account Fact Book) AFB, order process management, financial reporting and KPI monitoring
- Responsible internally as the ‘ambassador’ for assigned accounts

Requirements

- 4-5 years experience within a Key Account Selling Environment
- University Degree subject or relevant to industry experience
- Proven sales experience ideally within the sport / retail sector
- 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 across marketing and sales
- In depth understanding of local markets’ 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
- Creative: ability to direct creative production and oversee implementation of marketing plans

About the Company

The brands of the adidas Group complement each other in a unique way to help athletes perform better, play better, feel better. Our products break records, set trends, make history. Every day. All over the world. Welcome to the adidas Group.

It is not only about faster shoes and fashion statements. Just as a shoe is more than padding and foam, there is more to us than just the product. Everything we do is bound by one simple thought: we strive to help you perform at your best. Your success is our ambition. Your defeat spurs us on to be better.

Our brands complement each other like the skills of an exceptionally gifted decathlete.

Our consumers’ brand love is based on our employees’ extraordinary passion for a sporting lifestyle. With dedication, commitment and team spirit, we continuously innovate to establish new benchmarks in everything we do. Shaping the sporting goods industry sustainably is more than a job. It’s our impulse, an attitude that is truly dear to our hearts. It drives us.

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