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MANAGER SALES, SPORT AND REGIONAL ACCOUNTS

Purpose & Overall Relevance for the Organization:

Ensure sustainable and profitable market share and net sales growth in the Brand 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.

Key Responsibilities: 

Responsibilities: 

  • Maximize and/or Optimize market share with respective customer
  • Support of long term business planning for respective accounts, by determining sales, gross-profit plans, implementing business, digital and marketing strategies
  • Analyze 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
  • Optimize individual accounts’ profitability result for respective account
  • Together with Digital Manager implement key digital acceleration initiatives to drive sell-through across all URLs of digital webshop(s) and apps to achieve DJBP
  • Monitor and track performance of Sport and Regional Accounts while anticipating and proactively managing trends and changes in performance
  • Provide the input to monthly sales forecast process (IBP) for respective accounts on category level
  • Take responsibility for the analysis of the Sport and Regional accounts in order to spot trends, resolve problems and to correct any procedural errors being made
  • Monitor competitors activities within our customers environment and propose win-win action plans to increase market shares
  • To achieve short, mid and long term business targets
  • Continuously improve and develop key sales & digital & customer service processes to provide excellence in service and efficiency in the organization
  • Implementation and tracking of actionplan for execution covering:
  • cross category assortmentand 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 Sport and Regional Accounts
  • maximizing sell out on full price

Authorities:

  • as per the adidas authorization matrix

Key Relationships:

  • Sport and Regional Accounts counterparts
  • Europecounterparts
  • Digital Partners Commerce channel& Digital managers
  • Customer Service
  • Sales Development
  • Omnichannel department
  • Brand Activation department
  • GTM managers

KPIs:

  • Net sales target achievement
  • Sales deductions target achievement
  • Standard margin target achievement
  • Contribution target achievement
  • DSO targets
  • DPC targets

Knowledge, Skills and Abilities:

  • Sales manager with proven track record of successfully managing accounts in mid to large sales organization
  • Be able to work in virtual teams
  • Analytical skills for strategy development, business planning decision planning
  • Natural passion for social media, digital advertising and new technologies will be an additional leverage
  • Interpersonal skills – good communications and negotiating abilities as well as 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: 

  • Secondary school education
  • Functional: > 3years’ experience in sales, marketing and / or consulting area
  • Industry: consumer driven, ideally apparel/fashion/shoes or FMCG
  • Proficiency in Advanced Excel, Power Point and Outlook is required
  • Exposure: sports/fashion

Find more.

|Source: Online/KSU

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