Senior Manager Key Accounts

vor 1 Monat

Herzogenaurach, Deutschland adidas Vollzeit

Purpose & Overall Relevance to the Organization:

Ensure and drive profitable and sustainable sales and market share growth in assigned customers and product categories through the execution of the adidas AG brand and distribution strategy and according to defined consumers and target groups.

 

Responsibilities:

  • In-depth knowledge and proactive application of the adidas strategy within assigned customers and categories.
  • Build professional and personal relationships with key decision makers and buyers of assigned customers as a prerequisite for adidas to become 'preferred supplier'
  • Represent assigned customers internally as 'ambassadors' to all functions and vice versa, and manage interfaces.
  • Developing account strategies, formalizing them in strategic account plans and confirming them with the Director Sales
  • Lead and execute sell-in / sell-out and formalize against account marketing plans
  • Continuously monitor sell-out and backlog to ensure reliable and cost effective supply to the customer and to identify and capitalize on sales opportunities to the customer
  • Negotiate and enforce adidas trading terms and conditions.
  • Leverage market knowledge, knowledge of the competitive landscape and trends in relevant distribution channels to influence buying decisions that lead to adidas-side sales and growth
  • Proactively develop, manage and execute creative grassroots activities with customers to enhance brand image and drive demand with customers to generate sales growth
  • Develop and execute strategies to advance the client's digital capabilities as an omnichannel player in the wholesale digital marketplace
  • Supporting the director in strategic account management (including analyzing and preparing sales figures, helping to create concepts and business models, identifying potentials and measures, analyzing customers, competitors, market environment and market developments, etc.)
  • Continuous learning and development of own skills within the Learning & Development opportunities offered by adidas
  • Independent key account management in terms of sales target planning, potential analysis, increase of sell-through, healthy & sustainable increase of market share with defined customers
  • Number and data driven work through targeted use as well as knowledge of customer specific sell out, sell in numbers and digital KPI's

 

Primary Contacts:

  • Sales Management Team
  • GTM
  • WHS Activation
  • Customer Service
  • Sales Coordination
  • Finance

 

Knowledge, Skills and Abilities:

  • Very good business acumen
  • Negotiation skills, self-confident appearance and representation skills
  • Very good strategic and operational skills
  • Very good influencing and communication skills
  • Results oriented
  • Very good visionary and leadership skills
  • Very good team player with demonstrated ability to collaborate cross-functionally to achieve objectives
  • Strong ability to influence business partners in other functional areas to achieve consensus and understanding
  • Very good understanding of retail sales practices and ability to create practical and logical assortment plans based on selling space, inventory turns and sell through.
  • Mental flexibility, initiative and determination.
  • Fluency in written and spoken English and German is mandatory; knowledge of other languages is a plus
  • Advanced knowledge of MS Office package, with emphasis on Excel and PowerPoint.
  • Digital mindset and very good knowledge of digital media
  • Ability to travel

 

Required Education and Experience / Minimum Requirement:

  • Bachelor's/Master's degree
  • At least 5 years of professional sales experience preferably knowledge of the fashion segment and its biggest players
  • Experience in sports, sales, marketing in either apparel/fashion or FMCG

 

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