Manager Key Accounts at adidas Group

Job description

Department: Sales

Direct Reporting Line: Director KA

Indirect/secondary reporting line: Snr Director Sales

Number of Personnel Managed: None

Purpose & Overall Relevance for the Organisation

• To ensure profitable market share and net sales growth within Key Accounts in Market EM South while respecting the image of the adidas Group brands
• To passionately lead the KAM organisation in identifying, developing and implementing strategies for the profitable growth of the adidas Group brands

Key Responsibilities

• To develop and implement the overall strategy for the key account portfolio based on global and Market strategies jointly with the Director KAM and get sign off from Snr Director Sales
• To ensure the best possible Net Sales result by setting clear targets and action points; constant tracking of results; analysis of risks & new business opportunities
• To ensure the KA organization is applying available adidas Group standards and best practices in daily work
• Build Strategic Account Plans and Account Marketing Plans and present to Director KA
• To support negotiation and enforcement of adidas Group trade terms
• To establish an appropriate organizational framework for the KAM organization jointly with the Director KA in line with the Global organizational blueprint

To measure progress on defined KPIs

• To monitor all reports
• To monitor and report on customers and competitors sell-through and activities, and propose/initiate/take actions
• To provide realistic plans and forecasts on customers performances

Key Relationships

• Global: Centre of Excellence (CoE) Wholesale
• Market: Brands, Customer Service, Sales Coordination, Business Development, HR, Controlling, Planning, Logistics.

Knowledge, Skills And Abilities

• Key Account Manager with proven track record of successfully managing Key Accounts in large sales organizations.
• High analytical skills for strategy development, business planning, decision planning
• Strong interpersonal skills: Very good communications and negotiating abilities , relationship management and facilitation skills
• High degree of commercial and business acumen knowledge (e.g. sales, trade marketing, finance and controlling)
• Strong decision taking and determination and shows high initiative and pragmatism to the business.
• Fluent in written and spoken local language as well as English. Skills and abilities in other language are an added plus

Requisite Education And Experience / Minimum Qualifications

• University degree in business with marketing and sales focus
• Minimum 6 years of sales experience within large sales organisations, ideally in apparel/fashion/shoes or FMCG
• IT skills: Advanced MS Office Skills