Manager Key Accounts - EM South at adidas Group

Purpose & Overall Relevance for the Organization

• To ensure profitable market share and net sales growth within select key accounts across South Africa.
• To passionately lead the key account function in identifying, developing and implementing strategies through a brand first approach whilst driving profitable growth.

Key Responsibilities:

• To develop and implement the overall strategy for the key account portfolio based on global and Market strategies jointly with the Director Key Accounts - EMS
• To ensure Net Sales growth by setting clear targets and actions; constant tracking of results; analysis of risks & new business opportunities
• To ensure the Key Account organization is applying available adidas standards and best practices
• Build Strategic Account Plans and Account Marketing Plans and present to Director Key Accounts
• Manage the Go To Market (GTM) process end-to-end
• To support negotiation and enforcement of adidas and key accounts trade terms
• To establish an appropriate organizational framework for the key account organization jointly with the Director Key Accounts
• To measure progress on defined KPIs
• To monitor all reports and put necessary action plans in place to achieve key objectives
• 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 performance

Key Relationships:

• Global and Market: Wholesale, Key Accounts, Sales Development, Go To Market Functions, Digital Partner Commerce.
• Drive Concept to Consumer working relationship.
• Part of the overall cluster commercial structure.
• Cluster: Sales Director, Heads of Key Accounts, Brand, Customer Service, Sales Coordination, Business Development, HR, Planning, Logistics & Finance.

Knowledge, Skills and Abilities:

• Passion and knowledge of sports
• Key account manager with proven track record of success
• Strong interpersonal skills (e.g. communication, negotiation)
• Proven methodological skills (e.g. business planning, analytical skills, strategic development)
• Broad and deep functional skills (e.g. Sales, Product Knowledge, Customer Service, Finance, IT)
• High degree of commercial and business acumen knowledge
• Extensive knowledge of the adidas Group business along with significant industry experience

Requisite Education and Experience / Minimum Qualifications:

• Degree in business administration with focus on Sales/Marketing
• Functional: minimum 5 years’ experience in sales, ideally in the sporting goods industry
• Cross-functional experience ideally with marketing / sales / finance
• Industry: sporting goods / retail / consumer goods