Senior Manager Key Accounts - EM South at adidas Group

Purpose & Overall Relevance for the Organization:

• Drive the consistent execution of Global Wholesale Key Account Strategy, focusing on the Studio Group
• Build and maintain sustainable long-term growth plans strategies within each Key Accounts (KA) through partnerships, in conjunction with the Sales Development satellite teams.
• Support with the implementation and monitor the progress of Global Sales projects and initiatives.
• Develop effective collaboration models with the local, EM, KA teams and support them in achieving profitable market share and company goals through best practice sharing, sales system enhancement and process harmonization/ improvement.

Key Responsibilities:

• Local sales responsibility for Studio Group.
• Work closely with market sales teams to drive strategic & commercial success in Key Accounts
• Collaborate with EM & Global functions to get required service level to support growth.
• Ensure clear and fast collaboration to support Key Accounts development within adidas
• Define required processes to support expansion and operationalize for global/local teams
• Identify Key Business/Growth Drivers (KBD) of the assigned account and develop projects and activities in partnership with market Key Accounts teams to grow/maximize our business, and to maintain and improve a profitable relationship with the accounts.
• Develop and drive seasonal SMU & Exclusive’s opportunity to drive business potential.
• Ensure alignment across Category Management (CTC) and marketplace to drive segmentation and profitability.
• Gather and share best practices across EM and turn it into industry-leading sales tools working closely with the markets and Sales Development; make the Best-in-Class (BIC) Key Accounts tools always available for the markets
• Ensure a constant communication flow about status of Key Accounts tools (e.g. EM KA Reporting, KA Playbook), WHS Key Account Management projects as well as Key Accounts game plans or support plans to the main stakeholders, i.e., market Key Accounts teams, KAM team/leadership
• Own and drive/support the implementation of the high number of Global Sales projects, measure results and lead and steer development upon market needs and Senior Management feedback in the ever-changing environment (e.g. a new approach of sell out analysis, key account management)
• Provide and demonstrate expertise in key forums as required (e.g. KA meetings, EM meetings, WHS Operations sessions). Be the voice for the account within a balanced marketplace.
• Mentor juniors in the WHS KAM team and act as a team player and collaborate with other project team members
• Monitor analyze and report on the assigned Key Account on a regular basis [Quarterly] to pro-actively manage all business KPIs linked to adidas Global Top Key Accounts
• Create presentations for larger-scale projects and coordinate core team communication, senior management communication and key milestone meetings
• Manage and lead direct report/s

Controlling:

• To measure progress on own KPIs
• To report to all superiors

Key Relationships:

• Market: Wholesale Key Accounts, Sales Development, Go-To Market (GTM Functions), Digital Partner Commerce.
• Drive Category Management (CTC) 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:

• Sales Manager with proven track record of success
• Strong interpersonal skills (e.g. communication, negotiation)
• Proven methodological skills (e.g. business planning, strategic development)
• Broad and deep functional skills (e.g. Sales, Customer Service, Finance, IT)
• High degree of commercial and business acumen knowledge
• Extensive knowledge of the adidas Group business along with significant industry experience
• Fluent in written and spoken English is a must.

Requisite Education and Experience / Minimum Qualifications:

• Degree in business administration with focus on Sales/Marketing
• Key Account Management experience: Minimum of 5+ years, ideally within the sporting goods industry.
• Leadership experience: At least 2+ years in a people management role
• Cross-functional experience ideally with marketing / sales / finance
• Industry: sporting goods / retail / consumer goods