Purpose & Overall Relevance for the Organization:

To ensure profitable market share and net sales growth within key account To passionately lead the key account organization in identifying, developing and implementing strategies for the profitable growth

 

Key Responsibilities:   

Responsible for key account all business related KPI, includes but not limited to Sell in (net sales), ST, retail KPIs (comp growth and etc), inventory level, POS numbers; OTB Planning ,negotiation and SBP (Strategic Biz Plan) preparation Work with cross functional teams to provide the strong supports to key account aligned with business growth targets; Co-work with Product Sales team to provide range feedback based on key account business reality; Work with territory management team to ensure POS allocation are properly managed; 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 support negotiation and enforcement of adidas Group trade terms To provide realistic plans and forecasts on customers performances Manage and maintain a healthy A/R balance Control core inventory ratio and structure To lead team and foster performance culture within team To develop, train and retain key talents

 

 

Key Relationships:

Head of Account Sales, RE, MM, BP, SO, PS, CRM, etc.

 

Requisite Education and Experience / Minimum Qualifications:

Minimum 10 years of sales experience within large sales organizations, ideally in apparel/fashion/shoes or FMCG At least 5 years’ experience of people and operational management A passion for and an understanding of SPORTS Strong communication and influence skill Good analysis and Solid skills in Word, Excel, PowerPoint, Project, etc. University degree Willing to travel

 

KPI

SI OTB Assortment Plan Execution (Package… etc.) Category SOB Account Target POS: Net # of POS Opening ST Trade Inventory Scale Growth Comp. Store Growth Customer Management Customer Satisfaction Product Mandatory Range Realization Key City Key City net sales Key City POS Opening Future City Future City Sales Growth Future City POS opening Budget: Sales Budget Management