Purpose & Overall Relevance for the Organisation:
• To drive profitable and sustainable market share growth within the assigned Key Accounts whilst optimizing our digital KPI’s and respecting the adidas Group brand image.
• Manage relationship with assigned Regional accounts and Sport Specialist
• Support and drive strategic category plans and drive sell-out within assigned Accounts in GCC & LENA marketplace.
Key Responsibilities:
• To represent the assigned account(s) and category(s) internally as an ‘ambassador’ towards all functions and vice versa and help manage all interfaces
• To Execute the GTM Strategy for Regional & SS Accounts and play a major role for the WHS excellence in GCC & LENA Markets
• To understand the assigned accounts and categories and document this by Account Fact Books
• To fulfil planned sales growth and sqm growth (share of voice) within the multi-branded environment
• To support Senior Management in setting budgets & forecasts for customers, create business plans, and develop account strategies for achieving brand objectives
• To manage the account during sell-in meetings (range presentation) in collaboration with Brand and agree on sell-out support to grow the accounts
• To monitor sell-out and the order book continuously and ensure on-time deliveries and proper replenishment; make sure that account marketing activation is linked for better sell-out instore
• To develop ways to improve the customers turnover
• To formulate trade investments (TI) and discuss accordingly with respective accounts, and frequent tracking of performance against different TI buckets.
• To measure progress on own KPIs
• To monitor and report on customers and competitors’ activities and propose/initiate/take actions
• To provide realistic plans and forecasts on customer performance
• Make recommendations to the RA Account Director on commercial opportunities at Market level on factual analysis, trends and needs.
• Manage and track inventory levels within RA & SS accounts
• Create and drive a high-performance culture across the Market by setting clear expectations and targets analysing partners’ performance and giving appropriate and prompt feedback.
• Sales Data analysis, sell through, product replenishment, comp growth, store by store analysis where relevant.
• Adhere to Global standards in collaboration with relevant support functions, customer service, trade marketing, account marketing, visual merchandising, training, and other related activities, and monitor/evaluate established processes to guarantee full compliance.
• To visit customers and relevant markets/doors regularly respecting the store visit checklist/guidelines and conducting the store audits, ensuring continuous improvement of the store audit results
• To ensure customer compliance with wholesale agreements
Purpose & Overall Relevance for the Organization:
To ensure a strong/leading brand positioning in GCC & LENA and net sales growth with accounts while respecting the image of the adidas brands
KPI’s
• Net Sales
• Standard Margin
• Profitability
• OB Conversion
• SWB & MWB
• Range Efficiency
• Sell out
Knowledge, Skills and Abilities:
• Proven experience in Planning, Selling and Negotiating
• Strong communication skills: written, oral and presentation
• Strong industry knowledge, Retail/Wholesale.
• Strong cross functional experience across marketing and sales
• In depth understanding of local markets’ consumers, accounts, economic environment and commercial needs
• Strategy: ability to understand and implement strategy
• Analytics: ability to analyse data to improve strategic decision making and implementation
• People management skills to lead a team and ability to create a positive high-performance culture.
• Highly proficient on Microsoft Office tools, with emphasis on Excel, PowerPoint.
Requisite Education and Experience / Minimum Qualifications:
• 5-8 years’ experience within Account Management/Selling Environment
• University Degree subject or relevant to industry experience
• Proven sales experience ideally within the sport / retail sector