Purpose & Overall Relevance for the Organization:

 

To drive profitable and sustainable market share growth within assigned key accounts and categories while respecting the image of the adidas Group brands.

 

Key Responsibilities:

 

Net sales of assigned key account(s) or categories within key account(s). Cost center budget and sales working budget. Receivables.

 

Key Tasks:

 

Functional

 

To represent the assigned account(s) internally as an ambassador towards all functions and vice versa and manage all interfaces. To understand the assigned accounts and categories and document this by Account Fact Books. To develop and propose the account strategies, formalize them by Strategic Account Plans and get sign off by the direct superior. To sell in in and agree on sell out support and formalize this by Account Marketing Plans. To monitor sell out and the order book continuously and ensure reliable and cost efficient supply for the account. To support negotiation and enforcement of adidas Group trade terms.

 

Controlling

 

To measure progress on own KPIs. To report to all superiors along MIS guidelines (KAM standard reports). To monitor and report on customers and competitors activities and propose/initiate/take actions. To provide realistic plans and forecasts on customer performance. To ensure customer compliance with agreements.

 

 

 

KPIs:

 

Market shares within assigned Key Account(s) and categories. Budget compliance. DSO of assigned key account(s) or categories.

 

Key Relationships:

 

Global/Region – None. Market – Account Marketing, Range Management, Customer Service.

 

Knowledge Skills and Abilities:

 

Industry - Ideally in apparel/fashion/shoes or FMCG. Exposure - Sports, marketing, account marketing. Functional - > 2 years sales as KAM or in the Field.

 

Requisite Education and Experience / Minimum Qualifications:

 

University degree in business with marketing and sales focus.