Senior Manager Sales Digital Strategic Accounts

Purpose & Overall Relevance for the Organization:

Ensure sustainable and profitable market share and net sales growth in the Strategic Account channel. Driving the positioning of adidas brand and ensure Business & Digital development of the account, seeking to optimize brand presentation in line with EMEA Brand & Channel strategy.

Act as Business & Digital expert for respective account adapting our strategies to win the consumer, both online and offline, across all the touchpoints.

 

Key Responsibilities:  

• Maximize and/or Optimize market share with respective customer
• Set objectives, strategies and tactics including translation into action and business plan per account jointly with Director Sales Strategic accounts
• Establish professional & personal relationships with main decision makers of Strategic account as a prerequisite for making adidas the ‘preferred supplier’
• Responsibility for long term SBP planning (KA PLAN) for respective Strategic account, by determining sales, gross-profit plans, implementing business, digital and marketing strategies
• Together with DPC & Digital managers prioritize key digital acceleration initiatives to achieve common DJBP
• Lead the process to optimize individual accounts’ profitability result for respective account
• Analyze the sell-through data & provide recommendation to both internal & external parties
• Monitor consumer demand, category trends and competitor assortment on account’s platform and identify gaps in current assortment with aim to drive sell-through across all customer touchpoints, be it online or offline
• Drive the monthly sales forecast process (IBP) for respective account on category level
• Monitor competitors activities within our customers environment and propose win-win action plans to increase/or optimize market shares
• Continuously improve and develop key sales & digital & customer service processes to provide excellence in service and efficiency in the organization
• Implement state of the art of  Strategic Account Management
• Collaborate with Brand Activation to ensure our brands’ presentation in all the touchpoints across online & offline is in line with the brand strategy
• Showcase expertise in key internal & external environments (e.g. Sell-ins, Account meetings, Sales Director meetings, Sales & Marketing meetings etc.)
• Implementation and tracking of action plan for execution covering:

• cross category assortment and seasonal plan in cooperation with GTM and ensure pre- and re-order buying
• focus on the consumer while evaluating how our current GTM approach can be optimized to drive mutual benefits & increased efficiencies
• responsiveness for requests and complaints of  Strategic Accounts
• maximizing sell out on full price

• Ensure effective cost monitoring and control for all respective cost centers
• Set short, mid and long term business targets and guidelines for direct reports

 

Authorities:

• as per the adidas authorization matrix

 

Key Relationships:

• Strategic Accounts counterparts
• AKA / Europe counterparts
• Digital Partners Commerce channel & Digital managers
• Customer Service
• Sales Operations
• Omnichannel department
• Brand Activation department
• GTM managers

 

KPIs:

• Net sales target achievement
• Sales deductions target achievement
• Standard margin target achievement
• DPC targets
• Budget compliance
• Brand qualitative share within Customer
• DSO targets
• DCC target achievement per respective  Strategic Account

 

Knowledge, Skills and Abilities:

• Sales manager with proven track record of successfully managing accounts in large sales organization
• Proven eCommerce expertise and experience with eCommerce KPIs
• Natural passion for social media, digital advertising and new technologies will be an additional leverage
• Be able to work in virtual teams
• High analytical skills for strategy development, business planning, decision planning
• Strong interpersonal skills - very good communications and negotiating abilities as well as high presentation and relationship management
• High degree of commercial and business acumen knowledge (e.g. sales, retail, trade marketing, customer service, finance and controlling)
• Mental flexibility, initiative and determination
• Fluent in written and spoken local language as well as English. Skills and abilities in other languages are an added plus

 

Requisite Education and Experience / Minimum Qualific