Manager Fashion Sales

Purpose & Overall Relevance for the Organization:

 

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

 

Key Responsibilities:

 

 

• Represent the assigned account(s) internally as an “ambassador” towards all functions and vice versa and manage all interfaces.
• Understand the assigned account(s) and categories and document this by Account Fact Books.
• Thoroughly study and understand the assigned customer(s), their role and potential in the market as well as within adidas.
• Develop and purpose the account strategies, formalize them by Strategic Account Plans and get sign-off by the direct superior.
• Plan, organize and manage sell-in campaigns, considering and respecting timing and product access, as well as seasonal targets.
• Support negotiation and enforcement of adidas Group trade terms.
• Analyse and drive order entry, sell-out, and market share performance, both online and offline and be entrepreneurial on implementing/quickly catching solutions/opportunities.
• Monitor and explore the orderbook to find actions and opportunities supporting sell-out and MS growth.
• Ensure orderbook conversion supporting internal departments (Account Operations, Logistics, Credit).
• Manage efficiently SWB to achieve strategic objectives with the account.
• Ensure perfect marketing plan execution (launches, activations, commercials), both physical and digital, in cooperation with Marketing and DPC teams.

• Drive the digital development of the account (s) by continuously giving advice and assistance focused on elevating the success of the adidas brand on customers’ e-commerce.
• Analyze and monitor consumer demand, category trends and the defined key account digital assortment and identify opportunities to help accelerate our brands’ net sales & market share.
• Continuously monitor the on-site assortment for availability, visibility, and findability
• In partnership with DPC, measure key performance metrics and quantify commercial impact based on enhancements and facilitate the forecasting of online sales & growth ambitions across the account.

 

 

Key Relationships:

 

• Europe Fashion Sales team.
• GTM teams.
• Wholesale Brand Activation.
• Local DPC community.
• Wholesale Analytics team.
• Customer Service.

 

Knowledge, Skills and Abilities:

 

• High analytical skills for strategy development and business planning.
• Strong interpersonal skills: Very good communications and negotiating abilities as well as high presentation, relationship management and facilitation skills.
• High influence capability.
• Commercial and business acumen knowledge (e.g. sales, trade marketing, finance and controlling).
• Strong team player with the proven ability to work cross-functionally in order to achieve objectives and targets.
• Ability to influence business partners in other functional areas to build consensus and understanding.
• Strong decision making and determination and shows high initiative and pragmatism to the business. Proactive mentality with curiosity and desire to learn. Dynamic, motivating, and entrepreneurial minded with an internal drive to continuously hit goals and deadlines.
• Understanding of key digital KPIs (e.g. Impressions, CTR, PDP views, ATC, CVR, ROAS), their inter-connected nature and what levers to drive to improve performance.
• Passionate about deriving business insight from data, improving processes, and solving problems.
• Ability to multi-task, prioritize and manage time effectively.
• Advanced user of Power BI and MS Office package, with emphasis on Excel and PowerPoint.
• Deep knowledge of the fashion industry.
• Excellent communication and presentation skills.
• Fluent English and Spanish - both verbally and written.

 

Requisite Education and Experience / Minimum Qualifications:

 

• Minimum 5 years of sales experience as Key Account Manager with proven track record of successfully managing Key Accounts in large sales organizations, ideally in apparel/fashion/shoes or Consumer Goods.
• University degree in the field of Business, eCommerce or equivalent.
• Experience working with external stakeholders, ideally within the fashion/sportswear industry.