Senior Manager Sales, Sport Accounts, Zone East
The ideal candidate should have sales experience managing complex accounts, driving projects and demonstrate a strong digital mindset. Be able to analyze forecasting and sales data, convert them into opportunities, take ownership and translate the outcome into action, both internally and externally.
Purpose & Overall Relevance for the Organization:
Ensure sustainable and profitable market share and net sales growth with the assigned Wholesale account portfolio. Driving the positioning of the adidas brand and ensure Business & Digital development of the account and optimizing the brand presentation in line with European Brand & Channel strategy. Acting as Business & Digital expert for accounts adapting strategies
Key Responsibilities:
- Maximize sales & qualitative market share with respective accounts
- Set objectives, strategies and tactics and drive long-term business planning with assigned accounts by determining sales, gross-profit plans, implementing business, digital and marketing strategies.
- Develop the assigned account portfolio by analysing account specifics and market trends, identifying new opportunities for growth and providing recommendations
- Analyse consumer demand, category trends and competitor assortment on the account’s platform and identify gaps in current assortment with the aim to drive sell-through across all customer touchpoints in online and offline channels
- Proactively search, address, evaluate and service the commercial needs of the accounts and drive key digital acceleration initiatives
- Optimize individual accounts’ profitability
- Drive the monthly sales forecast process (IBP) for respective accounts on category level
- Monitor competitors’ activities within our customers environment and propose win-win action plans to increase market shares
- Continuously improve and develop key sales, digital and customer service processes to provide excellence in service and efficiency in the organization
- Set business targets and provide clear directions for direct reports, mentor and develop individual team members
- Develop and grow strong peer network within own function and key stakeholders across the organization
Authorities:
- as per the adidas authorization matrix
Key Relationships:
- Retail partners
- Other Zone East sales channels
- DPC and Digital teams
- Account Operations
- Sales Development
- Omnichannel & Brand Activation
- GTM managers
- Finance
- European counterparts
KPIs:
- Net sales target achievement
- Sales deductions target achievement
- Standard margin target achievement
- Contribution target achievement
- DSO targets
- DPC targets
Knowledge, Skills and Abilities:
- Sales manager with a proven track record in sales and key account management in mid-to-large sales organization (Key Account Manager, Senior Key Account Manager)
- Strong analytical skills and digital business acumen
- High degree of commercial and business acumen (e.g. sales, retail, trade marketing, customer service, finance and controlling
- Be able to work in virtual teams and ability to lead cross-functional projects
- Strong interpersonal skills with excellent communication and negotiating abilities as well as relationship management
- Flexibility, initiative and determination
- Ability to coach, manage, motivate and develop direct reports
- Fluent in written and spoken in English. Skills in other languages are an added plus
Requisite Education and Experience / Minimum Qualifications:
- University degree preferably in Business or Economy
- Functional: > 4 years’ experience in sales, marketing and / or consulting area
- Industry: consumer driven, ideally apparel/fashion/shoes or FMCG
- Leadership: ideally people management experience
- Exposure: Sports / Fashion
adidas celebrates diversity, supports inclusiveness and encourages individual expression in our workplace. We do not tolerate the harassment or discrimination toward any of our applicants or employees. We are an equal opportunity employer.