Senior Key Account Manager

3 weeks ago

Manchester, United Kingdom ADIDAS Full time
  • To drive profitable and sustainable market share growth within assigned Key Accounts
  • To drive profitable and sustainable market share growth within the assigned Key Accounts and all targeted categories (Footwear, Apparel and Accessories) while respecting the adidas Group brand image
Organisation :

  • To drive profitable and sustainable market share growth within assigned Key Accounts
  • To drive profitable and sustainable market share growth within the assigned Key Accounts and all targeted categories (Footwear, Apparel and Accessories) while respecting the adidas Group brand image
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 understand the assigned accounts and categories and document this by Account Fact Books
  • To support the development of account strategies, formalising them by Strategic Account Plans and get sign-off by the direct superior
  • To sell-in and agree on sell-out support and formalise this by Account Marketing Plans jointly with the Senior Key Accounts Manager and Head of Key Accounts
  • 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
  • To measure progress on own KPIs
  • To report to all superiors along established 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
  • Provide regular feedback and monitor all International budgets to the EBG team
  • Attend seasonal IIC handover meetings and present IUK plans and strategies
Authorities:

  • Responsible for the commercial success (sales) of assigned Key account and category Responsible as the lead contact for all Global focus that both these accounts receives to Key Account Minimum Standards i.e. StAP, AFB, Pre-Line, Range Planning, CPM, Beast, Direct Shipments, order process management, financial reporting and KPI monitoring
  • Responsible internally as the 'ambassador' for assigned account
Key Relationships:

  • Buyers (across both accounts), All Sales, RSM, Respective BU's, Trade Marketing, Brand Marketing, Sales Planning, Business Planning, Customer Service, Credit Management, Finance
KPI's

  • Net Sales
  • Standard Margin
  • Profitability
  • OB Conversion
  • Range Efficiency
  • Stock Turn
Knowledge, Skills and Abilities :

  • Proven experience in Planning, Selling and Negotiating
  • Strong communication skills: written, oral and presentation
  • Strong industry knowledge, across divisions of footwear, apparel and accessories/equipment
  • Strong cross functional experience across marketing and sales
  • In depth understanding of local markets' consumers, accounts, economic environment and commercial needs
  • Strategy: ability to develop and implement strategy
  • Analytics: ability to analyse data to improve strategic decision making and implementation
  • Creative: ability to direct creative production and oversee implementation of marketing plans
Requisite Education and Experience / Minimum Qualifications:

  • Proven experience within a Key Account Selling Environment
  • Degree in sports or sports related subject or relevant industry experience
  • Proven sales experience ideally within the sport / retail sector
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