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Sales Director Key Accounts

4 weeks ago

Stockport, Stockport, United Kingdom adidas Full time
Director Key Accounts

Job Summary:

We are seeking a highly skilled and experienced Sales Director Key Accounts to join our team at adidas. As a key member of our sales leadership team, you will be responsible for driving profitable and sustainable market share growth within assigned key accounts while respecting the image of the adidas brand.

Key Responsibilities:

  • Represent the brand externally as an ambassador and internally towards all functions and vice versa, managing all interfaces.
  • Ensure understanding of assigned accounts and categories, as well as documentation.
  • Develop account strategies, formalize by Strategic Account Plans, and obtain sign-off from direct superiors.
  • Sell in and agree on sell-out support, ensuring formalization by Category/Account Marketing Plans.
  • Continuously monitor sell-out and order book, as well as cost-effective and reliable delivery for the account.
  • Drive understanding of account and collaborate with key European cluster teams.
  • Drive Key Account Interaction Model seasonally, supporting consumer and range input for assigned area.
  • Support and enforce adidas company trade investment inline with global wholesale policies.
  • Work collaboratively with DPC counterparts to deliver market share growth online.
  • Ensure best representation of the brand in-store and on customer digital platforms, with support from marketing and retail teams.
  • Set personal objectives, targets, guidelines, and assess all reports.
  • Develop the functional and core skills of direct reports through regular 1-2-1 coaching and mentoring.
  • Manage all reports as an integrated team by setting team objectives, targets, and guidelines.
  • Ensure smooth cooperation of all direct reports along all interfaces.
  • Measure progress on own KPIs.
  • Report to all superiors along established guidelines.
  • Monitor and report on customer and competitor activity, proposing/initiating/taking actions.
  • Provide realistic plans and forecasts on customer performance.
  • Ensure customer compliance with adidas company contracts and terms.
  • Responsible for the commercial success (sales) of assigned division and category.
  • Responsible internally as the 'ambassador' for assigned account.

KPIs:

  • Market share within Key Account.
  • Budget Compliance.
  • Net sales.
  • Standard Margin.
  • OB Conversion.
  • SWB & MWB.
  • Range Efficiency.
  • Stock Turn.
  • Account satisfaction and contractual agreements followed.
  • DSO of assigned accounts.

Key Relationships:

  • Sales, CTC, Global Sales, Marketing, Finance, Customer Service, Respective BU's, Demand Planning, Credit Management, Supply chain and distribution teams, Customer Buying Director, Customer Buyers, Customer Merchandising.

Knowledge, Skills and Abilities:

  • Proven experience within a Key Account selling environment.
  • Proven experience in Planning, Selling, and Negotiating.
  • Proven leadership experience via people management and/or mentoring and coaching.
  • Strong communication skills: written, oral, and presentation.
  • Strong industry knowledge, across divisions of footwear, apparel, and accessories.
  • Strategy: ability to develop and implement strategy.
  • Analytics: ability to analyze data and improve strategic decision-making and implementation.
  • Budget Management.

Requisite Education and Experience / Minimum Qualifications:

  • Degree or equivalent.
  • Excellent English.
  • Excellent analytical and numerical skills.
  • Fully competent with IT packages (Excel, and PowerPoint to an advanced level).