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Senior Key Account Manager

2 months ago

Stockport, United Kingdom adidas Full time

Senior Key Account Manager

Outdoor | Hybrid - Sales, GTM & Marketing

 

Purpose & Overall Relevance for the Organization: 

  • To drive profitable and sustainable market share growth through sales, GTM & Marketing, within this Outdoor account focusing on successful sell in and focus on sell out of range.   

  • Drive category (Terrex, Five Ten, Running & Sportswear) business and brand success through the development & execution of an optimal go-to-market plan, within the strategic framework set by Global / Europe & Director Sales at the account. 

  • Act as the category expert and key category contact for the account  

  • To deliver service and help build and execute the brand strategy from a brand activations perspective for the account to drive business growth and brand heat for adidas Terrex and adidas   

 

Key Responsibilities:   

Hybrid role encompassing end to end management of the account   

SALES 

  • Ensure best-in-class Omni-Channel delivery to consumers and stores by implementing best practices and utilizing operational reports and monitoring mechanisms exploring all relevant business opportunities that present themselves pre and in season.   

  • Drive the implementation of an effective and efficient demand management process based on operational performance and market needs 

  • Deliver training and related material to drive effective and efficient operations within the respective functions impacted by the solution. 

  • Understand product, customer and consumer needs across all channels to support execution of plans in each fascia and territory. 

  • Maintains regular analytics on the sell-through performance of Terrex and five ten.  

BRAND ACTIVATIONS 

  • Help build and execute the brand activation plans for the account incorporating all relevant aspects of product, retail and brand activity 

  • Execute with excellence the seasonal account marketing calendar to ensure that adidas wins at the point of purchase by category, in key doors against the agreed KPI’s. 

  • Deliver and adapt brand toolkits across all channels and create bespoke tools where relevant in line with the target consumer and across multiple categories. 

  • Continuously look at new innovations to engage the consumer and drive sell through 

  • Drive and review sell through and consumer engagement against agreed KPIs and take learnings for future activity 

  • Measure the effectiveness of the account activation plans’ ensuring execution with excellence visually and via sell out 

  • Manage budgets and costs  

  • Represent the brand activation point of view both internally and externally 

GTM 

  • Delivers a complete GTM proposition / marketing plan that supports the sell in for the account   

  • Connect with North cluster sales teams, external agents, product trainers and category champions on range specific topics 

  • Strategically support and input into Global and European BU on the account, ranging needs and forecasting topics such as data, pricing (exceptions), segmentation, business opportunities, forecasting etc. 

  • Align with the account and local CTC on account specific feedback to ensure relevant big ticket input into Global / European BU each season.  

  • Jointly work with Director lead and global GTM team to define participation, support and attendance of the account  for pre-line and cova meetings 

  • Contribute and input into the the account  SBP together with Director lead 

  • Contribute and input into the account  IBP category process with Director lead and finance 

  • Support local allocation / MRA process as relevant by channel, account and doors aligned with what is best for the marketplace and category.  

  • Lead and execute all cluster specific MOPS requests  

  • Analyse and review future season category build by franchise making recommendations and identifying trends, gaps and opportunities vs. target  

 

Requisite Knowledge, Skills and Abilities:  

  • Manager level with advanced cross functional marketing knowledge and market experience in sport and/or outdoor 

  • Consumer-focused with deep product and range understanding with an excellent understanding of balancing brand and commercial aspects to build channel specific GTM solutions. 

  • Business and commercial mindset with very good numerical and analytical skills 

  • Strong organizational skills 

  • Good experience and ability to manage multiple projects on cross-functional level 

  • Flexibility to travel, domestic or internationally as required 

  • Strong engaging and impactful presentation style 

  • Experience negotiator  

  • Good communication (both written and verbal) and facilitation skills (small and large groups) especially when interacting with different levels of business internally and externally  

  • Passionate about sports, passionate about the Outdoors with knowledge / experience of the Outdoor specialist marketplace 

  • Microsoft office: Word, Excel and PowerPoint. 

  • Fluent in English 

 

 

Requisite Education and Experience / Minimum Qualifications:  

  • University degree and/or commercial training in the area of, Marketing or Sales is preferred (or similar business experience) 

  • Brand, Retail or Sales Marketing experience  

  • Experience in retail environment preferred