AM-Field Accounts

JOB DESCRIPTION: ASSISTANT MANAGER DISTRIBUTION (SOUTH)

PURPOSE/MISSION

This role will be responsible for driving assigned Accounts’ Topline, Market share, relationship with Field Account Partners & their stakeholders, to ensure a healthy & profitable business. This role will also involve driving brand leadership & other field accounts business priorities.
Further, the Field Account Manager will also be accountable for driving Targeted Seasonal Sell in (OTBs) for his/her accounts, Aggressive space acquisition across targeted accounts, Targeted sell out & improving quality of business basis the key initiatives planned under the adidas brand priorities.

KEY RESPONSIBILTIES

• Responsible for achieving assigned sales target by bringing in new business and maintaining existing business. Sell-in products to field accounts partners and build strong OTB plans for monthly revenue targets. Lead the development of the sales strategy at Account level in the Field Accounts portfolio (Distribution & Retailer accounts), to maximize revenues.
• Develop and execute strategies with assigned Field Accounts including driving the achievement of monthly, quarterly & yearly sell-in. Ensure sell-out & collections numbers through market visits with partners, influencing primary and secondary sales with partners. Demonstrate strong relationships with field staff and knowledge of partner territory to achieve business performance KPIs
• Build, sustain, and amplify excellent business relationships with Field Accounts portfolio (Distribution & Retailer accounts) partners in the given territory, which helps in building Strategic business relationships.
• Frame door-by-door strategy with partners ensuring aggressive acquisition of prime & large Spaces across doors within the Field Accounts portfolio.
• Drive business through assigned Field Accounts by utilizing customer service skills and building strong relationships based upon product/category and marketplace expertise which results in consistent target attainment.
• Demonstrate strong financial acumen to manage terms negotiations with partners, build strong relationships with internal finance stakeholders to manage P&L discussion and ensure timely cash collections.
• Develop seasonal assortments, forecasts and scenario plans for assigned Field Accounts partners using category, account, brand and marketplace knowledge. Increase sell-in and sell-out by developing and delivering targeted, persuasive sales presentations
• Ensure timely execution of order tracking, order input, retail release and launch information, order confirmation, cancellations and delivery information.
• Understand competitors and marketplace; utilize assessment, knowledge and a brand management focus to adjust and drive business plans through partners.
• To represent the assigned account(-s) internally as an ‘ambassador’ toward all functions and vice versa and manage all interfaces
• To ensure adherence to account strategies, formalization by Strategic Account Plans and get sign off by the direct superior.

EXPERIENCE

• Experience of 8-10 years with strong exposure to distribution sales and operations.
• Industry: footwear, apparel/fashion, FMCG.
• Exposure: Sports, Distribution mgmt., MBO Sales.
• Skills: good knowledge of outlook-basics, word, excel and power point.

EDUCATIONAL BACKGROUND

• MBA in business / marketing from a reputed B-School.