Director Sales Commercial Accounts

Purpose & Overall Relevance for the Organisation:

Ensure sustainable and profitable market share and net sales growth in the Sport Accounts Channel of Zone East, while driving the positioning of all adidas brands by Wholesale distribution channels in line with the Global and EUROPE Brand & Channel strategies.

Key Responsibilities:

• Develop and implement state of art Account Management and create an efficient Sport Account Sales team
• Maximize sales & qualitative market share
• Optimize channel and individual accounts' profitability results
• Review, challenge and sign off the Joint Business plans with relevant Accounts
• Lead yearly and long term SBP planning for Sport Accounts, by determining sales, gross-profit plans, implementing marketing strategies, analyzing trends and results
• Develop & implement a long-term Commercial Excellence Strategy for the sales channel of responsibility, in line with EUROPE, Central and Zone East SBP
• Translate the Global/EUROPE Commercial Strategy and ambitions into functional Targets for the Sport Accounts Channel Sales and measure performance on the set KPIs [focus on DPC KPIs]
• Together with DPC & Digital managers prioritize key digital acceleration initiatives to achieve common DJBP
• Work closely with other Channels and Departments to realize Global/EUROPE Strategic Objectives
• Collaborate with Brand Activation to ensure our brands' presentation in all the touchpoints across online & offline is in line with the brand strategy
• Monitor and track Performance of the Sport accounts while anticipating and proactively managing trends and changes in performance
• Coordinate the information flow between East WHS & DTC channels, foster collaboration between the two channels, maximizing the business potential of all adidas brands in the East market
• Drive the monthly sales Forecast process in line with EUROPE/Central business planning process in cooperation with Finance Department
• Take responsibility for the analysis of the customer and/or business segment in order to spot trends, resolve problems and to correct any procedural errors being made
• Measure and report on customers sell through, implement actions focused on securing a suitable Weeks-of-Stock level at the account to maximize sell outs at full price
• Set short, mid and long business targets and guidelines for all direct reports.
• Continuously improve and develop key sales & customer service processes to provide excellence in service and efficiency in the organization
• Lead cross functional projects/processes for Zone East
• Ensure effective cost monitoring and control for all cost centers in fields of responsibility

Personnel:

• Manage, recruit for and develop the team to achieve all relevant targets
• Staff most suitable persons in direct report positions in alignment with Senior Sales Director WHS Central East Europe
• Inspire, lead and drive a Performance Culture within the team
• Set personal objectives, targets, guidelines and assess all direct reports
• Manage key talents' career and succession planning
• Develop the functional and core skill of direct reports through regular coaching and

mentoring

Authorities:

As per the adidas authorization matrix

KPI's:

• Market share in Sport accounts
• NS, SM and contribution target achievement
• Weeks-of-Stock level at the assigned accounts
• DPC KPIs
• SBP and Budget compliance
• DSO targets
• Trade Investment compliance
• Employee satisfaction KPI's (e.g. NPS)

Key Relationships:

• All Sport accounts
• Zone East management Team
• Central/East Brand Activation Team
• Zone East Head of Sales Development
• Zone East Head of Account Operations
• Own Retail & Franchise Team

Knowledge, Skills and Abilities:

• Sales Executive with proven track record of successfully managing a mid to large size sales organizations
• Capable to lead virtual teams with solid Change Management skills
• Strong interpersonal skills (e.g. communication, negotiation, relationship management)
• Proven methodological skills (e.g. Business planning, Strategic thinking)
• Strong functional skills (e.g. Sales, Customer Service, Finance)
• High degree of commercial and business acumen
• Mental flexibility, initiative and determination
• Fluent in written and spoken English is a must

Requisite Education and Experience / Minimum Qualifications:

• Master degree, preferably in business administration or marketing
• Minimum 10 years of experience, mostly in Sales, while Marketing experience is appreciated, including sports, fashion or FMCG
• At least 7 years of experience in managing people (also virtually) and international background

Mobility

Mobility is a prerequisite