Manager, Key Account

Purpose & Overall Relevance for the Organization:

To build a quality and brand building key account network that can generate sales volume to meet assigned targets. The Key Account Manager must also strive to support adidas vision to become the best sports brand in the country

Key Responsibilities:

• Develop Key account sales plan and strategies to achieve the company’s key account sales target. Ensure that key account sales strategies are aligned with the company vision and direction.
• Provide sales forecast, drive sales volume to meet the agreed targets, execute and follow up each season’s future order sales or shipping plan, manages accounts receivable, maintain comprehensive understanding of each season’s product flow, and update forecast figures consistently and periodically. Ensure that key account sales team understand product flow, as well as micro & macro selling points (product v. range). Develop & maintain an in-dept awareness of inventory structure. Follow-up sales call.
• Develop excellent long-term partnership and relationship with all key account customers.  Work closely with them to maximize business growth potential. Expand customer base by studying and exploring new possibilities to extend the market coverage and maximize sales & profit potentials.
• To provide an update on the market intelligence information such as market movement & trends, competitor’s activities, customer feedback, etc. on a continually basis, and recommend all necessary actions to the manager.
• Manage key account programs effectively. Communicate and coordinate sales development with Brand team on a regular basis. Manage trade marketing processes regarding retail development requirements. Develop strong & positive work relationship with another department.

• To sell-in and agree on sell-through support -
  • Proactively lead the alignment of the sell in/ out process across internal functions
• To continue monitoring the sell-through and the order book as well as reliable and cost-efficient supply for the account

• By proactively facilitate meeting/business reviews with customer
• To conduct and share sell through information from customer

• Other assignments as appropriate

Key Relationships:

• Brand (Omni Channel Activation, Brand Communication, Visual Merchandising)
• Store Development
• SEA Category Marketing
• Finance & Operations
• Retail Marketing
• Customer service
• Business Development
• Planning
• Customers
• Third parties

Knowledge, Skills and Abilities:

Core competencies

• Communication with others
• Manage relationship and diversity
• Planning and organizing
• Analysis and problem solving
• Negotiation skill
• Assortment planning
• Retail management

Requisite Education and Experience / Minimum Qualifications:

• University degree in Business with Sales/ Commercial focus or related field
• Minimum 5 years’ experience in Sales/Account Management, preferable experience in the sport or clothing industry
• Good understanding of P&L
• Good planning and organizing skill
• Strategic & critical thinking, good forecasting skill
• PC literature, excellent oral and written communication skills in English and local languages
• Excellent communication skills including impactful presentation skills, influencing and negotiating
• Advanced numeracy and literacy, with good IT skills (Word, Outlook, Excel, PowerPoint)