Senior Key Account Manager Fashion, Benelux

To drive, deliver profitable and sustainable market share growth within the Fashion Channel in the Benelux region. Focus on developing and enhancing brand credibility and affinity in the relevant categories.

Key Responsibilities:

• To develop, implement and execute the Fashion strategy within relevant Wholesale customers across The Netherlands, Belgium and Luxembourg
• Drive mindset change and focus with internal departments on the strategic importance of relevant Wholesale customers and the wider marketplace
• Explore growth opportunities within wholesale trade aligned to this strategy
• Lead Trade Investment discussions, analysis & implementations
• Manage and continually monitor adherence to the adidas segmentation policy
• Drive relevant Digital strategies and implement across account base
• Set objectives, strategies, tactics, allocate resources and ensure translation into action plans respecting the framework set by the customer strategies
• Ensure a coordinated and efficient sell-in process through the sell-in environment, usage of sell-in tools and the correct negotiation and implementation of trade terms
• Gather and actively share relevant business/market intelligence
• Monitor and report on customers and competitors’ activities and propose/initiate/take actions
• Ensure correct service levels implemented for retailers to ensure growth of share
• Provide realistic plans and forecasts on customer performance including the development and tracking of account plans
• Manage personal and commercial budgets
• Measure progress on own and teams KPI’s
• Staff the most suitable people in direct report positions
• Set personal objectives, targets and guidelines across team in order to execute vision and meet objectives
• Develop and enhance professional network and leverage relationships to better understand the needs of our customers and consumers
• Stay connected with relevant category leads across key functions and channels.
• Support senior sales leadership team to harness and develop talent across sales team, including talent from other areas of the business

Key Relationships:

• Customers, Sales, Go to Market, WHS activation, Brand Communications, Sales Planning, Account Operations, Credit Management, European Sales Teams & Finance

KPI’s

• Turnover / Net Sales
• Profitability & Contribution
• Market share
• Orderbook Conversion / Sale Data
• Budget compliance
• Implementation support area initiatives
• Sales Working Budget & Marketing Working Budget
• Range Efficiency
• Customer compliance with terms, conditions and commercial framework
• Team performance

Knowledge, Skills and Abilities:

• Commercial: Proven experience in Planning, Selling and Negotiating
• Leadership: Proven experience in a leadership role or function
• Communication: Strong communication skills: written, oral and presentation
• Experience: Strong industry knowledge, across divisions of footwear, apparel and accessories/equipment
• Cross-Functional: Strong experience across sales (customer facing) and multiple other departments
• Marketplace: In depth understanding of local Wholesale markets’ consumers, accounts, economic environment and commercial needs
• Strategy: Ability to develop and implement strategy
• Analytics: Ability to analyse data to improve strategic decision making and implementation
• Creative: Ability to solve problems and think outside the box
• Coaching & Developing: Ability to lead, coach and manage people
• Language: Fluent in Dutch & English

Requisite Education and Experience / Minimum Qualifications:

• Min 5 years sales experience within customer facing sport / retail sector
• Min 2 years’ experience of leadership and people management in customer facing commercial role
• Min 2 years’ experience within the sports fashion Wholesale sector
• Proven experience within a Key Account Customer Selling environment
• Preferred: Experience working in multiple markets
• Preferred: Some experience working in sector(s) outside of sport / retail
• Degree in sports or sports related subject or relevant industry experience
• Fully Competent with IT packages (excel, and PowerPoint to an advanced level)