Senior Key Account Manager

Purpose & Overall Relevance for the Organization:

Ensure sustainable and profitable market share and net sales growth in one of theKey Accountsin Poland. Driving the positioning of the adidas brand and ensure Business & Digital development of the account, seeking to optimize brand presentation in line with European Brand & Channel strategy.

Key Responsibilities:

• Maximize sales & qualitative market share
• Develop the assigned customer or group of customers by searching new opportunities for growth
• Proactively search, address, evaluate and service the commercial needs of the customer for adidas including existing and new business opportunities
• Being the local reference also for the adidas AKA teams to align and support with local expertise for country specific activation and/or expansion plans (together and in close alignment with BD)
• Support of long-term business planning for the respective accounts, by determining sales, gross-profit plans, implementing business, digital and marketing strategies
• Analyse consumer demand, category trends and competitor assortment on the account’s platform and identify gaps in current assortment with the aim to drive sell-through across all customer touchpoints in online and offline channels
• Optimize individual accounts’ profitability
• Provide the input to the monthly sales forecast process (IBP) for the respective accounts on category level
• Take responsibility for the analysis of the accounts to spot trends, resolve problems and to correct any procedural errors being made
• Monitor competitors’ activities within our customers environment and propose win-win action plans to increase market shares
• Achieve short, mid and long term business targets
• Continuously improve and develop key sales & digital & customer service processes to provide excellence in service and efficiency in the organization

Authorities:

• as per the adidas authorization matrix

Key Relationships:

• Retail partners
• Other EE sales channels
• Europe counterparts
• Account Operations
• Sales Development
• Omnichannel department
• Brand Activation department
• GTM managers
• DPC and Digital structures

KPIs:

• Net sales target achievement
• Sales deductions target achievement
• Standard margin target achievement
• Contribution target achievement
• DSO targets
• DPC targets

Knowledge, Skills and Abilities:

• Sales managerwith a proven track record of successfully managing accounts in mid to large sales organization (Key Account Manager, Senior Key Account Manager)
• Be able to work in virtual teams
• High analytical skills for strategy development, business planning and decision planning
• The natural passion for social media, digital advertising and new technologies will be an additional leverage
• Interpersonal skills - good communications and negotiating abilities as well as relationship management
• High degree of commercial and business acumen knowledge (e.g. sales, retail, trade marketing, customer service, finance and controlling)

• Mental flexibility, initiative and determination

• Fluent in written and spoken local language as well as English.

Requisite Education and Experience / Minimum Qualifications: 

• University degree preferably in Business
• Functional: > 3 years’ experience in sales, marketing and / or consulting area
• Industry: consumer driven, ideally apparel/fashion/shoes or FMCG
• Leadership: ideally people management experience
• Exposure: sports/fashion