Sr. Key Account Manager

Purpose & Overall Relevance for the Organization:

To achieve profitable and sustainable market share growth within assigned key account(s), while respecting adidas group (target) brand image to ensure key account target achievement.

Key Responsibilities:

• To represent the assigned accounts internally as an “ambassador” towards all functions and vice versa and manage all interfaces.
• To develop the account strategies, formalization by strategic account plans and get sign–off by the direct superior (STAP & SAP) clearly understanding account consumer profile considering 1P & 3P business.
• Be the primary leader of implementation STAP & SAP and ensure quarterly reviews are properly set.
• Design & align commercial conditions (e.g. TTCG, payment terms, returns)  & align clear “Rules of the game”.
• To sell-in and agree on sell-out support and ensure formalization by specific Account Marketing Plans. Validate & sign off on AMP.
• Identify untapped business opportunities.
• Negotiate branded spaces & POS visibility.
• Set account Priorities for next 18-24 months.
• Align seasonal budget w/ customer.
• Ensure pre-sales achieves target NS & %SM defining weight on regular/DS order placement.
• Orchestrate quarterly kick off (e.g. delivery confirmation) & align with customer action plan if there are significant deviations on deliveries.
• To continue monitoring the sell-out and the order book as well as reliable and cost-efficient supply for the account.
• To monitor and report on customers and competitors’ activities and propose/ initiate/ take actions.

• To track, report and communicate own KPIs.
• Orchestrate operating rhythm (e.g. Battleroom, weekly team & customer meetings).
• Drive strategic projects (e.g. EDI, Partner Program, etools, data analytics).
• Own & track customer P&L.
• Support on 1P & 3P conciliation and lead payment plan negotiations if necessary.
• Drive visibility & experience at POS.
• Support KAMs escalating w/ customer issues.
• Seek best practices with regional subcommunities.

Leadership

• Lead partnership & relationship with customer.
• Lead & develop team members (IDP, Feedback, role model, succession plan).
• To set personal objectives, targets, guidelines and assess all reports.
• To develop the functional and social skills of direct reports on and off the job.
• To manage all reports as an integrated team by setting team objectives.
• To ensure smooth cooperation of all direct reports along all interfaces.
• To ensure customer compliance with agreements (i.e. OB guidelines and trade terms).

Knowledge Skills and Abilities:

• Specialist in business or technical skills with detailed knowledge in some areas of work or systems.
• Broad & deep knowledge in own functional area, combining  theoretical and practical knowledge.

Requisite Education and Experience / Minimum Qualifications:

• 7 years as Sr KAM roles
• At least 3 to 5 years as people manager