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    Senior Key Account Manager - Prague, Česká republika - adidas

    adidas
    adidas Prague, Česká republika

    před 1 týdnem

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    Popis

    Purpose & Overall Relevance for the Organization:

    Ensure sustainable and profitable market share and net sales growth in the Strategic Account channel. Driving the positioning of adidas brand and ensure Business & Digital development of the account, seeking to optimize brand presentation in line with EMEA Brand & Channel strategy.

    Act as Business & Digital expert for respective account adapting our strategies to win the consumer, both online and offline, across all the touchpoints.

    Key Responsibilities:

    • Maximize and/or Optimize market share with respective customer
    • Set objectives, strategies and tactics including translation into action and business plan per account jointly with Director Sales Strategic accounts
    • Establish professional & personal relationships with main decision makers of Strategic account as a prerequisite for making adidas the 'preferred supplier'
    • Responsibility for long term SBP planning (KA PLAN) for respective Strategic account, by determining sales, gross-profit plans, implementing business, digital and marketing strategies
    • Together with DPC & Digital managers prioritize key digital acceleration initiatives to achieve common DJBP
    • Lead the process to optimize individual accounts' profitability result for respective account
    • Analyze the sell-through data & provide recommendation to both internal & external parties
    • Monitor consumer demand, category trends and competitor assortment on account's platform and identify gaps in current assortment with aim to drive sell-through across all customer touchpoints, be it online or offline
    • Drive the monthly sales forecast process (IBP) for respective account on category level
    • Monitor competitors activities within our customers environment and propose win-win action plans to increase/or optimize market shares
    • Continuously improve and develop key sales & digital & customer service processes to provide excellence in service and efficiency in the organization
    • Implement state of the art of Strategic Account Management
    • Collaborate with Brand Activation to ensure our brands' presentation in all the touchpoints across online & offline is in line with the brand strategy
    • Showcase expertise in key internal & external environments (e.g. Sell-ins, Account meetings, Sales Director meetings, Sales & Marketing meetings etc.)
    • Implementation and tracking of action plan for execution covering:
    • cross category assortment and seasonal plan in cooperation with GTM and ensure pre- and re-order buying
    • focus on the consumer while evaluating how our current GTM approach can be optimized to drive mutual benefits & increased efficiencies
    • responsiveness for requests and complaints of Strategic Accounts
    • maximizing sell out on full price
    • Ensure effective cost monitoring and control for all respective cost centers
    • Set short, mid and long term business targets and guidelines for direct reports

    Authorities:

    • as per the adidas authorization matrix

    Key Relationships:

    • Strategic Accounts counterparts
    • AKA / Europe counterparts
    • Digital Partners Commerce channel & Digital managers
    • Customer Service
    • Sales Operations
    • Omnichannel department
    • Brand Activation department
    • GTM managers

    KPIs:

    • Net sales target achievement
    • Sales deductions target achievement
    • Standard margin target achievement
    • DPC targets
    • Budget compliance
    • Brand qualitative share within Customer
    • DSO targets
    • DCC target achievement per respective Strategic Account

    Knowledge, Skills and Abilities:

    • Sales manager with proven track record of successfully managing accounts in large sales organization
    • Proven eCommerce expertise and experience with eCommerce KPIs
    • Natural passion for social media, digital advertising and new technologies will be an additional leverage
    • Be able to work in virtual teams
    • High analytical skills for strategy development, business planning, decision planning
    • Strong interpersonal skills - very good communications and negotiating abilities as well as high presentation and 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. Skills and abilities in other languages are an added plus

    Requisite Education and Experience / Minimum Qualifications:

    • University degree preferably in Business or Economy
    • Functional: > 5 years' experience in sales and digital and / or consulting area
    • Industry: consumer driven, ideally apparel/fashion/shoes or FMCG
    • Proven understanding of Retail and E-commerce performance KPIs
    • Proficiency in Advanced Excel, Power Point and Outlook is required, Microstrategy will be an additional advantage
    • Leadership: ideally people management experience
    • Exposure: sports/fashion/consumer goods
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