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Director Key Accounts
Adidas Group
Cham, , China
Job Details - this job has expired, please see similar jobs below
Purpose & Overall Relevance for the Organization:
As a Director Key Accounts International Buying Groups you manage and drive a healthy and sustainable business with the assigned accounts by driving profitable and sustainable market share growth through advanced Business Plans. You also manage and drive the business analysis and business planning by managing the financial process with your team. In addition you work in close cooperation with the Concept-to-Consumer team that is responsible to create brand heat at assigned accounts and to create and execute best-in-class consumer activation plans.
Budget Responsibilities:
• Net sales of assigned key accounts
• Sales working budget
• Receivables
Key Responsibilities:
Functional:
• Manage and drive the international business of brand adidas at INTERSPORT, SPORT2000 and THE ATHLETES FOOT
• Ensure development of the account strategies, formalization by Strategic Account and Seasonal Account Plans and get sign-off by Superior
• Steer, drive and collaborate a network of Cluster KAM teams towards implementation of the international account strategic framework across sales and marketing
• Create brand and account vision, seasonal pitch scenarios as well as marketing and sales concepts for sell-in/ -out of multi-year international sales and marketing campaigns with objective to create brand heat and demand at >1.500 retail doors across >30 markets worldwide
• Lead international sell-in meetings, create seasonal product assortments and go-to-market plans.
• Manage and drive business analysis and business planning by managing the financial process with the team
• Monitor and report on customer and competitor activity and propose/initiate/take actions
• Ensure continuous monitoring of sell-out and the order book as well as reliable and cost efficient supply
• Responsible for account marketing and sales working budgets of brand adidas
• Ensure customer compliance with adidas Group contracts and terms
• Manage team of 4 (Sr.) Key Account Managers
• Represent assigned accounts internally as ambassador towards sales and marketing communities on global and local level, managed all interfaces
Personnel:
• Manage a team of 4 (Sr.) Key Account Managers by setting team objectives, targets and guidelines and lead national Key Account teams in a matrix organization
• Develop the functional and core skill of direct reports on and off the job through regular 1-2-1’s coaching and mentoring
• Ensure smooth cooperation of all direct reports along all interfaces
Controlling:
• Measure progress on own KPIs
• Report to all superiors along guidelines (KAM standard reports) and monitor all reports
• Monitor and report on customers and competitors activities and propose/initiate/take actions
• Provide realistic plans and forecasts on customer performance and ensure customer compliance with agreements
KPI’s:
• Market share and Net Sales within accounts
• Range efficiency
• SWB compliance and efficiency of account specific investments
• Account satisfaction and contractual agreements followed
Key Interfaces:
Global/Region: Business Units, Concept-to Consumer, Sales Development, European Key Accounts
Local/Country: Sales organizations, especially the KAM network managing the local entities of the buying groups
Knowledge, Skills and Abilities:
• University degree in business with sales (and marketing) focus
• Proven experience (> 6-7 years) within a Key Account selling environment
• Ability to develop and implement strategy
• Ability to analyse data and improve strategic decision making and implementation
• Proven leadership experience via people management and/or mentoring and coaching
• Strong communication skills: written and oral
• Excellent presentation skills
• Strong industry knowledge across footwear, apparel and accessories or FMCG background
• Advanced in MS Office (Outlook, Word, Excel, PowerPoint, other)
• Very good command of English both written and spoken. Other European language is a plus.
• Passion for Sport