MANAGER KEY ACCOUNTS – GCC

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Job Description

Purpose & Overall Relevance for the Organisation:

  • To drive profitable and sustainable market share growth within assigned Key Accounts and all targeted product categories and concepts while respecting the adidas Group brand image
  • To drive sell through within Key Accounts
  • To passionately support the KAM organization in identifying, developing and implementing strategies for the profitable growth of the adidas Group Brands

Key Responsibilities:

  • To represent the assigned account(s) and category(s) internally as an ‘ambassador’ towards all functions and vice versa and help manage all interfaces
  • To Execute the GTM (Go to Market) Strategy for Key Accounts and play a major role for the WHS excellence in GCC Markets
  • To develop and implement the overall strategy for the key account portfolio based on global and Market strategies jointly with the Senior KAM and get sign off from Director KA
  • To ensure the KA organization is applying available adidas Group standards and best practices in daily work
  • To ensure the best possible Net Sales result by setting clear targets and action points; constant tracking of results; analysis of risks & new business opportunities
  • Build Strategic Account Plans and Account Marketing Plans and present to Director KA
  • To measure progress on defined KPIs and monitor all reports
  • To monitor and report on customers and competitors sell-through and activities, and propose/initiate/take actions
  • To manage the account during sell-in meetings (range presentation) in collaboration with Brand and agree on sell-out support to grow the accounts
  • To monitor sell-out and the order book continuously and ensure on-time deliveries and proper replenishment; make sure that account marketing activation is linked for better sell-out instore
  • To formulate trade investments (TI) and discuss accordingly with the key accounts; and frequent tracking of performance against different TI buckets.
  • Make recommendations to the Key Account Director on commercial opportunities at Market level on factual analysis, trends and needs
  • Sales Data analysis, sell through, product replenishment, comp growth, store by store analysis where relevant
  • Adhere to Global standards in collaboration with relevant support functions, customer service, trade marketing, account marketing, visual merchandising, training, and other related activities, and monitor/evaluate established processes to guarantee full compliance
  • To visit customers and relevant markets/doors/.Com sites, regularly respecting the store visit checklist/guidelines and conducting the store audits, ensuring continuous improvement of the store/site audit results
  • To ensure customer compliance with wholesale agreements

Key Relationships:

  • Emerging Markets: Centre of Excellence (CoE) Wholesale
  • Market: Business Units, CTC, Customer Service, Sales Coordination, Business Development, Credit Controlling, Planning, and SCM

Authorities:

  • Responsible for the commercial success (sales) of assigned Key account
  • Responsible for Key Account Minimum Standards i.e. AFB, order process management, financial reporting and KPI monitoring
  • Responsible internally as the ‘ambassador’ for assigned accounts

KPI’s

  • Net Sales
  • Standard Margin
  • Profitability 
  • OB Conversion
  • SWB & MWB
  • Range Efficiency
  • Sell out

Knowledge, Skills and Abilities:

  • Analytics: ability to analyse data to improve strategic decision making and implementation
  • Proven experience in Planning, Selling and Negotiating
  • Strong communication skills: written, oral and presentation
  • Strong cross functional experience across marketing and sales
  • Strong understanding of the GCC Retail landscape
  • Strategy: ability to understand and implement strategy

Requisite Education and Experience / Minimum Qualifications:

  • University degree relevant to industry experience
  • Minimum 4 years of sales experience within large sales organizations, in sports/ /fashion or FMCG
  • Exposure: Sports, Marketing, Supply Chain
  • IT skills: Advanced MS Office Skills
Area
Dubai