SENIOR SALES SPECIALIST – KEY ACCOUNTS GCC

15/03/2024
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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 ensure effective and efficient negotiation and implementation of action plans covering:
  • understand trade- terms and conditions leading to price adjustment.
  • understand and respect segmentation to comply with product distribution.
  • ensure pre- and re-order buying.
  • account marketing activities w/Marketing
  • ensure reliable responsiveness for requests and complaints of the Customers.
  • Support in Execution of the GTM (Go to Market) Strategy
  • Sales Data analysis, sell through, product replenishment, comp growth, store by store analysis where relevant.
  • Conduct shop visit and ensure that the point of sales comply with adidas guideline & standard.
  • Develop and maintain personal relationships with key decision takers.
  • Elaborate innovative sales concepts and solutions.
  • Monitor and report on customers and competitor’s activities and propose/initiate/take actions.  
  • Ensure customer compliance with wholesale agreements/Contracts.

Authorities:

  • Responsible for the commercial success (sales) of assigned Key account.
  • Responsible internally as the ‘ambassador’ for assigned accounts.

Key Relationships:

  • Buyers (across brands), All Sales, Trade Marketing, Customer Service, Credit Management, Finance, Supply Chain Management.

KPI’s

  • Net Sales
  • Standard Margin
  • RFC
  • Profitability
  • OB Conversion
  • Stock Turn
  • Market share
  • DSO
  • Sell out

Knowledge, Skills, and Abilities:

  • Proven experience in Planning, Selling and Negotiating
  • Strong communication skills written, oral and presentation.
  • Strong industry knowledge, across divisions of footwear, apparel, and accessories/equipment
  • Strong cross functional experience in sales
  • In depth understanding of local markets’ consumers, accounts, and commercial needs
  • Strategy: ability to implement strategy
  • Analytics: ability to analyse data to improve own KPIs

Requisite Education and Experience / Minimum Qualifications:

  • University degree relevant to industry experience
  • Minimum of 3 years’ experience in sales field.
  • Proven experience within a Key Account Selling Environment
  • Sports related subject or relevant industry experience

IT Skills:

  • Outlook: Advanced
  • Word: Advanced
  • Excel: Basic Advanced
  • Power point: Basic Advanced
  • Software tools: Basic

Language Skills:

  • English: Fluent
Area
Dubai