Director Key Accounts - EMS

Purpose & Overall Relevance for the Organization
•To ensure profitable market share and net sales growth within Key Account - TFG in EM South, while respecting the image of the adidas brands.
•To passionately lead the KAM organisation in identifying, developing, and implementing strategies for the profitable growth of the adidas brands throughout the Key Account Channel.


Key Responsibilities
•To develop and implement the overall strategy for the key account portfolio based on global and Market strategies jointly with the Sales Director and get sign off by the Managing Director.
•To ensure the best possible Net Sales and Margin result by setting clear targets and action points and constant tracking of results, analysis of risks & new business opportunities.
•To ensure the KA organization is applying available adidas standards and best practices in daily work.
•To review, challenge and sign off the Strategic Account Plans and Account Marketing Plans proposed by the KAMs.
•To lead negotiation and enforcement of adidas trade terms with the Sales Director.
•To establish an appropriate organizational framework for the KAM organization jointly with the Sales Director in line with the Global organizational blueprint.
•To staff most suitable persons in direct report positions in alignment with the Director Sales and Director Human Resources.
•To lead the team and foster performance culture within their team. 
•To manage and nurture key relationships with customers.
•To develop, train and retain key talents.
•To manage all reports as an integrated team by setting team objectives, targets and guidelines.
•To ensure smooth cooperation of all direct reports along all interfaces. 
•To measure progress on defined KPIs.
•To monitor all reports.
•To monitor and report on customers and competitors sell-through and activities, and propose/initiate/take actions.   
•To provide realistic plans and forecasts on customers performances.
Key Relationships
•Global: Centre of Excellence (CoE) Wholesale.
•Market: Brands, Customer Service, Sales Coordination, Business Development, HR, Controlling, Planning, Logistics.


Knowledge, Skills and Abilities
•Key Account Manager with proven track record of successfully managing Key Accounts in large sales organizations.
•High analytical skills for strategy development, business planning and decision planning.
•Strong interpersonal skills: Very good communications and negotiating abilities as well as high presentation, relationship management and facilitation skills.
•High degree of commercial and business acumen knowledge (e.g., sales, trade marketing, finance and controlling).
•Strong decision taking and determination and shows high initiative and pragmatism to the business.
•Fluent in written and spoken local language as well as English. Skills and abilities in other language are an added plus.


Requisite Education and Experience / Minimum Qualifications
•University degree in business with Marketing and Sales focus.
•Minimum 8 years of sales experience within large sales organisations, ideally in apparel/fashion/shoes or FMCG of which min 4 years in Sales 
•At least 5 years’ experience of people and operational management 
•Exposure: Sports, Marketing, Supply Chain
•IT skills: Advanced MS Office Skills


adidas celebrates diversity, supports inclusiveness and encourages individual expression in our workplace. We do not tolerate the harassment or discrimination toward any of our applicants or employees. We are an Equal Opportunity Employer.

Job Title:  Director Key Accounts - EMS

Brand:  adidas
Location:  Cape Town
TEAM:  Sales
State:  WC
Country/Region:  ZA
Contract Type:  Full time
Number:  493460
Date:  Jan 23, 2023