Key Account Manager (Region and Specialist account)

Purpose:

• Leads the Regional and specialist accounts function for adidas, with the primary objective of developing and implementing the Company’s sales strategy and wholesale account plans to achieve sales, margin and contribution objectives.
• Sets ongoing target for assigned channel, achieves distinct targets based on service standards, operational target values and department strategies. Establishes/influence for the new standards which are based on the organizational strategy to achieve short-term and mid-term operational goals.
• Lead and grow B2B business for adidas, interact and manage all key stakeholders both internal (B2B lead in EM) and externals (Existing B2B customers and develop new customers)
• Lead Digital Platform Commerce (DPC) for WHS partners, execute partner program for key partners and support WHS.COM partners for smooth operations. 

Accountabilities:

Functional: 

• Lead accounts towards delivering sales turnover, margins, and contribution whilst managing sales expenses within planned levels.
• Ensure AR collections as per trade terms, DSO objectives and limit bad debts with effective credit management, tracking and credit worthiness of customers.
• Formulate sales development, channel strategies, annual account plans and ensure execution in line with brand and company strategy.
• Develop, negotiate and implement trading terms by customers to drive pay by performance growth, optimizing in-store execution, brand presence, sell-through to represent our brands to consumers according to set standards.
• Build, maintain and enhance the partnership with all the accounts, especially the alliance ones, maintaining effective customer service levels to meet order processing, route and order fulfillment.
• Liaise with Marketing team on merchandising support, timely inflow of stocks to service customers, ensuring, prompt action to liquidate old inventory.
• Provide coaching and guidance to the team in achieving their daily responsibilities and objectives.
• Lead communication internally as well as externally on conflicting / diverging opinions.
• Negotiates internally as well as externally to ensure acceptance for new standards or concepts.
• Evaluate constantly and adapt / enhance existing processes / terms of trade  

Controlling:

• Measure and deliver own team’s KPIs.
• Report on market trends and competitions in the respective accounts / channels.
• Provide realistic business plans / sales forecasts from topline to bottom line, understand how to influence business KPIs performance.

Knowledge:

• Thorough and deep knowledge of theory and organizational practice, with expertise in sales / commercial functions
• Broad management experience across all functional areas of businesses

Professional background/ Experience:

• Functional: Solid experience in Sales/Account Management
• Industry: Sports / Fashion preferable. FMCG modern retail is optional.
• Leadership:  To fit with adidas leadership values.
• Education: University degree in Business with sales/ Commercial focus

IT:

• Outlook: Basic
• Word: Advanced
• Excel: Advanced
• PowerPoint: Advanced

Language skills:

• English: Advanced
• Local Language: Fluent