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Manager Institutional Sales

Key Accounts Manager- B2B-Corporate

 

Position

Organizational Unit:                                              Market India

Department:                                                           Sales

Subsidiary/country:                                              India

Direct Reporting Line to:                                     Key Accounts – Manager Corporate-B2B

Indirect/secondary reporting line:                    NA

Key interfaces in Global:                                     NA

Key interfaces in Market:                                    Sales, Retail, SCM

Location:                                                                 Gurgaon, India                           

GSMS Grade:                                                          M4

Personnel Responsibility:                                   YES

Budget Responsibility:                                         Sell -In & Sell out from CPC-B2B Channel partner accounts to

                                                                               enable Net Sales growth

 

 

Purpose/Mission

This role will be responsible for driving Sell In and sell outs from assigned B2B channel (Corporate & Q Commerce Platform), increase Market share for the brand, Relationship with front-end teams, Government organizations, Partner store teams & their stakeholders. Strong relationship management with Corporates and leads of Marcom, HR and Procurement. Further the incumbent will lead the Planning + execution of business right which will include product listing, price restructuring, forecasting of product and business, ensure efficient planning + executing In-season priorities at the Point of Sale including VM and optimal representation of the brand as per guidelines. The role will also be accountable for maintaining & periodic reporting of sell in & sell out data in prescribed formats, building growth oriented monthly/annual sell out plans, providing vital market & consumer intelligence and improve overall quality of business and brand representation among corporates.

 

Key Responsibilities

Functional:

  • Responsible for achieving assigned sales quota (Sell -in) on a periodic basis (Daily, Weekly, Monthly, Quarterly & Annually) and driving the performance of the overall Ops team of the partner.
  • Track, drive & report to relevant internal stakeholders on brand market share, competitive initiatives, partner initiatives at stores & qualitative consumer insights
  • Develop and execute strategies with internal stakeholders – Channel Head to deliver seasonal priorities and drive best representation at various PoS..
  • Drive new business opportunity via large corporates from time to time directly.
  • Drive strong relationships with corporate hierarchy with Marcom, HR and Procurement leads
  • Front-end ops team of the partner to enable high sell-in and sellout.
  • Periodically report, as per prescribed formats and requirements, sell-in & sell out performance to internal stakeholders. Create and execute a review mechanism.
  • Plan & execute along with internal stakeholders and Ops team members on periodic front-end staff training as required each season basis the training calendar
  • Ensure strong forecasting of sell out performance and periodically review the performance with external partners and internal stake holders.
  • Provide inputs and insights to Channel Head on consumer/customer, competition, and product performance.
  • Ensure weekly & monthly priority alignments with stake holders to optimize sales performance of the account.
  • Ensure adherence of all front-end team members to the policies and norms of the brand as laid out.

 

Controlling.

  • To measure progress on set KPIs.
  • To measure progress of team members against set KPIs
  • To report to all superiors
  • To monitor all reports
  • To monitor and report on customers and competitors initiatives, and propose/execute actions  
  • To provide realistic plans and forecasts on sell In and sellout performances

 

Professional background:

  • Functional: > 8 to 15 years’ experience in sales, exposure to manage big partners in Government Corporate/ schools/HORECA
  • Industry: ideally in apparel/fashion/shoes, FMCG or FMCD
  • Leadership: 1-2 years
  • Exposure: Sports, Sales, retail and exposure to government business.

 

IT and Language skills

  • Outlook: basic
  • Word: advanced
  • Excel:  advanced
  • PowerPoint: advanced
  • English: advanced
  • Local language: Fluent

 

Educational Background:

  • MBA in business / Marketing and sales focus

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  • OWNERSHIP: Pick up the ball. Be proactive, take responsibility and follow-through.
  • INNOVATION: Elevate to win. Be curious, test and learn new and better ways of doing things.
  • TEAMPLAY: Win together. Work collaboratively and cultivate a shared mindset.
  • INTEGRITY: Play by the rules. Hold yourself and others accountable to our company’s standards.
  • RESPECT: Value all players. Display empathy, be inclusive and show dignity to all.

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:  Manager Institutional Sales

Brand: 
Location:  Gurgaon
TEAM:  Sales
State:  HR
Country/Region:  IN
Contract Type:  Full time
Number:  521808
Date:  Feb 7, 2025
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