Purpose & Overall Relevance for the Organization:

• To ensure profitable market share and net sales growth within the Pure Players in India while respecting the image of the adidas Group brands
• Support the growth of the digital wholesale channel, accountable for improving financial performance of your winning digital accounts
• Show clear “expertise in the digital space”, and support the required initiatives and capabilities to “win the digital marketplace” with increased sell through and market share across all online channels and accounts (pure player, e-Marketplaces) with a focus on key digital players across India.
• Support the India Digital Partner Commerce (DPC) organization, by providing oversight and functional excellence through people leadership across the Partner program business trading, catalog & settlement operations functions.

Functional Mandate:  

The Sr. Manager, DPC Partner Program partners with the Director, DPC by providing leadership and oversight of the Partner program trading, cataloging & settlement operations functions. He /she helps drive overall channel net sales goals aligned with partners through relentless execution of brand and channel priorities through enhanced levels of engagement with DPC partners and internal stakeholders at adidas.  

Key Responsibilities:

• Business Planning & Trading

• Developing annual business plan for the Partner Program (Marketplace), covering topline and bottom line objectives
• Aligning Joint Business Plans with DPC partners (Ex: Amazon, Myntra, Flipkart etc) to grow Net Sales and Share on partner platform for your brand
• Drive Partner Program Net Sales – Ensure monthly Net Sales achievement against the plan
• Owning the Partner Program P&L, ensuring the delivery against agreed KPIs at the same time driving efficiency by optimizing Mark Down, reducing customer returns and managing overhead costs
• Work closely with the platform and the digital marketing team to ensure activation of brand priorities on platform at the same time delivering optimal returns of marketing campaigns on platform
• Work closely with the merchandising teams to ensure adequate stock coverage to hit the net sales plan.

• Cataloging & Settlement Operations

• Provide oversight on Partner Program catalog operations team to ensure on-time product listing for the entire product catalog as per agreed segmentation and seasonal timelines
• Ensure end-to-end readiness for on-time go-live of brand campaigns on platforms
• Work closely with finance team to ensure timely provisions and reconciliation for accurate P&L forecasting for the business.

Key Relationships & Collaborations:  

• E-com, DPC Account teams
• Brand Activation teams
• Finance team
• Merchandising & CTC team

• DPC Partners

Knowledge, Skills and Abilities:

• A Growth and a Digital mindset with a good understanding of E-commerce growth levers
• Demonstrated success in Key Account management with proven track record of successfully managing large accounts preferably in the Sporting Goods or Fashion industry
• Broad and deep functional knowledge in Sales (eCommerce, operational, financial and processes), with some exposure to digital consumer experience

• Strong interpersonal skills: Very good communication and negotiating abilities as well as high presentation, relationship management and facilitation skills
• High degree of commercial and business acumen knowledge (e.g. sales, retail, trade marketing, customer service, finance and controlling)
• Zoom In / Zoom Out: Ability to work through the minute details and at the same time keep overarching company goals in mind.
• Data Analysis & Interpretation: Comfort with data and ability to interpret what it says
• Proven track record of delivering against sales targets.

Requisite Education and Experience / Minimum Qualifications:

• Tertiary qualification in business with marketing and sales focus
• Minimum 10+ years of sales / account management experience within large sales organisations, ideally in apparel/fashion/shoes or FMCG / Durables /Telecom
• Minimum 5 yrs experience in people management role
• Prior experience in digital roles preferred
• IT skills: Advanced MS Office Skills – Excel, Power-point, Word