Purpose & Overall Relevance for the Organization:

Ensure sustainable and profitable market share and net sales growth for the defined retail partners in the respective clusters/regions through the implementation of the adidas AG brand and distribution strategy in relation to the product categories and defined consumers/target groups.

Key Responsibilities

• Define, develop and implement the short- and long-term commercial strategies within the assigned customer group for adidas in line with the global, european and cluster sales strategy.
• Conclude constructive commercial agreements with defined customers based on current adidas sales and delivery terms and conditions as well as current commerce/e-commerce policies.
• Implementing the Digital Partner Commerce (DPC) strategy and ensuring the achievement of the set digital KPIs.
• Develop strategic account and account marketing plans to achieve growth and brand marketing objectives with defined customers
• Promote adidas brand concepts and ensure market-leading brand presence at POS (on- and off-line, in-store and on-site communication)
• Establish professional and personal contacts with key decision makers of key accounts with the aim of establishing adidas as a 'preferred supplier'.
• Professional and brand-oriented management of the sell-in process and sell-out support
• Ensure continuous controlling and order management as well as cost-efficient and reliable demand planning and on-time delivery through cross-departmental coordination and cooperation (Account Operations, Customer Fulfilment, Finance).
• Ensure excellent forecasting and planning for the business of the defined customer group
• Sell-out analysis and executive KPI reporting to senior management
• Initiate analysis and research on customers, competitors and market developments
• Continuously challenge the status quo and drive creative and new ideas to improve adidas' performance in the respective cluster
• Independently design and implement defined projects in close collaboration with Europe / Global
• Continuous learning and development of own skills within the Learning & Development opportunities offered by adidas

People Management:

• Managing all direct reports as an integrated team by setting targets, goals and guiding principles for the team.
• Creating a high-performance culture and managing the career and succession planning of key talents
• Inspiring, leading and fostering a performance culture within the team
• Ensure cooperation and collaboration between all staff and departments
• Developing Direct Reports' core functional and interpersonal competencies through regular coaching and mentoring
• Provide leadership based on the Leadership Framework and Brand Values
• Continuously assessing employees through the official adidas Performance Management process
• Ensure succession plans for all relevant positions within own team
• Continuous development and support of defined talents in the team

Authorities:

• according to the current signature policy

KPIs:

• Market share within the defined account group and the main categories
• Target achievement for turnover, trade terms and profit contribution
• Days Sales Outstanding targets
• Trade Investment Compliance
• Customer Range Segmentation & Distribution Compliance

Key Relationships:

Internally:

• VP Sales/ Senior Directors Sales

• Management team Central Europe
• Head of Sales Coordination Central Europe
• Brand Activation Directors und CTC Directors Central Europe
• Sales Strategy and Development Team Europe
• Cluster CtC Teams & Customer Service
• Global Channel Management
• International / National Buying Group Teams
• DPC Europe/Global

Externally:

• CEOs, Managing Directors / Board members
• Head of Purchasing (CPOs) / Head of Purchasing
• Head of Marketing (CMOs) / Marketing departments
• Head of Sales (CSOs) / Sales department
• Interactions with Business Development, Logistics / Operations, Finance

Knowledge, Skills and Abilities:

• Proven track record in managing mid-sized sales teams
• Proven leadership and management skills
• Strong commercial knowledge and business acumen
• Negotiation skills, confident demeanor and (re-)presentation skills
• Strong strategic, analytical and operational skills
• Proven advanced strategic and conceptual management skills
• Proven methodological skills (e.g., business planning, strategy development)
• Digital mindset with strong eCommerce knowledge and digital expertise
• Very good knowledge of the adidas business and extensive industry experience
• Excellent team player with proven ability to work cross-functionally to achieve goals and objectives
• Ability to influence partners in other functional groups to build consensus and mutual understanding
• Strong networking and interpersonal skills
• Strong interpersonal skills (e.g. communication, negotiation skills)
• Mental flexibility, initiative and determination
• Advanced knowledge of MS Office (including Outlook, Word, Excel, PowerPoint)
• Fluency in written and spoken English & German is a basic requirement.

Requisite Education and Experience / Minimum Qualifications: 

• Degree in business administration or similar field with focus on sales/marketing
• 8-10 years of experience in sales
• At least 2-5 years of management experience
• Strong people management skills and proven commercial track record
• Cross-functional experience, ideally in the area of marketing/sales/finance/operations
• Experience in the sporting goods/retail/consumer goods industry