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Sr. Key Account Manager
Purpose & Overall Relevance for the Organization:
To achieve profitable and sustainable market share growth within assigned key account(s), while respecting adidas group (target) brand image to ensure key account target achievement.
Key Responsibilities:
- To represent the assigned accounts internally as an “ambassador” towards all functions and vice versa and manage all interfaces
- To develop the account strategies, formalization by strategic account plans and get sign–off by the direct superior (STAP & SAP) clearly understanding account consumer profile considering 1P & 3P business.
- Be the primary leader of implementation STAP & SAP and ensure quarterly reviews are properly set
- Design & align commercial conditions (e.g. TTCG, payment terms, returns) & align clear “Rules of the game”
- To sell-in and agree on sell-out support and ensure formalization by specific Account Marketing Plans. Validate & sign off on AMP
- Identify untapped business opportunities
- Negotiate branded spaces & POS visibility
- Set account Priorities for next 18-24 months
- Align seasonal budget w/ customer
- Ensure pre-sales achieves target NS & %SM defining weight on regular/DS order placement.
- Orchestrate quarterly kick off (e.g. delivery confirmation) & align with customer action plan if there are significant deviations on deliveries
- To continue monitoring the sell-out and the order book as well as reliable and cost-efficient supply for the account
- To monitor and report on customers and competitors’ activities and propose/ initiate/ take actions
- To track, report and communicate own KPIs
- Orchestrate operating rhythm (e.g. Battleroom, weekly team & customer meetings)
- Drive strategic projects (e.g. EDI, Partner Program, etools, data analytics))
- Own & track customer P&L
- Support on 1P & 3P conciliation and lead payment plan negotiations if necessary
- Drive visibility & experience at POS
- Support KAMs escalating w/ customer issues
- Seek best practices with regional subcommunities
Leadership
- Lead partnership & relationship with customer
- Lead & develop team members (IDP, Feedback, role model, succession plan)
- To set personal objectives, targets, guidelines and assess all reports
- To develop the functional and social skills of direct reports on and off the job
- To manage all reports as an integrated team by setting team objectives
- To ensure smooth cooperation of all direct reports along all interfaces
- To ensure customer compliance with agreements (i.e. OB guidelines and trade terms)
Knowledge Skills and Abilities:
- Specialist in business or technical skills with detailed knowledge in some areas of work or systems
- Broad & deep knowledge in own functional area, combining theoretical and practical knowledge
Requisite Education and Experience / Minimum Qualifications:
- 7 years
- As manager of Experts 0 – 2 years management experience required
At adidas, we strongly believe that embedding diversity, equity, and inclusion (DEI) into our culture and talent processes gives our employees a sense of belonging and our brand a real competitive advantage.
– Culture Starts With People, It Starts With You –
By recruiting talent and developing our people to reflect the rich diversity of our consumers and communities, we foster a culture of inclusion that engages our employees and authentically connects our brand with our consumers.