Area:                                                          Emerging Markets Central

Department:                                            Wholesale

Direct Reporting Line:                                         Senior Manager Alliance Partners

GSMS Grade:                                            M4

Subsidiary/country:                               GCC, KSA                                                   

Location:                                                   Riyadh, KSA

Purpose & Overall Relevance for the Organisation:

• To drive profitable and sustainable market share growth within assigned Alliance Partners and all targeted product categories and concepts while respecting the adidas Group brand image
• To drive sell through within assigned Alliance Partner area
• To passionately support the KAM organization in identifying, developing and implementing strategies for the profitable growth of the adidas Group Brands

Key Responsibilities:

• To represent the assigned account(s) and category(s) internally as an ‘ambassador’ towards all functions and vice versa and help manage all interfaces
• To Execute the GTM (Go to Market) Strategy for the Alliance Partners and play a major role for the WHS excellence in GCC Markets
• To develop and implement the overall strategy for the account portfolio based on global and Market strategies jointly with the Senior KAM and get sign off from Director KA
• To ensure the KA organization is applying available adidas Group standards and best practices in daily work
• To ensure the best possible Net Sales result by setting clear targets and action points; constant tracking of results; analysis of risks & new business opportunities
• Build Strategic Account Plans and Account Marketing Plans and present to Senior Manager Alliance
• To measure progress on defined KPIs and monitor all reports
• To monitor and report on customers and competitors sell-through and activities, and propose/initiate/take actions
• To manage the account during sell-in meetings (range presentation) in collaboration with Brand and agree on sell-out support to grow the accounts
• To monitor sell-out and the order book continuously and ensure on-time deliveries and proper replenishment; make sure that account marketing activation is linked for better sell-out instore
• To formulate trade investments (TI) and discuss accordingly with the accounts; and frequent tracking of performance against different TI buckets.
• Make recommendations to the Alliance Partner Senior manager and Director on commercial opportunities at Market level on factual analysis, trends and needs
• Sales Data analysis, sell through, product replenishment, comp growth, store by store analysis where relevant
• Adhere to Global standards in collaboration with relevant support functions, customer service, trade marketing, account marketing, visual merchandising, training, and other related activities, and monitor/evaluate established processes to guarantee full compliance
• To visit customers and relevant markets/doors/.Com sites, regularly respecting the store visit checklist/guidelines and conducting the store audits, ensuring continuous improvement of the store/site audit results
• To ensure customer compliance with wholesale agreements

Key Relationships:

• Emerging Markets: Centre of Excellence (CoE) Wholesale
• Market: Business Units, CTC, Customer Service, Sales Coordination, Business Development, Credit Controlling, Planning, and SCM

Authorities:

• Responsible for the commercial success (sales) of assigned accounts
• Responsible for Key Account Minimum Standards i.e. AFB, order process management, financial reporting and KPI monitoring
• Responsible internally as the ‘ambassador’ for assigned accounts

KPI’s

• Net Sales
• Standard Margin
• Profitability 
• OB Conversion
• SWB & MWB
• Range Efficiency
• Sell out
• Market Share

Knowledge, Skills and Abilities:

• Analytics: ability to analyse data to improve strategic decision making and implementation
• Proven experience in Planning, Selling and Negotiating
• Strong communication skills written, oral and presentation
• Strong cross functional experience across marketing and sales
• Strong understanding of the GCC Retail landscape
• Strategy: ability to understand and implement strategy

Requisite Education and Experience / Minimum Qualifications:

• University degree relevant to industry experience
• Minimum 4 years of sales experience within large sales organizations, in sports/ /fashion or FMCG
• Exposure: Sports, Marketing, Supply Chain
• IT skills: Advanced MS Office Skills