Purpose & Overall Relevance for the Organization:

 

Ensure sustainable and profitable market share and net sales growth in one of the Key Accounts in Poland. Driving the positioning of the adidas brand and ensure Business & Digital development of the account, seeking to optimize brand presentation in line with European Brand & Channel strategy.

 

Key Responsibilities:  

Maximize sales & qualitative market share Develop the assigned customer or group of customers by searching new opportunities for growth Proactively search, address, evaluate and service the commercial needs of the customer for adidas including existing and new business opportunities Being the local reference also for the adidas AKA teams to align and support with local expertise for country specific activation and/or expansion plans (together and in close alignment with BD) Support of long-term business planning for the respective accounts, by determining sales, gross-profit plans, implementing business, digital and marketing strategies Analyse consumer demand, category trends and competitor assortment on the account’s platform and identify gaps in current assortment with the aim to drive sell-through across all customer touchpoints in online and offline channels Optimize individual accounts’ profitability Provide the input to the monthly sales forecast process (IBP) for the respective accounts on category level Take responsibility for the analysis of the accounts to spot trends, resolve problems and to correct any procedural errors being made Monitor competitors’ activities within our customers environment and propose win-win action plans to increase market shares Achieve short, mid and long term business targets Continuously improve and develop key sales & digital & customer service processes to provide excellence in service and efficiency in the organization

 

Authorities:

as per the adidas authorization matrix

 

Key Relationships:

Retail partners Other EE sales channels Europe counterparts Account Operations Sales Development Omnichannel department Brand Activation department GTM managers DPC and Digital structures

 

KPIs:

Net sales target achievement Sales deductions target achievement Standard margin target achievement Contribution target achievement DSO targets DPC targets

 

Knowledge, Skills and Abilities:

Sales manager with a proven track record of successfully managing accounts in mid to large sales organization (Key Account Manager, Senior Key Account Manager) Be able to work in virtual teams High analytical skills for strategy development, business planning and decision planning The natural passion for social media, digital advertising and new technologies will be an additional leverage Interpersonal skills - good communications and negotiating abilities as well as relationship management High degree of commercial and business acumen knowledge (e.g. sales, retail, trade marketing, customer service, finance and controlling) Mental flexibility, initiative and determination Fluent in written and spoken local language as well as English.

 

Requisite Education and Experience / Minimum Qualifications: 

University degree preferably in Business Functional: > 3 years’ experience in sales, marketing and / or consulting area Industry: consumer driven, ideally apparel/fashion/shoes or FMCG Leadership: ideally people management experience Exposure: sports/fashion