Manager Sales, Football Strategic Accounts

  • Adidas
  • Warsaw, Poland
  • 21 Jun, 2022
Full time Business & Commercial Leadership & Management Products & Apparel Sales

Job Description

MANAGER SALES, FOOTBALL STRATEGIC ACCOUNTS

 

Responsibilities:  

  • Maximize and/or Optimize market share with respective customer
  • Support of long term SBP planning (KA PLAN) for respective Strategic account, by determining sales, gross-profit plans, implementing business, digital and marketing strategies
  • Analyze consumer demand, category trends and competitor assortment on account’s platform and identify gaps in current assortment with aim to drive sell-through across all customer touchpoints, be it online or offline
  • Optimize individual accounts’ profitability result for respective account
  • Together with Digital Manager implement key digital acceleration initiatives to drive sell-through across all URLs of digital webshop(s) and apps to achieve DJBP
  • Monitor and track performance of Strategic Account while anticipating and proactively managing trends and changes in performance
  • Provide the input to monthly sales forecast process (IBP) for respective account on category level
  • Take responsibility for the analysis of the Strategic account in order 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
  • To 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

 

  • Implementation and tracking of action plan for execution covering:
  • cross category assortment and seasonal plan in cooperation with GTM and ensure pre- and re-order buying
  • focus on the consumer while evaluating how our current GTM approach can be optimized to drive mutual benefits & increased efficiencies
  • responsiveness for requests and complaints of  Strategic Accounts
  • maximizing sell out on full price

 

Authorities:

  • as per the adidas authorization matrix

 

 

Key Relationships:

  • Strategic Accounts counterparts
  • AKA / Europe counterparts
  • Digital Partners Commerce channel & Digital managers
  • Customer Service
  • Sales Operations
  • Omnichannel department
  • Brand Activation department
  • GTM managers

 

KPIs:

  • Net sales target achievement
  • Sales deductions target achievement
  • Standard margin target achievement
  • Contribution target achievement
  • DPC targets
  • Brand qualitative share within Customer
  • DSO targets
  • DCC target achievement per respective  Strategic Account

 

 

Knowledge, Skills and Abilities:

 

  • Sales manager with proven track record of successfully managing accounts in mid to large sales organization
  • Be able to work in virtual teams
  • Analytical skills for strategy development, business planning decision planning
  • 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. Skills and abilities in other languages are an added plus

 

Requisite Education and Experience / Minimum Qualifications: 

 

  • University degree preferably in Business or Economy
  • Functional: > 3 years’ experience in sales, marketing and / or consulting area
  • Industry: consumer driven, ideally work experience in Football industry (buying / sales / marketing / players management)
  • Proven understanding of E-commerce performance KPIs
  • Proficiency in Advanced Excel, Power Point and Outlook is required
  • Exposure: sports/fashion/consumer goods