To ensure profitable market share and net sales growth of Regional Accounts across EMC, while respecting the image of the adidas brands
To passionately lead the Regional Accounts & B2B organisation in identifying, developing and implementing strategies for the profitable growth of the adidas brands throughout the area of responsibility.
Key Responsibilities:
To develop and implement the overall strategy for the B2B & Regional accounts portfolio based on Market strategy and get sign off by the Senior Sales Director.
To ensure the best possible Net Sales and Margin result by setting clear targets and action points; constant tracking of results; analysis of risks & new business opportunities
To ensure the B2B & RA organization is applying available adidas standards and best practices in daily work
To review, challenge and sign off the Strategic Account Plans and Account Marketing Plans proposed by the Account managers
To lead negotiation and enforcement of adidas trade terms
To establish an appropriate organizational framework for the his/her organization in line with the Global organizational blueprint
Set personal objectives, targets, guidelines and assess all reports.
Ensure all customers are allocated to the correct sales channels.
Continually analyze action plans related to field customers, setting objectives, GTM strategies, tactics, allocating resources and ensure the appropriate framework.
B2B channel part of Regional channel; to develop and grow the business across EMC
Regularly visit and establish key relationships and build knowledge of the respective customers and competitors sell-through and activities, and propose/initiate/take actions .
To staff most suitable persons in direct report positions in alignment with Sr. Sales Director and Director Human Resx`ources
To lead the team and foster performance culture within their team
To manage and nurture key relationships with customers
To develop, train and retain key talents
To manage all reports as an integrated team by setting team objectives, targets and guidelines
To ensure smooth cooperation of all direct reports along all interfaces
To measure progress on defined KPIs
To monitor all reports
To monitor and report on customers and competitors sell-through and activities, and propose/initiate/take actions
To provide realistic plans and forecasts on customers performances
Key Relationships:
Global: Centre of Excellence (CoE) Wholesale / B2B
Account Manager with proven track record of successfully managing Accounts in large sales organizations.
High analytical skills for strategy development, business planning Decision planning
Strong interpersonal skills: Strong leadership skills with proven track record of leading teams, Very good communications and negotiating abilities as well as high presentation, relationship management and facilitation skills
High degree of commercial and business acumen knowledge (e.g. sales, trade marketing, finance and controlling)
Strong decision taking and determination and shows high initiative and pragmatism to the business.
Ability to think strategically, synthesize complex data and develop and implement innovative solutions.
Leading and managing a diverse team (incl. remote management).
Requisite Education and Experience / Minimum Qualifications:
University degree in business with Marketing and Sales focus
Minimum 8 years of sales experience within large sales organisations, ideally in apparel/fashion/shoes or FMCG of which min 4 years in Sales
At least 5 years’ experience of people and operational management
