Senior Manager Regional Accounts - GCC, LENA & KSA
Purpose & Overall Relevance for the Organisation:
• To drive profitable and sustainable market share growth within the assigned Key Accounts whilst optimizing our digital KPI’s and respecting the adidas Group brand image.
• Manage relationship with assigned Regional accounts and Sport Specialist
• Support and drive strategic category plans and drive sell-out within assigned Accounts in GCC & LENA marketplace.
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 Strategy for Regional & SS Accounts and play a major role for the WHS excellence in GCC & LENA Markets
• To understand the assigned accounts and categories and document this by Account Fact Books
• To fulfil planned sales growth and sqm growth (share of voice) within the multi-branded environment
• To support Senior Management in setting budgets & forecasts for customers, create business plans, and develop account strategies for achieving brand objectives
• 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 develop ways to improve the customers turnover
• To formulate trade investments (TI) and discuss accordingly with respective accounts, and frequent tracking of performance against different TI buckets.
• To measure progress on own KPIs
• To monitor and report on customers and competitors’ activities and propose/initiate/take actions
• To provide realistic plans and forecasts on customer performance
• Make recommendations to the RA Account Director on commercial opportunities at Market level on factual analysis, trends and needs.
• Manage and track inventory levels within RA & SS accounts
• Create and drive a high-performance culture across the Market by setting clear expectations and targets analysing partners’ performance and giving appropriate and prompt feedback.
• 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 regularly respecting the store visit checklist/guidelines and conducting the store audits, ensuring continuous improvement of the store audit results
• To ensure customer compliance with wholesale agreements
Purpose & Overall Relevance for the Organization:
To ensure a strong/leading brand positioning in GCC & LENA and net sales growth with accounts while respecting the image of the adidas brands
KPI’s
• Net Sales
• Standard Margin
• Profitability
• OB Conversion
• SWB & MWB
• Range Efficiency
• Sell out
Knowledge, Skills and Abilities:
• Proven experience in Planning, Selling and Negotiating
• Strong communication skills: written, oral and presentation
• Strong industry knowledge, Retail/Wholesale.
• Strong cross functional experience across marketing and sales
• In depth understanding of local markets’ consumers, accounts, economic environment and commercial needs
• Strategy: ability to understand and implement strategy
• Analytics: ability to analyse data to improve strategic decision making and implementation
• People management skills to lead a team and ability to create a positive high-performance culture.
• Highly proficient on Microsoft Office tools, with emphasis on Excel, PowerPoint.
Requisite Education and Experience / Minimum Qualifications:
• 5-8 years’ experience within Account Management/Selling Environment
• University Degree subject or relevant to industry experience
• Proven sales experience ideally within the sport / retail sector
AT ADIDAS WE HAVE A WINNING CULTURE. BUT TO WIN, PHYSICAL POWER IS NOT ENOUGH. JUST LIKE ATHLETES OUR EMPLOYEES NEED MENTAL STRENGTH IN THEIR GAME. WE FOSTER THE ATHLETE’S MINDSET THROUGH A SET OF BEHAVIORS THAT WE WANT TO ENABLE AND DEVELOP IN OUR PEOPLE AND THAT ARE AT THE CORE OF OUR UNIQUE COMPANY CULTURE: THIS IS HOW WE WIN WHILE PLAYING FAIR.
COURAGE: Speak up when you see an opportunity; step up when you see a need..
OWNERSHIP: Pick up the ball. Be proactive, take responsibility and follow-through.
INNOVATION: Elevate to win. Be curious, test and learn new and better ways of doing things.
TEAMPLAY: Win together. Work collaboratively and cultivate a shared mindset.
INTEGRITY: Play by the rules. Hold yourself and others accountable to our company’s standards.
RESPECT: Value all players. Display empathy, be inclusive and show dignity to all.
adidas celebrates diversity, supports inclusiveness and encourages individual expression in our workplace. We do not tolerate the harassment or discrimination toward any of our applicants or employees. We are an Equal Opportunity Employer.
Job Title: Senior Manager Regional Accounts - GCC, LENA & KSA Location: Dubai
