Director Regional Accounts & B2B Sales EMC & Sales UKR

Purpose & Overall Relevance for the Organization:

• 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
• Market: Brands, Customer Service, Sales Coordination, Business Development, HR, Controlling, Planning, Logistics.

Knowledge, Skills and Abilities:

• 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
• Exposure: Sports, Marketing, Supply Chain
• IT skills: Advanced  MS Office Skills