KA Sales Manager CZ

Job description

Country: Czech Republic
Job Function: Sales

State / Province: Czech Republic
Position Type: Full time

City / Location: Prague
Brand: adidas

Relocation:

Somewhere, in one of our workshops right now, the future is taking shape. We are constantly working to redefine the way clothing and footwear transforms the pitch, court or course. This is what drives us: the feeling of discovery and the urge to innovate. When we create a product that makes our hearts beat faster, we know we’re onto something.

If this sounds inspiring, you might be one of us: Someone who loves to create the present, as well as shape the future. There’s a reason adidas has been at the forefront of defining sport for more than 60 years: We never stand still. Everyday, we work to improve everything we create.

At adidas, interesting, amazing and inspiring aren’t just ideas. They are what we do every single day.

Purpose & Overall Relevance for the Organization:

Ensure sustainable and profitable market share and net sales growth in the Key Account channel while driving the positioning of all adidas brands by Wholesale distribution channels in line with the Western Europe Brand & Channel strategies.

Key Responsibilities:

· Maximize market share, sales of all adidas brands with respective customers
· Set objectives, strategies and tactics including translation into action and business plans per account jointly with Head of KA´s
· Work closely with other departments to develop a winning strategy for increasing market share across the EE countries
· Optimize individual accounts’ profitability results
· Implement a long term Commercial Excellence strategy for the Key Accounts of responsibility, in line with Head of KA´s
· Monitor and track performance of the Key Accounts while anticipating and proactively managing trends and changes in performance
· Drive the monthly sales forecast process in line with Head of KA´s for the IBP planning for respective category
· Take responsibility for the analysis of the Key Accounts 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 & customer service processes to provide excellence in service and efficiency in the organization
· Take part in cross functional projects/processes in EE
· Implement state of the art of Key Account Management
· Collaborate with Brand Activation to ensure our brands’ presentation in key doors is in line with the brand strategy
· Be key stakeholder of respective Key Account internally and externally with regards to resources allocation, ensure effective and efficient negotiations with Key Account
· Implementation and tracking of action plan for execution covering:
· range differentiation and ABOs seasonal plan in cooperation with CtC and ensure pre- and re-order buying
· responsiveness for requests and complaints of Key Accounts
· measure and report on customers sell through, on adidas/Reebok orderbook, while maximizing sell outs on full price
· regular update of AFB´s and StAP´s for respective Key Account

Authorities:

· as per the adidas authorization matrix

Key Relationships:

· all defined retail partners
· other EE Sales channels
· WE counterparts
· Customer Service
· Sales Operations
· Omnichannel department
· Brand Activation department
· CtC managers

KPIs:

· Net sales target achievement
· Sales deductions target achievement
· Standard margin target achievement
· Contribution target achievement
· Budget compliance
· DSO targets
· DCC target achievement per respective Key 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
· High analytical skills for strategy development, business planning decision planning
· Strong interpersonal skills - very good communications and negotiating abilities as well as high presentation and 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:

· Secondary school education
· Functional: > 3 years’ experience in sales, marketing and / or consulting area
· Industry: consumer driven, ideally apparel/fashion/shoes or FMCG
· Leadership: (none)
· Exposure: sports/fashion