Manager Sales, Running/HBS Accounts, Poland

Job description

Country: Poland
Job Function: Sales

State / Province: Poland
Position Type: Full time

City / Location: Warsaw
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.

We are currently looking for
Manager Sales, Running/HBS
Accounts, Poland.

Purpose & Overall Relevance for the Organization:

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

Key Responsibilities:

General:

· Maximize market share, sales of all adidas brands with respective customers
· Set objectives, strategies and tactics including translation into action and business plans per channel jointly with Channel head
· Implement state of the art of account management
· Work closely with other departments to develop a winning strategy for increasing market share in his/ her area of responsibility
· Optimize individual accounts’ profitability results
· Implement a long term Commercial Excellence strategy for the Sport Specialty accounts, in line with Channel head
· Monitor and track performance of the Sport Specialty accounts while anticipating and proactively managing trends and changes in performance
· Drive the monthly sales forecast process in line with Channel head for the IBP planning
· Take responsibility for the analysis of the Running and HBS accounts to spot trends, resolve problems and to correct any procedural errors being made
· Measure and report on customers sell through, on adidas/Reebok orderbook, while maximizing sell outs on full price
· 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
· Lead/Participate in any assigned cross functional projects/processes for the respective territory
· Ensure effective cost monitoring and control

Channel Specifics:

· Implement state of art Sport Specialty account management
· Contribute to the yearly and long-term planning for the Sport Specialty accounts, by helping to determine sales, gross-profit plans, implementing marketing strategies, analyzing trends and results
· Translate the CEE commercial strategies and ambitions into functional targets for the Sport Specialty accounts and measure performance on the set KPIs
· Monitor and track performance of the Sport Specialty accounts, while anticipating and proactively managing trends and changes in performance
· To support customers with the proper category knowledge and full product overview
· Embrace, own and develop the Category Captain role within the local team
· To identify, acquire and manage our business with dedicated customer focus
· Detailed overview of key categories (e.g. product, trends, competitors, campaigns)

Key Internal Relationships:

· all defined retail partners
· other CEE 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
· CSD compliance
· Category responsibility targets
· CLICK order intake target
· sell-out data intake and analisis targets
· SPS/EDI onboarding customers targets

Knowledge, Skills and Abilities :

· Sales manager with proven track record of successfully managing accounts in mid to large sales organization
· Ability to work in virtual teams and remote leadership model
· 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 Polish in written and spoken as well as English. Skills and abilities in other language such as Estonian, Lithuanian and Latvian are an added plus
· Advanced sporting goods industry and products knowledge necessary
· High degree of knowledge of both home country and international sport environment including all major disciplines

Requisite Education and Experience / Minimum Qualifications:

· Master degree, preferably in business administration or marketing
· Functional: min. 2 years’ experience in sales, marketing and / or consulting area
· Industry: apparel/footwear, sporting goods