Purpose & Overall Relevance for the Organization:
Support the Global Key Account Sales organizations in achieving profitable market share growth jointly with Sales Development satellite teams by building up and maintaining sustainable long-term growth strategies of both brands (adidas and Reebok). Support with the implementation and monitor the progress of Global Sales projects and initiatives.
Key Responsibilities:
* Global sales responsibility for 1 or 2 of the major X border KAs that cover the major markets and are circa Eur 500m+ in sales.
* X-Border management of Top Key accounts:
o Support Top KA across each of their markets
o Work closely with market sales teams to drive commercial success in Top KA
o Ensure clear and fast collaboration to support KA development within adidas
o Define required processes to support expansion and operationalize for global/local teams
* Identify Key Business/Growth Drivers (KBD) of the assigned account and develop projects and activities in partnership with markets KA teams to grow/maximize our business, and to maintain and improve a profitable relationship with the accounts
* Gather and share best practices across the markets and turn it into industry-leading sales tools working closely with the markets and Sales Development; make the Best-in-Class (BIC) KA tools always available for the markets
* Ensure a constant communication flow about status of KA tools (e.g. Global KA Reporting, KA Playbook), Global WHS Key Account Management projects as well as KA gameplans or support plans to the main stakeholders, ie, market KA teams, KAM team/leadership, SVP Global WHS
* Own and drive across the global top KA a key initiative with the KAM team, ie, speed, cities, etc. Own and drive/support the implementation of the high number of Global Sales projects, measure results and lead and steer update development upon market needs and Senior Management feedback in the ever-changing environment (e.g. a new approach of sell out analysis, global key account management)
* Provide and demonstrate expertise in key forums as required (e.g. Global WHS meetings, WHS Leadership meetings, KA meetings, T2T meetings, WHS Operations sessions)
* Monitor analyze and report on the assigned Key Account on a regular basis to pro-actively manage all business KPIs linked to adidas Global Top Key Accounts
* Create presentations for larger-scale projects and coordinate core team communication, senior management communication and key milestone meetings
* Monitor the implementation of the high number of Global Sales projects, measure results and lead and steer update development upon market needs and Senior Management feedback in the ever-changing environment (e.g. a new approach of sell out analysis, global key account management)
* Work closely with market / account sales teams to drive commercial success in the specified Top KA
Authorities:
* n/a
Key Relationships:
* Global: Global WHS KA Functions, WHS Sales Development, Global GTM Function, (BU / CtC), Retail / eCom, DPC
* Markets: Sales Directors, Heads of KA, Business Dev.,
Knowledge, Skills and Abilities:
* Sales Manager with proven track record of success in a global key account environment
* Strong interpersonal skills (e.g. communication, negotiation)
* Proven methodological skills (e.g. business planning, strategic development, project ownership experience)
* Broad and deep functional skills in international global key account environment
* High degree of commercial and business acumen knowledge
* Extensive knowledge of the adidas / Reebok business along with company experience
* Mental flexibility, initiative and determination
* Fluent in written and spoken English is a must. Skills and abilities in another language are a benefit
Requisite Education and Experience / Minimum Qualifications:
* Degree in business administration with focus on Sales/Marketing
* Business: minimum 2 years
* Functional: minimum 2+ years’ experience in global sales, ideally in the sporting goods industry
* Cross-functional experience ideally with marketing / sales / finance
* Industry: sporting goods / retail / consumer goods