Manager Sales (KA & DPC)

ABOUT THE JOB

Key Responsibilities:

• To understand and represent the assigned account(s) and category(s) internally as an ‘ambassador’ towards all functions and vice versa and help manage all interfaces including maintaining trustful relationships with KAs & Pure players.
• To support the development of account strategies, formalising them by Strategic Account Plans for gaining additional sqm at wholesale channels and get sign-off by the Sr. Sales Manager and Sales Director.
• To manage sell-in as per targets agreed with Sr. Sales Manager and in line with set budgets and agree on sell-out support and formalise this by Account Marketing Plans jointly with the Sr. Sales Manager, Sales Director and Brand Team for both brands.
• To monitor sell-out and the order book continuously and ensure related commercial support.
• To support negotiation and enforcement of adidas trade terms.
• To measure progress on own KPIs by getting valuable information from clients.
• To report to the Sr. Sales Manager established guidelines (KAM & Pure players standard reports).
• To monitor and report on customers and competitor’s activities and propose/initiate/take actions.
• To provide realistic plans and forecasts on customer performance based on above KPIs.
• To ensure customer compliance with agreements (either locally or regionally)
• To support KA & WHS.com objectives, strategies and tactics including translation into action and business plans based on a solid fact base on defined KA & DPC along clearly defined guidelines jointly with the Sr. Sales Manager/Sr. Sales Director.
• To effectively and efficiently specify, implement and track action plan execution covering:

• Price adjustments, terms and conditions.
• Range and finalization with Brand Team, Sr. Sales Manager, Sales Director & DTC.
• Account marketing activities with Brand Marketing Managers.

• To start building and maintaining personal relationships with key accounts & DPC creating a trusting and sustainable foundation
• To lead, train & coach Key Account specialist on implementing best practice through CoE and managing a successful relationship with KAs.
• To make sure DPC partners are abiding by all brand representation and pre-requisite as per the Global/Local matrix.
  
  Authorities:

• Responsible for the commercial success (sales) of assigned Key account and category
• Responsible internally as the ‘ambassador’ for Key Accounts & DPC.
  
  Key Relationships:

• Global: Centre of Excellence (CoE) Wholesale
• Buyers (across brands), All Sales, Trade Marketing, Brand Marketing, Customer Service, Credit Management, Finance, Supply Chain Management.

KPI’s

• Net Sales
• Standard Margin
• Profitability (DCC & PPU)
• SOB
• OB Conversion
• SWB & MWB
• Stock Turn
• Market share.
• DSO;
  
  Knowledge, Skills and Abilities:

• Proven experience in Planning, Selling and Negotiating
• Strong communication skills written, oral and presentation
• Strong industry knowledge, across divisions of footwear, apparel and accessories/equipment
• Strong cross functional experience across marketing and sales
• In depth understanding of local markets’ consumers, accounts, economic environment and commercial needs
• Strategy: ability to develop and implement strategy
• Analytics: ability to analyse data to improve strategic decision making and implementation
• Creative: ability to direct creative production and oversee implementation of marketing plans
  
  Requisite Education and Experience / Minimum Qualifications:

• BA in business administration, sales & Marketing.
• Minimum of 5 years’ experience in sales field.
• Proven experience within a Key Account Selling Environment
• Sports related subject or relevant industry experience
• Proven sales experience ideally within the sport
  
  IT Skills:

• Outlook: Advanced
• Word: Advanced
• Excel: Advanced
• Power point: Advanced
• Software tools: Basic
  
  Language Skills:
• English : Advanced
• Arabic: Advanced