Description

Key Responsibilities:
To represent the assigned account(s) and category(s) internally as an ?ambassador? towards all functions and vice versa and help manage all interfaces
To Execute the GTM (Go to Market) Strategy for Key Accounts and play a major role for the WHS excellence in GCC Markets
To develop and implement the overall strategy for the key account portfolio based on global and Market strategies jointly with the Director KAM and get sign off from Snr Director Sales
To ensure the KA organization is applying available adidas Group standards and best practices in daily work
To ensure the best possible Net Sales result by setting clear targets and action points; constant tracking of results; analysis of risks & new business opportunities
Build Strategic Account Plans and Account Marketing Plans and present to Director KA
To measure progress on defined KPIs and monitor all reports
To monitor and report on customers and competitors sell-through and activities, and propose/initiate/take actions
To manage the account during sell-in meetings (range presentation) in collaboration with Brand and agree on sell-out support to grow the accounts
To monitor sell-out and the order book continuously and ensure on-time deliveries and proper replenishment; make sure that account marketing activation is linked for better sell-out instore
To formulate trade investments (TI) and discuss accordingly with the key accounts; and frequent tracking of performance against different TI buckets.
Make recommendations to the Key Account Director on commercial opportunities at Market level on factual analysis, trends and needs
Sales Data analysis, sell through, product replenishment, comp growth, store by store analysis where relevant
Adhere to Global standards in collaboration with relevant support functions, customer service, trade marketing, account marketing, visual merchandising, training, and other related activities, and monitor/evaluate established processes to guarantee full compliance
To visit customers and relevant markets/doors/.Com sites, regularly respecting the store visit checklist/guidelines and conducting the store audits, ensuring continuous improvement of the store/site audit results
To ensure customer compliance with wholesale agreements

Key Relationships
Emerging Markets: Centre of Excellence (CoE) Wholesale
Market: Business Units, CTC, Customer Service, Sales Coordination, Business Development, Credit Controlling, Planning, and SCM

Authorities:
Responsible for the commercial success (sales) of assigned Key account
Responsible for Key Account Minimum Standards i.e. AFB, order process management, financial reporting and KPI monitoring
Responsible internally as the ?ambassador? for assigned accounts

KPI?s
Net Sales
Standard Margin
Profitability
OB Conversion
SWB & MWB
Range Efficiency
Sell out

Knowledge, Skills and Abilities:
Analytics: ability to analyse data to improve strategic decision making and implementation
Proven experience in Planning, Selling and Negotiating
Strong communication skills: written, oral and presentation
Strong cross functional experience across marketing and sales
Strong understanding of the GCC Retail landscape
Strategy: ability to understand and implement strategy

Requisite Education and Experience / Minimum Qualifications:
University degree relevant to industry experience
Minimum 4 years of sales experience within large sales organizations, in sports/ /fashion or FMCG
Exposure: Sports, Marketing, Supply Chain
IT skills: Advanced MS Office Skills

Location