Senior Manager Key Account Management, Global Sales

Purpose & Overall Relevance for the Organization:

Support the Global Market Sales organizations in achieving profitable market share growth jointly with Sales Development satellite teams by building up and maintaining sustainable long-term growth strategies for adidas. Support with the implementation and monitor the progress of Global Sales projects and initiatives.

Key Responsibilities:

• Global sales responsibility for the major X border KAs that cover Japan/S. Korea markets and are circa Eur 200m+ in sales – focus ABC mart , Xebio, Alpen and atmos.
• X-Border management of Top Key accounts:
  • Support Top KA across each of their markets
  • Work closely with market sales teams to drive commercial success in Top KA
  • Ensure clear and fast collaboration to support KA development within adidas
  • 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. KA meetings, T2T meetings, WHS Operations sessions)
• Mentor juniors in the Global WHS KAM team and act as a team player and collaborate with other project team members

• 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

Authorities:

• n/a

Key Relationships:

• Global: Global WHS KA Functions, WHS Sales Development, Global GTM Functions, Retail, eCom, Group functions
• Markets: Sales Directors, Heads of KA, Business Dev., Group functions

Knowledge, Skills and Abilities:

• Sales Manager with proven track record of success
• Strong interpersonal skills (e.g. communication, negotiation)
• Proven methodological skills (e.g. business planning, strategic development)
• Broad and deep functional skills (e.g. Sales, Customer Service, Finance, IT)
• High degree of commercial and business acumen knowledge
• Extensive knowledge of the adidas Group business along with significant industry experience
• Mental flexibility, initiative and determination
• Fluent in written and spoken English is a must. Skills and abilities in Japanese and S. Korean languages are a benefit

Requisite Education and Experience / Minimum Qualifications:

• Degree in business administration with focus on Sales/Marketing
• Business: minimum 5+ years
• Functional: minimum 2+ years’ experience in sales, ideally in the sporting goods industry
• Leadership: minimum 1+ year in management
• Cross-functional experience ideally with marketing / sales / finance
• Industry: sporting goods / retail / consumer goods