Senior Manager Key Accounts Levant & North Africa
- adidas
- Cairo, Cairo Governorate, Egypt
وصف الوظيفة
Purpose & Overall Relevance For The Organisation:
- To drive profitable and sustainable market share growth within the assigned Key Accounts whilst optimising our digital KPI’s and respecting the adidas Group brand image.
- Manage relationship with assigned Key Accounts.
- Support and drive strategic category plans and drive sell-out within assigned Key Accounts and LENA marketplace.
- 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 Strategy for Key Accounts and play a major role for the WHS excellence in LENA Markets
- To understand the assigned accounts and categories and document this by Account Fact Books
- To fulfil planned sales growth and sqm growth (share of voice) within the multi-branded environment
- To support Senior Management in setting budgets & forecasts for customers, devise business plans, and develop account strategies for achieving brand objectives
- 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 develop ways to improve the customers turnover
- To formulate trade investments (TI) and discuss accordingly with the key accounts; and frequent tracking of performance against different TI buckets.
- To measure progress on own KPIs
- To monitor and report on customers and competitors’ activities and propose/initiate/take actions
- To provide realistic plans and forecasts on customer performance
- Make recommendations to the Key Account Director on commercial opportunities at Market level on factual analysis, trends and needs.
- Manage and track inventory levels within key accounts
- Create and drive a high-performance culture across the Market by setting clear expectations and targets analysing partners’ performance and giving appropriate and prompt feedback.
- 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 regularly respecting the store visit checklist/guidelines and conducting the store audits, ensuring continuous improvement of the store audit results
- To ensure customer compliance with wholesale agreements
To ensure a strong/leading brand positioning in LENA and net sales growth with accounts in LENA while respecting the image of the adidas brands
KPI’s
- Net Sales
- Standard Margin
- Profitability
- OB Conversion
- SWB & MWB
- Range Efficiency
- Sell out
- Proven experience in Planning, Selling and Negotiating
- Strong communication skills: written, oral and presentation
- Strong industry knowledge, Retail/Wholesale.
- Strong cross functional experience across marketing and sales
- In depth understanding of local markets’ consumers, accounts, economic environment and commercial needs
- Strategy: ability to understand and implement strategy
- Analytics: ability to analyse data to improve strategic decision making and implementation
- Highly proficient on Microsoft Office tools, with emphasis on Excel, Powerpoint.
- 5-8 years’ experience within a Key Account Selling Environment
- University Degree subject or relevant to industry experience
- Proven sales experience ideally within the sport / retail sector
