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.

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 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

Purpose & Overall Relevance For The Organisation:

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

Knowledge, Skills And Abilities:

  • 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.

Requisite Education And Experience / Minimum Qualifications:

  • 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

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