Key Account Manager

at  Adidas

Key Account Manager - Lifestyle AKA
Purpose & Overall Relevance for the Organisation:
To drive profitable and sustainable market share growth within assigned key account (s) and categories while respecting adidas (target) brand image.

Key Responsibilities:

• To represent the assigned account (s) internally as an ‘ambassador’ towards all functions and vice versa and help manage all interfaces
• To understand the assigned accounts and categories and document this by Account Fact Books
• Drive sell in & sell out for EU international markets, understand the marketplace dynamics and trends, spending time in market whilst input into the creation process
• Be key contact for Joint Ventures banners Cosmos, MIG acting as the interaction with the International Buying team and supporting account development in these markets
• To support the development of account strategies, formalizing them by Strategic Account Plans and get sign-off by the direct superior
• To sell-in and agree on sell-out support and formalize this by Account Marketing Plans jointly with SKAM
• To monitor sell-out and the order book continuously and ensure reliable and cost efficient supply for the account
• To support negotiation and enforcement of adidas trade terms
• To measure progress on own KPIs
• To report to all superiors along MIS guidelines (KAM standard reports)
• To monitor and report on customers and competitors activities and propose/initiate/take actions
• To provide realistic plans and forecasts on customer performance
• To ensure customer compliance with agreements

Key Relationships:

• Buyers (across both accounts), All Sales, RSM, Respective BU’s, Trade Marketing, Brand Marketing, Sales Planning, Business Planning, Customer Service, Credit Management, Finance

KPI’s

• To grow Market shares within assigned KA(s) and categories

Knowledge, Skills and Abilities:

• Proven experience in Selling and Negotiating
• Strong communication skills: written, oral and presentation
• Strong industry knowledge, across divisions of footwear, apparel and accessories/equipment
• Understanding of local markets’ consumers, accounts, economic environment and commercial needs

Requisite Education and Experience / Minimum Qualifications:

• Proven experience within a Key Account Selling Environment
• Degree in sports or sports related subject or relevant industry experience
• Proven sales experience ideally within the sport / retail sector

• To represent the assigned account (s) internally as an ‘ambassador’ towards all functions and vice versa and help manage all interfaces
• To understand the assigned accounts and categories and document this by Account Fact Books
• Drive sell in & sell out for EU international markets, understand the marketplace dynamics and trends, spending time in market whilst input into the creation process
• Be key contact for Joint Ventures banners Cosmos, MIG acting as the interaction with the International Buying team and supporting account development in these markets
• To support the development of account strategies, formalizing them by Strategic Account Plans and get sign-off by the direct superior
• To sell-in and agree on sell-out support and formalize this by Account Marketing Plans jointly with SKAM
• To monitor sell-out and the order book continuously and ensure reliable and cost efficient supply for the account
• To support negotiation and enforcement of adidas trade terms
• To measure progress on own KPIs
• To report to all superiors along MIS guidelines (KAM standard reports)
• To monitor and report on customers and competitors activities and propose/initiate/take actions
• To provide realistic plans and forecasts on customer performance
• To ensure customer compliance with agreement