Sr Specialist Field Sales

at  Adidas

Purpose & Overall Relevance for the Organization:
Promote and sell the organization’s products and services within an assigned geographic area or to an assigned group of customers to achieve significant sales targets respecting the defined Sales Strategy and the brands image.

Key Responsibilities:

• Update the customer segmentation channel classification annually
• Develop assigned field customers, tap full potential and manage all interfaces towards adidas respecting the framework set by the Regional Field Manager/Sr. Regional Field Manager
• Develop/update Field Account Fact Books and Field Strategic Account Plans according to the customer portfolio mapping strategies
• Organise, prepare and execute the sell-in customer meetings, pre-selecting the range, offering sell-out support, based on our seasonal focus products, technologies and concepts and in respect of Sales & Brands strategies
• Negotiate and enforce the adidas trade terms
• Visit customers regularly respecting the store visit guidelines (VM, RSM, re-orders, POS-material etc.) and conducting the store audits, ensuring continuous improvement of the store audit results
• Conduct the field CSS, feedback results to the accounts and derive action plans
• Acquire new customers to cover all distribution segments and Sales district zones
• Coach and mentor less experienced sales representative
• Support the credit department in the credit collection
• Measure progress on own KPIs
• Monitor all relevant reports
• Monitor and report on customers and competitors’ activities and propose/initiate/take actions
• To provide realistic plans and forecasts on customers performances (all KPIs including: Pre-orders, NS, Conversion, Returns, Credit Notes, Trade Investments)
• Ensure customer compliance with agreements

Knowledge Skills and Abilities:

• University degree or equivalent education required
• Broad and deep theoretical understanding of functional area
• Minimum 2 years experience in job or job function
• Analytical skills
• Commercial mindset

Requisite Education and Experience / Minimum Qualifications:

• At least 2 years of relevant experience
• Advanced English

• Update the customer segmentation channel classification annually
• Develop assigned field customers, tap full potential and manage all interfaces towards adidas respecting the framework set by the Regional Field Manager/Sr. Regional Field Manager
• Develop/update Field Account Fact Books and Field Strategic Account Plans according to the customer portfolio mapping strategies
• Organise, prepare and execute the sell-in customer meetings, pre-selecting the range, offering sell-out support, based on our seasonal focus products, technologies and concepts and in respect of Sales & Brands strategies
• Negotiate and enforce the adidas trade terms
• Visit customers regularly respecting the store visit guidelines (VM, RSM, re-orders, POS-material etc.) and conducting the store audits, ensuring continuous improvement of the store audit results
• Conduct the field CSS, feedback results to the accounts and derive action plans
• Acquire new customers to cover all distribution segments and Sales district zones
• Coach and mentor less experienced sales representative
• Support the credit department in the credit collection
• Measure progress on own KPIs
• Monitor all relevant reports
• Monitor and report on customers and competitors’ activities and propose/initiate/take actions
• To provide realistic plans and forecasts on customers performances (all KPIs including: Pre-orders, NS, Conversion, Returns, Credit Notes, Trade Investments)
• Ensure customer compliance with agreement