Sr. Key Account Manager

Account Manager

Purpose & Overall Relevance for the Organization:

To achieve profitable and sustainable market share growth within assigned key account(s), while respecting adidas group (target) brand image to ensure key account target achievement.

Key Responsibilities:

• To represent the assigned accounts internally as an "ambassador" towards all functions and vice versa and manage all interfaces
• To develop the account strategies, formalization by strategic account plans and get sign–off by the direct superior (STAP & SAP) clearly understanding account consumer profile considering 1P & 3P business.
• Be the primary leader of implementation STAP & SAP and ensure quarterly reviews are properly set
• Design & align commercial conditions (e.g. TTCG, payment terms, returns) & align clear "Rules of the game"
• To sell-in and agree on sell-out support and ensure formalization by specific Account Marketing Plans. Validate & sign off on AMP
• Identify untapped business opportunities
• Negotiate branded spaces & POS visibility
• Set account Priorities for next 18-24 months
• Align seasonal budget w/ customer
• Ensure pre-sales achieves target NS & %SM defining weight on regular/DS order placement.
• Orchestrate quarterly kick off (e.g. delivery confirmation) & align with customer action plan if there are significant deviations on deliveries
• To continue monitoring the sell-out and the order book as well as reliable and cost-efficient supply for the account

• To monitor and report on customers and competitors' activities and propose/ initiate/ take actions
• To track, report and communicate own KPIs
• Orchestrate operating rhythm (e.g. Battleroom, weekly team & customer meetings)
• Drive strategic projects (e.g. EDI, Partner Program, etools, data analytics))
• Own & track customer P&L
• Support on 1P & 3P conciliation and lead payment plan negotiations if necessary
• Drive visibility & experience at POS
• Support KAMs escalating w/ customer issues
• Seek best practices with regional subcommunities

Leadership:

• Lead partnership & relationship with customer
• Lead & develop team members (IDP, Feedback, role model, succession plan)
• To set personal objectives, targets, guidelines and assess all reports
• To develop the functional and social skills of direct reports on and off the job
• To manage all reports as an integrated team by setting team objectives
• To ensure smooth cooperation of all direct reports along all interfaces
• To ensure customer compliance with agreements (i.e. OB guidelines and trade terms)

Knowledge Skills and Abilities:

• Specialist in business or technical skills with detailed knowledge in some areas of work or systems
• Broad & deep knowledge in own functional area, combining theoretical and practical knowledge

Requisite Education and Experience / Minimum Qualifications:

• 7 years
• As manager of Experts 0 – 2 years management experience required