Manager Sales, Field and B2B Accounts Hungary

Job description

Country: Slovakia
Job Function: Sales

State / Province: Slovakia
Position Type: Full time

City / Location: Bratislava
Brand: adidas

Relocation:

Somewhere, in one of our workshops right now, the future is taking shape. We are constantly working to redefine the way clothing and footwear transforms the pitch, court or course. This is what drives us: the feeling of discovery and the urge to innovate. When we create a product that makes our hearts beat faster, we know we’re onto something.

If this sounds inspiring, you might be one of us: Someone who loves to create the present, as well as shape the future. There’s a reason adidas has been at the forefront of defining sport for more than 60 years: We never stand still. Everyday, we work to improve everything we create.

At adidas, interesting, amazing and inspiring aren’t just ideas. They are what we do every single day.

Purpose & Overall Relevance for the Organization:

To deliver sustainable and profitable market share and net sales growth in the Field and B2B business in his/ her responsibility area while driving the positioning of adidas and Reebok brands in line with the CEE channel strategies.

Key Responsibilities:

General:

· Maximize share & sales of all adidas brands
· Optimize accounts’ profitability results in his/ her responsibility area
· Execute, strategies and tactics including translation into action and business plans per channel
· Work closely with other departments to execute strategy and increase market share within his/ her responsibility area
· Implement state of the art of account management
· Execute the Strategic business and marketing plans
· Collaborate with Brand Activation to ensure our brands` presentation in key doors in line with the brand strategy
· Coordinate the information flow between Wholesale & Direct to Consumer channels, foster collaboration between the two channels, maximizing the business potential of all adidas brands in the market
· Drive the monthly sales forecast process in line with Channel head for the IBP planning
· Take responsibility for the analysis of the customer and/or business segment to spot trends, resolve problems and to correct any procedural errors being made
· Measure and report on customers sell through, on adidas/Reebok orderbook, while maximizing sell outs on full price
· Monitor competitor’s activities within our customers environment and propose win-win action plans to increase market shares
· Continuously improve and develop key sales & customer service processes to provide excellence in service and efficiency in the organization
· Lead assigned cross functional projects/processes respective country(ies)
· Ensure effective cost monitoring and control

Channel Specifics:

· implement state of art Field, and B2B Account Management
· Contribute to the yearly and long-term planning for Field Accounts and B2B, by helping to determine sales, gross-profit plans, implementing marketing strategies, analyzing trends and results
· Translate the CEE commercial strategies and ambitions into functional targets for the Field and B2B accounts and measure performance on the set KPIs
· Monitor and track performance of the Field and B2B accounts, while anticipating and proactively managing trends and changes in performance
· To support customers with the proper category knowledge
· Embrace, own and develop the Category Captain role within the local team
· To identify, acquire and manage our business with focus clients
· Detailed overview of key categories (e.g. product, trends, competitors, campaigns)

Authorities:

· As per the adidas authorization matrix

Key Internal Relationships:

· All key retail partners
· CEE management team
· Omnichannel Department
· Brand Activation Department
· Sales Operations
· Customer Service
· Own Retail & Franchise Team
· Sales department,

KPIs:

· Net sales with Field, B2B customers
· Net margin with Field, B2B customers
· DSO targets
· Number of customers working via Click portal
· Sales deductions / Trade Terms in line with channel strategy
· Category Captain targets
· CSD compliance

Knowledge, Skills and Abilities :

· KA/ Field Account Manager with proven track record of successfully managing Field Accounts in large sales organizations.
· High analytical skills for strategy development, business planning decision planning
· Strong interpersonal skills: Very good communications and negotiating abilities as well as high presentation, relationship management
· High degree of commercial and business acumen knowledge (e.g. sales, retail, trade marketing, customer service, finance and controlling)
· Fluent in written and spoken local language as well as Hungarian and English. Skills and abilities in other language are an added plus
· General sporting goods industry and products knowledge necessary; advanced knowledge as advantage

Requisite Education and Experience / Minimum Qualifications:

· Master degree, preferably in business administration or marketing
· Functional: min. 2-3 years’ experience in sales, marketing and / or consulting area
· Industry: FMCG, sporting goods