Senior Key Account Manager Originals Pure Players - Zalando (m/f)

Job description

Country: Germany                                              
Job Function: Sales

State / Province: Germany                               
Position Type: Full time

City / Location: Herzogenaurach                                   
Brand: adidas

Relocation: No Selection

At adidas Group, our love of sport drives who we are and what we do. But just as a ball is more than leather and thread, and a shoe more than padding and plastic, we are bigger than our products. We don’t just work to create faster shoes and lighter fabrics: We strive to help athletes everywhere perform their best. We believe that it’s hard work inventing the future of sport, and that’s why we love it; that when you push your limits, you make it possible for others to push theirs.

At adidas Group, this drive it what connects us, whether we’re working for TaylorMade, adidas, Reebok, or Rockport. We’re all working toward a future motivated by passion, original thinking, and the desire to build upon a proud legacy.

Purpose & Overall Relevance for the Organisation:

To drive profitable and sustainable market share growth within assigned key accounts and categories while promoting and respecting the image of the adidas GROUP brands according to their international initiatives.

Key Responsibilities:

Functional:

· to establish professional and personal relationships to the relevant key decision makers and buyers of the assigned customers as a prerequisite to making the adidas GROUP the ‘preferred supplier’
· to represent the assigned accounts 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;
· to drive the development of account strategies, formalizing them in Strategic Account Plans and get these signed off by the Director Sales;
· to sell-in and agree on sell-out support and formalize this by Account Marketing Plans jointly with the Director Sales;
· to collaborate with Global and Local Marketing and Sales to create seasonal GTM plans that include Brand and SMU programs as well as their activation;
· to monitor sell-out and the order book continuously to ensure reliable and cost efficient supply for the account as well as to identify and capture selling opportunities to the account;

Controlling:

· 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:

· Global: adidas and Reebok GTM, Own eCom, Global Product Marketing, Account Marketing, Sales Development Region EMEA
· Market: Product Marketing, Operations, Planning, Controlling, Consumer Direct (eCom)

Requisite Education and Experience / Minimum Qualifications:

· Bachelor/Master degree;
· Minimum of 3 years Key Account experience;
· Exposure: sports, sales, marketing either in apparel/fashion/shoes or FMCG;
· Strong communication, negotiation and presentation skills;
· Good business acumen
· Proven product know how and understanding of SMU processes;
· Excellent analytical and problem solving skills;
· Fluency in English is essential; German would be beneficial;
· Advanced knowledge of the MS Office package, with a focus on Excel and PowerPoint;
· In possession of a driving license;
· Passion for sales and sport.