Purpose & Overall Relevance for the Organization:
- Profitability: Ensure profitable and sustainable market share growth in account doors (B&M as well as digital), promoting and selling adidas products and services
- Execution: Guarantee the best possible placement execution in account doors, maximizing and respecting the image of adidas group brands
- Partnerships: Build and consolidate long-term business partnerships
Key Performance Indicators:
- Deliver seasonal as well as yearly Sales Targets aligned with the top and bottom-line expectations for the account in category level, contributing to Cluster agreed targets
- Monitor in-season sell-through performance to drive and maintain a sustainable pull-market model, maximizing re-orders opportunities
- Provide frequent feedback as well as structure action plans (where applicable) for the accounts on the seasonal sell-through performance
- Monitor and secure the agreed conversion of seasonal business on hand
- Monitor and secure the agreed contractual DSO
Key Responsibilities:
- Manage (own) the product flow
- To set objectives, strategies and tactics for achieving business plans jointly with the respective Line Manager always aligned with Cluster and Group priorities
- To allocate resources and ensure effective and efficient negotiation, implementation and tracking of action plan execution covering price adjustments, terms and conditions range
- Develop/update reports and plans according to the customer portfolio mapping strategies
- Monitor sell-out activities (KPIs)
- To ensure compliance with established policies, procedures, initiatives and directives
- Measure progress on own KPIs
- Monitor the market
- Deliver constant updates about competitors, market trends, product and technologies, customers and consumers
- Execute and support company and customer strategies towards the consumer needs
- Monitor, report on competitors’ activities and developments on the market and propose/initiate/take actions
- Build the partnership
- Listen and understand customers’ needs
- To ensure pre- and re-order buying
- To ensure reliable and cost-efficient supply of merchandise and responsiveness for requests and complaints of customers
- To prepare the sell-in of the collection, by ensuring the respect of the sales guideline, being aware of set targets, budgets and risks
- Offer sell-out support and advice, based on our seasonal focus products, technologies and concepts
- To create a high-performance culture by setting clear expectations, analyzing performance and giving appropriate and prompt feedback, including actively managing poor performance
- To build and maintain personal relationships with key decision makers on highest possible levels
Functional:
- To handle all communication between the KA and the Group entities, ensuring maximum speed in alignment
- To handle order submissions in a timely and prompt manner
- To drive the organic growth of KAs, by applying Group Sales Development strategies and initiatives (AFB, StAP)
- To follow all in-house operations related to the KAs:
- Order Book management,
- reservation,
- credit control,
- sales conversion and target-article sell-in, in alignment with the Back Office
- To lead the execution of the GTM presentations and deliver results proportional to the investment
- To implement the documentary and policy process (Sales Policies) related to adidas KA’s
- To cultivate strong relationships with critical key players on the KA side
- To monitor sell-out and OB continuously and ensure reliable and cost-efficient supply for the accountKnowledge
Skills and Abilities:
- Proven work experience in Sales is an advantage
- Excellent selling and negotiation skills
- Strong communication skills as well as strong ability to influence and negotiate
- Ability to build productive business professional relationships
- Ability to create and deliver presentations tailored to the audience needs
- Highly motivated and target driven mindset
- Prioritizing, time management and organizational skills
- Strong methodological skills, especially data analysis, business planning
- Strong personal skills:
- mental flexibility, initiative
- Advanced numeracy and literacy
- Availability to travel
Requisite Education and Experience/Minimum Qualifications:
- University Degree in Business / Economics with Sales & Commercial focus
- Minimum of 2 years of experience in Sales
- Experience in consumer goods industry ideally in apparel/fashion/shoes or FMCG
- Fluency in English and local language written and spoken
- Excellent Knowledge of MS Office
*Please note that this position is location free.
Adidas d.o.o.
- Milutina Milankovića 11a, Novi Beograd,GTC Square, Beograd, Srbija
- PIB: 105700498
- Matični broj: 20442387