Adidas SENIOR MANAGER KEY ACCOUNTS 

Poland, Masovian Voivodeship, Warsaw 

926214143

Purpose & Overall Relevance for the Organization:

• To drive sustainable market share growth within assigned key account(s) and categories while complimenting and driving adidas strategic growth plan
• Support the wider wholesale team in driving the digital development of the defined key accounts, seeking to optimize our brand representation, consumer experience and ultimately growing net sales & market share online
• As the digital lead of the defined key accounts, leverage digital expertise to help adapt our approach to win the consumer online across your account’s digital touchpoints – inc. webshops & apps

Key Responsibilities:

• To support the development of account strategies, formalizing them by Strategic Account Plans and get sign-off by the direct superior
• To sell-in and agree on sell-out support and align on Joint Account Plans with SKAM and accounts
• Monitor sell-out and the order book continuously and ensure reliable and cost efficient supply for the account
• Monitor and report on customers and competitors activities and propose/initiate/take actions
• Provide realistic plans and forecasts on customer performance
• Ensure customer compliance in line with trade agreements
• Responsible for driving digital sell-through across all country URLs of your account’s digital webshop(s) and mobile apps
• Working with the Cluster & European Digital Partner Commerce (DPC) teams, take ownership of the account Digital Joint Business Plan
• Alongside the European DPC Partner Development team, prioritize key digital initiatives to help accelerate the digital growth of the defined key accounts
• Analyze and monitor consumer demand, category trends and the defined key account digital assortment and identify opportunities to help accelerate our brands’ net sales & market share
• Take ownership of ensuring consistent & premium content for our brands across the defined key accounts and continuously monitor the on-site assortment for availability, visibility and findability
• Ensure that the content is locally relevant to the target consumer and respective geographies
• Execute Digital Shelf optimization initiatives in close collaboration with the account’s digital team & the European DPC community
• Enhance the visibility of the adidas brand across the accounts, tailoring to maximize impact based on the respective specific consumer journey
• In partnership with analytics, measure key performance metrics and quantify commercial impact based on enhancements and facilitate the forecasting of online sales & growth ambitions across the account
• Regularly give feedback of the respective account into the Cluster DPC and wider WHS teams to help drive best-practice & consistency in our approach across Europe
• Showcase expertise in key internal & external environments (e.g. Sell-ins, key account meetings, General Manager/Sales Director meetings, Sales & Marketing meetings etc.)
• With a focus on the consumer, evaluate how our current digital Go-to-market approach can be optimized to drive mutual benefits & increased efficiencies
• Working in conjunction with the Lead SKAM, support the development of category growth plans and drive implementation across wider channel

Key Relationships:

• SKAM
• Wholesale Analytics team
• EU Digital Partner Commerce (DPC) Team
• Local DPC community
• Buyers & Merchandisers
• Respective BU’s
• Trade Marketing, Brand Marketing, and Sports Marketing
• Sales Planning, Business Planning, Account Operations, Credit Management, Finance

Knowledge, Skills and Abilities:

• Proven experience in Selling and Negotiating
• Full understanding of key digital KPIs (e.g. Impressions, CTR, PDP views, ATC, CVR, ROAS), their inter-connected nature and what levers to drive to improve performance
• Relevant experience with online search (e.g. SEA/SEO, On-Site search etc.) and basic understanding of e-Commerce search mechanisms
• Experience working with digital metrics & a history of leveraging these to increase sales performance
• Experience working on content optimisation
• Ideally experience with online product ranging and assortment
• Experience working in cross-functional environments with a diverse stakeholder set
• Comfortable presenting complex topics to stakeholders at various organizational levels both in person and remotely
• Ability to convince and motivate people on different seniority levels and communicate change
• Passionate about deriving business insight from data, improving processes and solving problems
• Results oriented mentality
• Flexibility to handle multiple tasks and to work under pressure
• Strong Powerpoint skills required coupled with excellent communication and presentation skills
• Strong industry knowledge, across divisions of footwear, apparel and accessories/equipment
• Understanding of local markets’ consumers, accounts, economic environment and commercial needs
• Fluent English, both verbally and written

Requisite Education and Experience / Minimum Qualifications:

• Minimum 3 years of professional experience in an eCommerce or digitally related field
• Proven experience within a Key Account Selling Environment
• University degree in the field of Business, eCommerce or equivalent
• Experience working with external stakeholders, ideally within the sportswear industry
• Strong knowledge of local E-Commerce landscape in the sportswear industry
• Experience working with leading digital data platforms such as Google Data Studio, BI, Adobe is preferred
• Fluent in german language