Senior Manager Key Accounts - Intersport Team Cluster Central (m/f/d)

Purpose & Overall Relevance for the Organization:

• To drive sustainable market share growth within assigned key account(s) and categories while complementing 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 – including webshops & apps.

Key Responsibilities:

• Support the development of account strategies, formalizing them by Strategic Account Plans and getting sign-off by the direct superior.
• 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.
• Drive digital sell-through across all country URLs of your account’s digital webshop(s) and mobile apps.
• Work with the Cluster & European Digital Partner Commerce (DPC) teams to take ownership of the account Digital Joint Business Plan.
• Prioritize key digital initiatives alongside the European DPC Partner Development team 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.
• Ensure 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 provide feedback on the respective account to 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.
• Support the development of category growth plans and drive implementation across the wider channel in conjunction with the Lead SKAM.

Key Relationships:

• SKAM
• Wholesale Analytics team
• EU Digital Partner Commerce (DPC) Team
• Local DPC community
• 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 optimization.
• 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 in English, both verbally and in writing.

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 the local E-Commerce landscape in the sportswear industry.
• Experience working with leading digital data platforms such as Google Data Studio, BI, Adobe is preferred.

AT ADIDAS WE HAVE A WINNING CULTURE. BUT TO WIN, PHYSICAL POWER IS NOT ENOUGH. JUST LIKE ATHLETES, OUR EMPLOYEES NEED MENTAL STRENGTH IN THEIR GAME. WE FOSTER THE ATHLETE’S MINDSET THROUGH A SET OF BEHAVIORS THAT WE WANT TO ENABLE AND DEVELOP IN OUR PEOPLE AND THAT ARE AT THE CORE OF OUR UNIQUE COMPANY CULTURE: THIS IS HOW WE WIN WHILE PLAYING FAIR.

• COURAGE: Speak up when you see an opportunity; step up when you see a need.
• OWNERSHIP: Pick up the ball. Be proactive, take responsibility, and follow-through.
• INNOVATION: Elevate to win. Be curious, test, and learn new and better ways of doing things.
• TEAMPLAY: Win together. Work collaboratively and cultivate a shared mindset.
• INTEGRITY: Play by the rules. Hold yourself and others accountable to our company’s standards.
• RESPECT: Value all players. Display empathy, be inclusive, and show dignity to all.

adidas celebrates diversity, supports inclusiveness, and encourages individual expression in our workplace. We do not tolerate harassment or discrimination toward any of our applicants or employees. We are an Equal Opportunity Employer.

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