Senior Manager Alliance Accounts

7 months ago

Johannesburg, South Africa Adidas Full time

**Purpose & Overall Relevance for the Organization**:

- Drive the consistent execution of Global Wholesale Alliance Key Account Strategy, focusing on the Alliance Accounts, Studio 88 & Side Step.
- Build and maintain sustainable long-term growth plans strategies within each KA through partnerships, in conjunction with the Sales Development satellite teams.
- Support with the implementation and monitor the progress of Global Sales projects and initiative
- Develop effective collaboration models with the local, EM & global Alliance KA teams and support them in achieving profitable market share and company goals through best practice sharing, sales system enhancement and process harmonization/ improvement.

**Key Responsibilities**:

- Local sales responsibility for both of the market Alliance Key Accounts: circa Eur 20m+ in sales per banner.
- Work closely with market sales teams to drive commercial success in Alliance Key Accounts.
- Collaborate with EM & Global functions to get required service level support for Alliance.
- Ensure clear and fast collaboration to support Alliance Key Account development within adidas.
- Define required processes to support expansion and operationalize for global/local teams.
- Identify Key Business/Growth Drivers (KBD) of the assigned account and develop projects and activities in partnership with market key account teams to grow/maximize our business, and to maintain and improve a profitable relationship with the accounts.
- Develop and drive Key Account SMU process and seasonal Exclusive’s opportunity to drive business potential.
- Ensure alignment across CTC and marketplace to drive segmentation and profitability.
- Gather and share best practices across EM and turn it into industry-leading sales tools working closely with the markets and Sales Development; make the Best-in-Class (BIC) KA tools always available for the markets
- Ensure a constant communication flow about status of Key Account tools (e.g. EM KA Reporting, KA Playbook), WHS Key Account Management projects as well as Alliance KA gameplans or support plans to the main stakeholders, ie, market KA teams, KAM team/leadership
- Own and drive across the Partner Alliance KAs a key initiative with the KAM team, ie, speed, cities, etc. Own and drive/support the implementation of the high number of Global Sales projects, measure results and lead and steer update development upon market needs and Senior Management feedback in the ever-changing environment (e.g. a new approach of sell out analysis, key account management)
- Provide and demonstrate expertise in key forums as required (e.g. KA meetings, EM meetings, WHS Operations sessions). Be the voice for the account within a balanced marketplace.
- Mentor juniors in the WHS KAM team and act as a team player and collaborate with other project team members
- Monitor analyze and report on the assigned Alliance Key Account on a regular basis to pro-actively manage all business KPIs linked to adidas Global Top Key Accounts.
- Create presentations for larger-scale projects and coordinate core team communication, senior management communication and key milestone meetings.
- Manage and lead direct report/s.

**Controlling**:

- To measure progress on own KPIs
- To report to all superiors

**Key Relationships**:

- Market: WHS Key Accounts, Sales Development, GTM Functions, Digital Partner Commerce. Drive CTC working relationship.
- Part of the overall cluster commercial structure.
- Cluster: Sales Director, Heads of Key Accounts, Brand, Customer Service, Sales Coordination, Business Development, HR, Planning, Logistics & Finance.

**Knowledge, Skills and Abilities**:
- Sales Manager with proven track record of success
- Strong interpersonal skills (e.g. communication, negotiation)
- Proven methodological skills (e.g. business planning, strategic development)
- Broad and deep functional skills (e.g. Sales, Customer Service, Finance, IT)
- High degree of commercial and business acumen knowledge
- Extensive knowledge of the adidas Group business along with significant industry experience
- Fluent in written and spoken English is a must. Skills and abilities in another language are a benefit

**Requisite Education and Experience / Minimum Qualifications**:

- Degree in business administration with focus on Sales/Marketing
- Business: minimum 5+ years
- Functional: minimum 2+ years’ experience in sales, ideally in the sporting goods industry
- Leadership: minimum 1+ year in management
- Cross-functional experience ideally with marketing / sales / finance
- Industry: sporting goods / retail / consumer goods

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 whe

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