Senior Key Account Manager

Purpose & Overall Relevance for the Organization:

To drive profitable and sustainable market share growth within this Outdoor account through successful sell-in and focus on sell-out of range.

Drive category (Terrex, Five Ten, Running & Sportswear) business and brand success through the development & execution of an optimal go-to-market plan, within the strategic framework set by Global / Europe & Director Sales at the account.

Act as the category expert and key category contact for the account.

To deliver service and help build and execute the brand strategy from a brand activations perspective for the account to drive business growth and brand heat for adidas Terrex and adidas.

Key Responsibilities:

Hybrid role encompassing end-to-end management of the account.

Sales

• Ensure best-in-class Omni-Channel delivery to consumers and stores by implementing best practices and utilizing operational reports and monitoring mechanisms exploring all relevant business opportunities that present themselves pre and in season.
• Drive the implementation of an effective and efficient demand management process based on operational performance and market needs.
• Deliver training and related material to drive effective and efficient operations within the respective functions impacted by the solution.
• Understand product, customer and consumer needs across all channels to support execution of plans in each fascia and territory.
• Maintain regular analytics on the sell-through performance of Terrex and Five Ten.

Brand Activations

• Help build and execute the brand activation plans for the account incorporating all relevant aspects of product, retail and brand activity.
• Execute with excellence the seasonal account marketing calendar to ensure that adidas wins at the point of purchase by category, in key doors against the agreed KPIs.
• Deliver and adapt brand toolkits across all channels and create bespoke tools where relevant in line with the target consumer and across multiple categories.
• Continuously look at new innovations to engage the consumer and drive sell-through.
• Drive and review sell-through and consumer engagement against agreed KPIs and take learnings for future activity.
• Measure the effectiveness of the account activation plans ensuring execution with excellence visually and via sell out.
• Manage budgets and costs.
• Represent the brand activation point of view both internally and externally.

GTM

• Deliver a complete GTM proposition/marketing plan that supports the sell-in for the account.
• Connect with North cluster sales teams, external agents, product trainers, and category champions on range-specific topics.
• Strategically support and input into Global and European BU on the account, ranging needs and forecasting topics such as data, pricing (exceptions), segmentation, business opportunities, forecasting etc.
• Align with the account and local CTC on account-specific feedback to ensure relevant big-ticket input into Global/European BU each season.
• Jointly work with Director lead and global GTM team to define participation, support and attendance of the account for pre-line and cova meetings.
• Contribute and input into the account SBP together with Director lead.
• Contribute and input into the account IBP category process with Director lead and finance.
• Support local allocation/MRA process as relevant by channel, account, and doors aligned with what is best for the marketplace and category.
• Lead and execute all cluster-specific MOPS requests.
• Analyze and review future season category build by franchise making recommendations and identifying trends, gaps, and opportunities vs. target.

Requisite Knowledge, Skills, and Abilities:

• Manager level with advanced cross-functional marketing knowledge and market experience in sport and/or outdoor.
• Consumer-focused with deep product and range understanding with an excellent understanding of balancing brand and commercial aspects to build channel specific GTM solutions.
• Business and commercial mindset with very good numerical and analytical skills.
• Strong organizational skills.
• Good experience and ability to manage multiple projects on a cross-functional level.
• Flexibility to travel, domestic or internationally as required.
• Strong engaging and impactful presentation style.
• Experienced negotiator.
• Good communication (both written and verbal) and facilitation skills (small and large groups) especially when interacting with different levels of business internally and externally.
• Passionate about sports, passionate about the Outdoors with knowledge/experience of the Outdoor specialist marketplace.
• Microsoft Office: Word, Excel, and PowerPoint.
• Fluent in English.

Requisite Education and Experience / Minimum Qualifications:

• University degree and/or commercial training in the area of Marketing or Sales is preferred (or similar business experience).
• Brand, Retail or Sales Marketing experience.
• Experience in retail environment preferred.