Digital Sales Account Manager

PURPOSE

The Digital Sales Account Manager will play a vital role within the Wholesale Organization, managing the Digital Partner Commerce responsibilities for Partner Program, supporting the development of the account digital strategic plan, and owning the commercial execution of all digital initiatives and tactics within the Channel. As the daily point of contact for our Key Accounts within the Channel, the Digital Sales Account Manager will own the digital relationship with the account, and be the digital partner to the account sales teams within the Wholesale Org. They will work closely with the Digital Partner Excellence organization and lead all digital initiatives including the planning and end-to-end execution of Dropship or Marketplace Partner Programs (trading functions), and the implementation of tools and tactics which drive premium brand experience on partner.com. The Digital Sales Account Manager will own KPI’s such as digital net sales and standard margin for their portfolio, as well as performance metrics such as conversion, traffic, and ASP. This individual is a cross-functional partner with great industry knowledge who can identify digital opportunities and work through business challenges in an effective and collaborative way.

KEY RESPONSIBILITIES (FUNCTIONAL)

General

• Daily point-of contact on the digital partnership with Channel accounts, both internally and externally, including execution and tracking of all aligned digital initiatives.
• Build and manage relationships with a variety of external and internal partners at all levels of the organization, including close connectivity with Digital Partner Excellence and partnerships with Digital Activation, Sales Planning, WHS Analytics.
• Support WHS Account Director and team with topics such as: execution of digital strategic initiatives (marketplace conversion, membership), budget planning, SLA’s, DPC strategy, and strategic initiative road-mapping for the Channel.
• Co-Lead the education and upskilling of the organization across all Partner Program & Account Acceleration topics.
• Effectively project manage multifaceted initiatives across multiple customers while ensuring stakeholder alignment, achievement of KPIs, and developing scalable best practices.
• Other strategic tasks as aligned with the Wholesale Leadership Team.

Partner Program

• Act as key point of contact for all Partner Program topics within the Channel.
• Set seasonal PP strategy for owned Accounts, including calendar, full price, off price, promotional opportunities.
• Ownership of Account PP sales targets and KPI’s, as well as the execution of the SLA’s set out for Partner Program
• Lead Partner Program functions such as: weekly product decisions, trading functions, account forecasts, account onboarding, markdowns, updates to Trading & Service Frameworks, forecasting, P&L reviews, Pre-season ranging and stock planning processes.
• Build productive collaborations with DPE Partner Development, Primary Data, Platform Operations, and Digital WHS Analytics teams in order to support data/insight/action approach.
• Drive PP best practice sharing across Channels.
• Other tasks related to Digital Acceleration or Partner Program as aligned with the Account Director.

Account Acceleration

• Act as key point of contact for all Digital Account Acceleration topics within the Channel including the STAP process E2E for all supported Accounts.
• Host internal & external bi-weekly digital syncs to drive a 'One Digital' approach for accounts.
• Own delivery and tracking of all digital initiatives and priorities within the digital strategic plan.
• Own the delivery of aligned Acct Acceleration SLA’s for the Channel.
• Define, host and facilitate account digital workshops in collaboration with trade, sales & account teams.
• Support tech integrations of any digital tech tools to Whs Accounts in collaboration with the Digital Partner Development team.
• Work collaboratively with Whs Analytics teams to support data/insight/action approach.
• Account execution of Global DPC Products (Syndigo, Bazarvoice, etc) being centrally owned by Partner Development.
• Support the build and maintenance and comms of self-service Digital Tools that can service non-priority accounts, including Sharepoint.
• Attend account meetings where necessary to further the digital agenda.

KEY RELATIONSHIPS (GLOBAL/EXTERNAL)

• Global DPC functions for implementation of new processes and tools, work stream results, etc.
• Global Digital Partner Commerce Team.

KEY RELATIONSHIPS (INTERNAL)

• NAM WHS Sales Teams (and cross-functional DPC KARs/KAMs).
• NAM WHS E&D Digital Partner Excellence Teams.
• NAM e-com Team.
• NAM Business Development, Business Analytics.
• NAM Brand teams (Business Units, Planning, Finance, Merchandising, Marketing, etc).

KNOWLEDGE, SKILLS, AND ABILITIES

• Proven ability to lead, effectively communicate and influence business partners
• Ability to effectively present information and respond to questions from senior executives, stakeholders, cross functional business leaders, peers, clients, and customers.
• Strong project management skills with clear ability to influence multiple constituents.
• Ability to be detail oriented and manage multiple priorities to accomplish assignments simultaneously under tight timelines.
• Excellent computer skills, including MS Excel, Word and PowerPoint (MS Access preferred).
• Understanding of retail & digital terminology.
• Entrepreneurial mindset with strong prioritization and independent decision-making skills.
• Comfortable with ambiguity and change.
• Ability to prioritize and collaborate within a complex and fast-paced environment.
• Innovative thinker with excellent analytical and problem-solving skills.

REQUISITE EDUCATION AND EXPERIENCE / MINIMUM QUALIFICATIONS

College or University degree, or similar experience

• Athletic industry specific experience is preferred
• Strong Understanding of e-com trends, SEO strategy, website traffic driving tactics, and online marketing tactics.
• Strong influence leadership skills.

Advanced Excel and PowerPoint skills required.