Purpose & Overall Relevance for the Organization:
- To ensure profitable and sustainable brand share and net sales growth in the assigned online wholesale account
- Be the key point of contact for your assigned online accounts, coordinating all adidas communication and developing a long-term partnership
- Ensure annual sales & profitability targets for assigned online accounts are met
- Continuously monitor the account¡¯s financial data and mitigate risks early
Key Responsibilities: (to be performed in alignment with global guidelines):
- Act as single point of contact towards assigned partner accounts leading e.g. Sell-ins, KA meetings, General Manager/Sales Director meetings, Sales & Marketing meetings etc., owning the sales process and representing the face of the brand
- Coordinate communication and requests towards partner and be the face of the account to all internal stakeholders
- Develop long-term partnership with accounts, identifying the partner¡¯s needs and priorities to develop and act on relationship investment opportunities
- Drive the development of the market KA strategy
- Review, challenge, develop and sign off the Strategic Account Plans proposed by the KAMs
- Develop and negotiate Digital Joint Business Plan (JBP) including sell-out & and Digital KPI targets together with account and Cluster & European DPC teams, actively monitor progress on the JBP
- Responsible to prioritize and implement DPC partner development solutions across digital shelf, consumer journey and marketing to reach JBP targets
- Together with Partner Development, prioritize key digital acceleration initiatives to achieve Business Plan
- Regularly input feedback specific to your account into the Cluster DPC team & Market Sales teams to help drive best-practice & consistency in our approach across Korea
- Closely partner with Digital Partner Commerce and other functions to continuously manage and guide own team to optimize the adidas performance in the partner¡¯s digital ecosystem (e.g. Digital shelf, marketing and consumer journey performance)
- Understand which consumers shop on assigned online partner platforms and create tangible actions on how to differentiate adidas product offering, content and services towards their needs
- Work with the cluster sales & analytics teams to facilitate the forecasting of sales & growth ambitions across your account, identify digital growth opportunities when they arrive and take initiative to capture them
- Transfer deep knowledge about E-Commerce trends to both internal and external stakeholders to further advance our digital efforts
- Deliver the net sales and direct contribution of the account
- Ensure the KA organisation is applying available Group standards and best practices
- Negotiate and enforce adidas Group trade terms
Key relationship:
- Global/APAC: Centre of Excellence (CoE) Wholesale, DPC
- Market: Brands, eCOM, Wholesale channel
- External: Customers, Agencies
Knowledge, Skills and Abilities:
- Exceptional relationship building and negotiation skills to achieve win-win outcomes with assigned online retailer
- Innovative and entrepreneurial mindset, encouraging change and taking personal ownership
- Deep understanding of key Digital success metrics along the consumer journey on- and off-site (conversion, click-through rate etc.)
- Deep understanding of retailer¡¯s financial metrics (sales, inventory, margin, returns etc.)
- Strong interpersonal skills: Very good communications and negotiating abilities as well as high presentation, relationship management and facilitation skills
- Fluent in written and spoken local language as well as English. Skills and abilities in other language are an added plus
Requisite Education and Experience / Minimum Qualifications:
- University degree in business with marketing and sales focus
- Minimum 5 years of sales experience within large sales/eCOM organisations, ideally in apparel/fashion/shoes or FMCG
- Experience of people and operational management preferred
- Exposure: Sports, Marketing, Supply Chain
- IT skills: Advanced MS Office Skills