Purpose & Overall Relevance for the Organisation:

• To drive profitable and sustainable market share growth within assigned Key Accounts and all targeted product categories and concepts while respecting the adidas Group brand image


• To drive sell through within North Africa & Levant Accounts


• To passionately support the KAM organization in identifying, developing and implementing strategies for the profitable growth of the adidas Group Brands

Key Responsibilities:

• To represent the assigned account(s) and category(s) internally as an ‘ambassador’ towards all functions and vice versa and help manage all interfaces


• To Execute the GTM (Go to Market) Strategy for Key Accounts and play a major role for the WHS excellence in North Africa & LevantMarkets


• To develop and implement the overall strategy for the key account portfolio based on global and Market strategies jointly with the Senior KAM and get sign off from Director KA


• To ensure the KA organization is applying available adidas Group standards and best practices in daily work


• To ensure the best possible Net Sales result by setting clear targets and action points; constant tracking of results; analysis of risks & new business opportunities


• Build Strategic Account Plans and Account Marketing Plans and present to Director KA


• To measure progress on defined KPIs and monitor all reports


• To monitor and report on customers and competitors sell-through and activities, and propose/initiate/take actions


• To manage the account during sell-in meetings (range presentation) in collaboration with Brand and agree on sell-out support to grow the accounts


• To monitor sell-out and the order book continuously and ensure on-time deliveries and proper replenishment; make sure that account marketing activation is linked for better sell-out instore


• To formulate trade investments (TI) and discuss accordingly with the key accounts; and frequent tracking of performance against different TI buckets.


• Make recommendations to the Key Account Director on commercial opportunities at Market level on factual analysis, trends and needs


• Sales Data analysis, sell through, product replenishment, comp growth, store by store analysis where relevant


• Adhere to Global standards in collaboration with relevant support functions, customer service, trade marketing, account marketing, visual merchandising, training, and other related activities, and monitor/evaluate established processes to guarantee full compliance


• To visit customers and relevant markets/doors/.Com sites, regularly respecting the store visit checklist/guidelines and conducting the store audits, ensuring continuous improvement of the store/site audit results


• To ensure customer compliance with wholesale agreements

Key Relationships:

• Emerging Markets: Centre of Excellence (CoE) Wholesale


• Market: Business Units, CTC, Customer Service, Sales Coordination, Business Development, Credit Controlling, Planning, and SCM

Authorities:

• Responsible for the commercial success (sales) of assigned Key account


• Responsible for Key Account Minimum Standards i.e. AFB, order process management, financial reporting and KPI monitoring


• Responsible internally as the ‘ambassador’ for assigned accounts

KPI’s

• Net Sales


• Standard Margin


• Profitability 


• Order Book Conversion


• Sales Working Budget & Market Working Budget 


• Range Efficiency


• Sell out

Knowledge, Skills and Abilities:

• Analytics: ability to analyse data to improve strategic decision making and implementation


• Proven experience in Planning, Selling and Negotiating


• Strong communication skills: written, oral and presentation


• Strong cross functional experience across marketing and sales


• Strong understanding of the North Africa & Levant market especially Morocco Retail landscape


• Strategy: ability to understand and implement commercial strategy

Requisite Education and Experience / Minimum Qualifications:

• University degree relevant to industry experience


• Minimum 4 years of sales experience within large sales organizations, in sports/ /fashion or FMCG


• IT skills: Advanced MS Office Skills