Senior Key Account Manager
Outdoor | Hybrid - Sales, GTM & Marketing
Purpose & Overall Relevance for the Organization:
* To drive profitable and sustainable market share growth through sales, GTM & Marketing, within this Outdoor account focusing on 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.
* Maintains 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 KPI’s.
* 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
* Delivers 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 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
* Analyse 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 cross-functional level
* Flexibility to travel, domestic or internationally as required
* Strong engaging and impactful presentation style
* Experience 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