Director Key Accounts JD Group
Area : Lifestyle AKA
Department : Sales
Direct Reporting Line : Senior Director Sales JD Group
Indirect/Secondary reporting line : VP Lifestyle AKAs
Subsidiary/Country : UK
Location: Stockport
GSMS Grade: M2
Number of Personnel Managed : Direct 4
Cost Center/Budget and/or Revenue Responsibility : Net Sales of assigned account
Purpose & Overall Relevance for the Organization:
To drive profitable and sustainable market share growth within the assigned key accounts while respecting the image of the adidas brand
Key Responsibilities:
* To represent the brand externally as an ambassador and internally towards all functions and vice versa and manage all interfaces
* To ensure understanding of the assigned accounts and categories and documentation
* To ensure development of the account strategies, formalization by Strategic Account Plans and get sign off by the direct superior
* T o sell in and agree on sell out support and ensure formalization by Category/Account Marketing Plans
* To ensure continuous monitoring of sell out and order book as well as cost effective and reliable delivery for the account
* To drive understanding of account and collaborate with key European cluster teams
* Drive Key Account Interaction Model seasonally supporting consumer and range input for assigned area
* To support and enforce adidas company trade investment inline, with global wholesale policies
* Work collaboratively with DPC counterparts delivering market share growth online
* Ensure best representation of the brand in store and on customer digital platforms, with support of marketing and retail teams.
* To set personal objectives, targets, guidelines and assess all reports
* To develop the functional and core skill of direct reports through regular 1-2-1’s coaching and mentoring
* To manage all reports as an integrated team by setting team objectives, targets and guidelines
* To ensure smooth cooperation of all direct reports along all interfaces
* To measure progress on own KPIs
* To report to all superiors along established guidelines
* Monitor and report on customer and competitor activity and propose/initiate/take actions
* To provide realistic plans and forecasts on customer performance
* Ensure Customer compliance with adidas company contracts and terms
* Responsible for the commercial success (sales) of assigned divsion and category
* Responsible internally as the ‘ambassador’ for assigned account
KPI’s:
* Market share within Key Account
* Budget Compliance
* Net sales
* Standard Margin
* OB Conversion
* SWB & MWB
* Range Efficiency
* Stock Turn
* Account satisfaction and contractual agreements followed
* DSO of assigned accounts
Key Relationships:
* Sales, CTC, Global Sales, Marketing, Finance, Customer Service, Respective BU’s, Demand Planning, Credit Management, Supply chain and distribution teams, Customer Buying Director, Customer Buyers, Customer Merchandising
Knowledge, Skills and Abilities :
*
o Proven experience within a Key Account selling environment
o Proven experience in Planning, Selling and Negotiating
o Proven leadership experience via people management and/or mentoring and coaching
o Strong communication skills: written, oral and presentation
o Strong industry knowledge, across divisions of footwear, apparel and accessories
o Strategy: ability to develop and implement strategy
o Analytics: ability to analyse data and improve strategic decision making and implementation
o Budget Management
Requisite Education and Experience / Minimum Qualifications:
* Degree or equivalent
* Excellent English
* Excellent analytical and numerical skills
* Fully Competent with IT packages (excel, and PowerPoint to an advanced level)