The 'Why'
Wholesale (WHS) currently is the biggest channel (>50%) within the adidas Sales Channels and still will be by 2020. Our plan is to grow high single digit year on year.
Our world is changing and the consumer is moving online, and we are seeing more browsing and purchasing happening in digital channels. As a result, many of our wholesale accounts are going through their own digital transformations and are investing in how they reach the consumer online, a new breed of accounts in the form of pure players and marketplaces have emerged and new business models on how we service or sell to consumers are appearing.
As a result of this trend we are expecting a decline in Bricks & Mortar (B&M) and a growth of digital business (from online via mobile to social commerce). WHS.com is therefore our single biggest opportunity towards 2020.
Purpose
* Drive and support the execution of our transformation in the retailers playing field for adidas, on how we select, grow, report performance and partner with our top accounts
* Drive the development and consistent execution of a Key Account (Digital Growth) Strategy, focusing on the Top Global Key Accounts, using the identified Key Growth Drivers.
* Establish the framework that supports scaling and delivery to global multi-channel accounts and local accounts.
* Build and maintain sustainable long-term growth plans strategies of both brands (adidas and Reebok) within each KA through partnerships, in conjunction with the Sales Leads and Sales Development teams in the market.
Key Accountabilities
* Develop effective collaboration models with the KA teams (globally and locally) leading to each KAs sales growth
* Partner with the relevant KA teams in the markets in achieving profitable market share and company goals through best practice sharing, system enhancement and process harmonization/ improvement
* Navigate the complexity between each KA, the markets and the respective adidas Group functions to ensure constant progress on the required initiatives.
* Track, analyze and report on the Top KA, providing relevant and frequent updates to key stakeholders across the company, ie, Group CEO, Board members, relevant senior leaders
* Gather and share best practices across the Top KAs and turn it into industry-leading sales tools working closely with the markets and Sales Development. Make the Best-in-Class (BIC) tools always available for the other KAs
* Organize and lead (or at minimum organize and participate) and demonstrate expertise in key forums (e.g. Customer Meetings, Sales Directors’ meetings, KA meetings, WHS Operations sessions)
* Mentor junior team members in the Global WHS Operations Team
* Controlling
o Target setting and measurement of progress on own KPIs
o to report to all superiors (internal and customer)
Knowledge, Capabilities and Experience
* eCommerce (combination of own eCom and retailer.com)
* Retailer.com Sales Manager with proven track record of success in securing the 'how and where to win' on marketplaces
* International KA business experience
* Has strong leadership skills
* Strong interpersonal skills (e.g. communication, negotiation)
* Proven methodological skills (e.g. business planning, strategic development)
* High degree of commercial and business acumen knowledge
* Proven data analytical skills
* Extensive knowledge of the adidas Group business along with significant industry experience
* Mental flexibility, initiative and determination
* Fluent in written and spoken English is a must. Skills and abilities in another language are a benefit
Qualifications
1. Degree in business administration with focus on Digital Sales/Marketing
2. Business: minimum 8 years (of which at least 6 should be in digital sales / eCommerce)
3. Functional: minimum 5-7 years’ experience in sales, ideally in the sporting goods industry
4. Operational Retail experience (min 2 years)
5. Experience of working and delivering in an eCommerce-focused role
6. Cross-functional experience ideally with marketing / sales / finance
7. Industry: sporting goods / retail / consumer goods