Senior Manager, KAM

*Senior Manager, Key Account*

Department:

Wholesale

Direct Reporting Line:

Director, Wholesale

Indirect/secondary reporting line:

-

Subsidiary/country:

adidas/Philippines

Location:

Philippines

GSMS Grade:

M3

Number of Personnel Managed:

1

Number of accounts:

Number of Doors:

2

125

Purpose & Overall Relevance for the Organization:

Responsible for both managing high value accounts relationships and leading a team of Key Account Managers. He/She must also strive to support adidas vision to become the best sports brand in the country with the highest share of market. This includes hitting sales volume targets and implementing the picture of success-- pushing for the right portfolio on time and on demand, placement of products is at an advantage versus competition, executing the right pricing strategy, and timely updates of point of purchase materials. Managing the accounts' Sales Working Budget is critical in ensuring the above picture of success is implemented in store.

Key Responsibilities:

• Develop Key account sales plan and strategies to achieve the company's key account sales target. Ensure that key account sales strategies are aligned with the company vision and direction.
• Provide sales forecast, drive sales volume to meet the agreed targets, execute and follow up each season's future order sales or shipping plan, manages accounts receivable, maintain comprehensive understanding of each season's product flow, and update forecast figures consistently and periodically. Ensure that key account sales team understand product flow, as well as micro & macro selling points (product v. range). Develop & maintain an in-dept awareness of inventory structure. Follow-up sales call.
• Develop team to be part of company's talent pool. Senior Key Account Manager hires, trains, coaches Key Account Managers, setting goals, evaluates and gives feedback. He/She ensures performance and potential is maximized in connection to the company's priorities.
• Manages the account's Sales Working Budget (SWB). Usage of the SWB entails the right strategy is set in place. Prioritization of the budget towards understanding drivers of performance is key.
• Lead the Joint Business plan process for the account. Understanding the key market indicators and internal drivers will help land the common strategy for both parties, mutually agreed and followed through.
• Develop excellent long-term partnership and relationship with all key account customers.  Work closely with them to maximize business growth potential. Expand customer base by studying and exploring new possibilities to extend the market coverage and maximize sales & profit potentials.

• To provide an update on the market intelligence information such as market movement & trends, competitor's activities, customer feedback, etc. on a continually basis, and recommend all necessary actions to the manager.

• To sell-in and agree on sell-through support -

• Proactively lead the alignment of the sell in/ out process across internal functions

• To continue monitoring the sell-through and the order book as well as reliable and cost-efficient supply for the account

• By proactively facilitate meeting/business reviews with customer

• To conduct and share sell through information from customer

• Other assignments as appropriate

Key Relationships:

• Brand (Omni Channel Activation, Brand Communication, Visual Merchandising)
• Store Development
• SEA Category Marketing
• Finance & Operations
• Retail Marketing
• Customer service
• Business Development
• Planning
• Customers
• Third parties

Knowledge, Skills and Abilities:

Core competencies

• Communication with others
• Manage relationship and diversity
• Planning and organizing
• Analysis and problem solving
• Negotiation skill
• Assortment planning
• Retail management

Requisite Education and Experience / Minimum Qualifications:

• University degree in Business with Sales/ Commercial focus or related field
• Minimum 8 years' experience in Sales/Account Management, preferable experience in the sport or clothing industry
• Proven track record managing Key Accounts
• Leadership skills: Demonstrated ability to lead, motivate, develop a team
• Excellent negotiation skills: ability to negotiate contracts and terms of sale
• Communication skills: Excellent written and verbal communication skills to effectively interact with Key Accounts and team members
• Problem solving skills: identifying customer needs and ensuring win-win solution is provided
• Performance management: Track and evaluate team performance and level up performance as necessary
• Finance skills: Good understanding of P&L of accounts and adidas, able to propose out of the box ideas to push for common business agenda
• Good planning and organizing skill
• Strategic & critical thinking, good forecasting skill
• PC literature, excellent oral and written communication skills in English and local languages
• Excellent communication skills including impactful presentation skills

Advanced numeracy and literacy, with good IT skills (Word, Outlook, Excel, PowerPoint)