Sales Representative Regional Accounts

Purpose & Overall Relevance for the Organization:

• Profitability: Ensure profitable and sustainable market share growth in Account doors (B&M as well as digital eCom), promoting and selling adidas products and services
• Execution: Guarantee the best possible placement execution in account doors, maximizing and respecting the image of adidas group brands
• Partnerships: Build and consolidate long-term business partnerships. Ability to build and maintain collaboration and partnerships within the Regional Sport and Fashion Sales Channels securing optimum and sustainable business performance.
• Key Performance Indicators:
• Deliver seasonal as well as yearly Sales Targets aligned with the top and bottom-line expectations for the account in category level and channel level (B&M & eCom) contributing to Cluster/Zone agreed targets
• Monitor in-season sell-through performance to drive and maintain a sustainable pull-market model, maximizing re-orders opportunities both for traditional B&M channel but also for Customer’s eCom
• Provide frequent feedback as well as structure action plans (where applicable) for the accounts on the seasonal sell-through performance
• Monitor and secure the agreed conversion of seasonal Business On Hand
• Monitor and secure the agreed contractual DSO
• Secure all KPIs related to hard allocated and campaign products/concepts (On Time and in Full Deliveries, Retail Intro and Exit dates etc)
• Key Responsibilities:
• Manage (own) the product flow
• To set objectives, strategies and tactics for achieving business plans jointly with the respective Line Manager always aligned with Cluster/Zone and Group priorities, both for B&M and eCom channels
• To allocate resources and ensure effective and efficient negotiation, implementation and tracking of action plan execution covering price adjustments, terms and conditions range
• Develop/update reports and plans according to the customer portfolio mapping strategies
• Monitor sell-out activities (KPIs) across channels (B&M and eCom)
• To ensure compliance with established policies, procedures, initiatives and directives
• Measure, Report progress and Plan initiatives based on own KPIs
• Secure according to brand guidelines, availability, market launch/ introduction, campaigns communication and market lifecycle of exclusive product/concept drops.
• Monitor the market
• Deliver constant updates about competitors, market trends, product and technologies, customers and consumers buying behaviors both for physical and digital channels
• Execute and support company and customer strategies towards the consumer needs
• Monitor, report on competitors’ activities and developments on the market and propose/initiate/take actions
• Ability to forecast, understand and communicate trends and developments related to business and market environment.
• Act as a liaison and point of contact within the Sales Organization for all matters related to Sport/Fashion industry market and industry developments.
• Build the partnership
• Listen and understand customers’ needs
• To ensure pre
• and re-order buying
• To ensure reliable and cost-efficient supply of merchandise and responsiveness for requests and complaints of customers
• To prepare the sell-in of the collection, by ensuring the respect of the sales guideline, being aware of set targets, budgets and risks
• Offer sell-out support and advice, based on our seasonal focus products, technologies and concepts
• To create a high-performance culture by setting clear expectations, analyzing performance and giving appropriate and prompt feedback, including actively managing poor performance
• To build and maintain personal relationships with key decision takers on highest possible levels
• Able to provide information and advice internal and external partners on all topics related to Sport/Fashion business. (Trends, Market/Competition Intelligence, Product Developments etc)
• Knowledge, Skills and Abilities:
• Proven work experience in Sales
• Excellent selling and negotiation skills
• Strong communication skills as well as strong ability to influence and negotiate
• Ability to build productive business professional relationships
• Ability to create and deliver presentations tailored to the audience needs
• Highly motivated and target driven mindset
• Prioritizing, time management and organizational skills
• Strong methodological skills, especially data analysis, business planning
• Strong personal skills: mental flexibility, initiative
• Strong knowledge of Digital eCommerce marketplace
• Digital-First mindset and understand Consumer trends and opportunities
• Advanced numeracy and literacy
• Availability to travel

AT ADIDAS WE HAVE A WINNING CULTURE. BUT TO WIN, PHYSICAL POWER IS NOT ENOUGH. JUST LIKE ATHLETES OUR EMPLOYEES NEED MENTAL STRENGTH IN THEIR GAME. WE FOSTER THE ATHLETE’S MINDSET THROUGH A SET OF BEHAVIORS THAT WE WANT TO ENABLE AND DEVELOP IN OUR PEOPLE AND THAT ARE AT THE CORE OF OUR UNIQUE C