Manager Key Accounts

Based at: Mumbai/ Gurgaon

Purpose:

This role will be responsible for driving assigned accounts topline, market share, relationship with key account partners and their stakeholders, to ensure a healthy and profitable business. This role will also involve driving brand leadership and other key accounts business priorities. Further the KAM will also be accountable for driving targeted seasonal sell in (OTBs) for his/her accounts, Aggressive space acquisition across targeted key accounts, targeted sell out and improving quality of business.

Key Responsibilities:

Functional:

- Responsible for achieving assigned sales quota by bringing in new business and maintaining existing business. Sell products to Assigned Key Accounts. Contribute to the development of the sales strategy at Account level, to maximize Revenues.

- Develop and execute strategies with Key Accounts including Quarterly channel business plans and achieving monthly revenue targets.

- Building, sustaining, and amplifying excellent business relationships with KA partners, which helps in building Strategic business relationships.

- To drive achievement of monthly, quarterly and yearly sell-in, Sell-out and collections numbers.

- Framing Door by Door strategy and ensuring Aggressive acquisition of Prime and large Spaces across doors of assigned Key Accounts.

- Drive business through Assigned Key Accounts by utilizing customer service skills and building strong relationships based upon product/category and marketplace expertise which results in consistent target attainment.

- Develop seasonal assortments, forecasts, and scenario plans for assigned KA partners using category, account, brand, and marketplace knowledge.

- Execute all seasonal initiatives in stores.

- Increase sell-in and sell-out by developing and delivering targeted, persuasive sales presentations.

- Ensure timely execution of order tracking, order input, retail release and launch information, order confirmation, cancellations, and delivery information.

- Understand competitors and marketplace; utilize assessment, knowledge, and a brand management focus to adjust and drive business plans through partners.

Represent the assigned account(-s) internally as an:

- To ambassador toward all functions and vice versa and manage all interfaces.

- To ensure adherence to account strategies, formalization by Strategic Account Plans and get sign off by the direct superior.

- Internal stakeholder management VM, Finance, Marketing, Sales Ops, SCM, to drive account and sales objectives, brand objectives pertaining to representation at stores, collection of dues and driving seasonal initiatives.

- Periodic update to the Key Accounts Head on account performance, challenges, opportunities, and market intelligence pertaining to his/her set of accounts.

Controlling:

- To measure progress on set KPIs.

- To enforce adidas Trade Terms Policy.

- To report to all superiors.

- To monitor all reports.

- To monitor and report on customers and competitors sell-through and activities and propose/initiate/take actions.

- To provide realistic plans and forecasts on customers performances.

- To ensure customer compliance with agreements.

Professional background:

- Functional: 8 - 12 years of experience.

- Industry: ideally in apparel/fashion/shoes or FMCG.

- Exposure: Sports, Fashion and Lifestyle, Key Accounts, Large Accounts, Fashion Accounts, LFR, Sales.

Educational Background:

- MBA in business / marketing and sales focus.