Manager Alliance Partner

Manager Alliance Partners

Area: Emerging Markets Central

Department: Wholesale

Direct Reporting Line: Senior Manager Alliance Partners

GSMS Grade: M4

Subsidiary/country: GCC, KSA

Location: Riyadh, KSA

Purpose & Overall Relevance For The Organisation

• To drive profitable and sustainable market share growth within assigned Alliance Partners and all targeted product categories and concepts while respecting the adidas Group brand image
• To drive sell through within assigned Alliance Partner area
• To passionately support the KAM organization in identifying, developing and implementing strategies for the profitable growth of the adidas Group Brands
  
  

Key Responsibilities

• To represent the assigned account(s) and category(s) internally as an ‘ambassador’ towards all functions and vice versa and help manage all interfaces
• To Execute the GTM (Go to Market) Strategy for the Alliance Partners and play a major role for the WHS excellence in GCC Markets
• To develop and implement the overall strategy for the account portfolio based on global and Market strategies jointly with the Senior KAM and get sign off from Director KA
• To ensure the KA organization is applying available adidas Group standards and best practices in daily work
• To ensure the best possible Net Sales result by setting clear targets and action points; constant tracking of results; analysis of risks & new business opportunities
• Build Strategic Account Plans and Account Marketing Plans and present to Senior Manager Alliance
• To measure progress on defined KPIs and monitor all reports
• To monitor and report on customers and competitors sell-through and activities, and propose/initiate/take actions
• To manage the account during sell-in meetings (range presentation) in collaboration with Brand and agree on sell-out support to grow the accounts
• To monitor sell-out and the order book continuously and ensure on-time deliveries and proper replenishment; make sure that account marketing activation is linked for better sell-out instore
• To formulate trade investments (TI) and discuss accordingly with the accounts; and frequent tracking of performance against different TI buckets.
• Make recommendations to the Alliance Partner Senior manager and Director on commercial opportunities at Market level on factual analysis, trends and needs
• Sales Data analysis, sell through, product replenishment, comp growth, store by store analysis where relevant
• Adhere to Global standards in collaboration with relevant support functions, customer service, trade marketing, account marketing, visual merchandising, training, and other related activities, and monitor/evaluate established processes to guarantee full compliance
• To visit customers and relevant markets/doors/.Com sites, regularly respecting the store visit checklist/guidelines and conducting the store audits, ensuring continuous improvement of the store/site audit results
• To ensure customer compliance with wholesale agreements
  
  

Key Relationships

• Emerging Markets: Centre of Excellence (CoE) Wholesale
• Market: Business Units, CTC, Customer Service, Sales Coordination, Business Development, Credit Controlling, Planning, and SCM
  
  

Authorities

• Responsible for the commercial success (sales) of assigned accounts
• Responsible for Key Account Minimum Standards i.e. AFB, order process management, financial reporting and KPI monitoring
• Responsible internally as the ‘ambassador’ for assigned accounts
  
  

KPI’s

• Net Sales
• Standard Margin
• Profitability
• OB Conversion
• SWB & MWB
• Range Efficiency
• Sell out
• Market Share
  
  

Knowledge, Skills And Abilities

• Analytics: ability to analyse data to improve strategic decision making and implementation
• Proven experience in Planning, Selling and Negotiating
• Strong communication skills written, oral and presentation
• Strong cross functional experience across marketing and sales
• Strong understanding of the GCC Retail landscape
• Strategy: ability to understand and implement strategy
  
  

Requisite Education And Experience / Minimum Qualifications

• University degree relevant to industry experience
• Minimum 4 years of sales experience within large sales organizations, in sports/ /fashion or FMCG
• Exposure: Sports, Marketing, Supply Chain
• IT skills: Advanced MS Office Skills
  
  

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