Senior Manager Regional Accounts - Proven Arabia - #16905

Purpose & Overall Relevance for the Organization
To ensure a strong/leading brand positioning in ME and net sales growth with accounts in ME while respecting the image of the brand.

Key Responsibilities

• Implement the Region Accounts Excellence strategy across ME
  
• Develop the overall strategy for the TOP Region accounts portfolio based on Global and Market strategies jointly with the Sales Director and get sign off by the MD
  
• Manage the Region Accounts team and follow all related standards, best practices, and commercial policies in daily work
  
• Develop the functional and social skills of direct reports on and off the job
  
• Manage all reports as an integrated team by setting team objectives,
  
• targets and guidelines (3C’s)
  
• Set personal objectives, targets, guidelines and assess all reports
  
• Establish an appropriate organizational framework for the Region Accounts sales organization jointly with the Sales Director in line with the Global organizational blueprint
  
• Support negotiation and enforcement of trade terms
  
• Ensure all customers are allocated to the correct sales channels, run the seasonal SELL IN in showrooms or digitally.
  
• Group Regional customers, set objectives, GTM strategies, tactics, allocate resources and ensure translation into action plans respecting the framework set by the customer portfolio strategies. Alling with OTG 2025 strategy
  
• Work closely with all stakeholders including TOP REGION customers for quality sqm development plans and a proper execution either with branded SIS or generic allocated sections or dedicated shelf space
  
• Ensure execution of the Trade Edge and track results/data exchange
  
• Report to all superiors, potentially along MIS guidelines
  
• Monitor all reports, to execute all key campaigns during the year
  
• Monitor and report on customers and competitors sell-through and activities, and propose/initiate/take actions
  
• Provide realistic plans and forecasts on customers performances
  
• Ensure customer compliance with agreements and wholesale policies

Key Relationships

• Global: Global Channel Management, Sales Development
  
• Regional: Trade marketing team, CTC team, CS, SCM, Finance

Knowledge, Skills and Abilities

• Regional Account Manager with proven track record of successfully managing key accounts in large sales organisations.
  
• High analytical skills for strategy development, business planning Decision planning
  
• Strong interpersonal skills: Very good communications and negotiating abilities as well as high presentation, relationship management and facilitation skills
  
• High degree of commercial and business acumen knowledge (e.g. sales, trade marketing, finance and controlling)
  
• Strong decision taking and determination and shows high initiative and pragmatism to the business.
  
• Fluent in written and spoken local language (Arabic) as well as English. Skills and abilities in other language are an added plus

Requisite Education and Experience / Minimum Qualifications

• Arabic fluency required
  
• University degree in Business with marketing and sales focus
  
• Minimum 5 years of sales experience within large sales organizations, ideally in apparel/fashion/shoes or FMCG of which min 4 years in Sales role
  
• Exposure: Sports, Marketing, Supply Chain
  
• IT skills: Advanced MS Office Skills

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