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 and Sport and Fashion Specialty 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
Within Specialty Sales Channel 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 Specialty Sport / Fashion business and market environment.
Act as a liaison and point of contact within the Sales Organization for all matters related to Sport / Fashion Specialty 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 Specialty 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
Deep knowledge of Specialty Sport / Fashion business and industry.
Digital-First mindset and understand Consumer trends and opportunities
Advanced numeracy and literacy
Availability to travel
Requisite Education and Experience / Minimum Qualifications :
University Degree in Business / Economics with Sales & Commercial focus
Minimum of 2 years of experience in sales
Experience in consumer goods industry ideally in apparel / fashion / shoes or FMCG
Fluency in English and local language (Greek) written and spoken
Excellent Knowledge of MS Office