Manager Sales for Digital Key Accounts

Purpose & Overall Relevance for the Organization:

The vast majority of consumer journeys start online – they like to browse, research and compare products, even if they intend to buy in-store. The way consumers shop is reshaping the marketplace. As a result, many of our wholesale accounts (partners) are going through their own digital transformations. They are investing in how they reach the consumer online, whilst a new breed of accounts in the form of pure players and eMarketplaces have emerged in our digital ecosystem with new business models to service and sell to our consumers. At adidas, we are redefining our digital presence in a way that will push the future of digital and create premium experiences across all our consumer touchpoints to drive brand desirability, engagement and sales for our brands. The Digital Partner Commerce (DPC) team is driving this evolution in digital wholesale and through new business models across our worldwide organization.

The purpose of this role is to accelerate digital sales growth with one of the Top Digital Partners in Emerging Markets Central (EMC) Export (Mainly but not exclusively to Central Asia, Caucasus, Ukraine, East Europe and other export countries) and as Manager DPC you will be responsible for driving profitable and sustainable market share growth through Digital Partner Channels as well as developing programs that will drive key sales levers. All of your work will be done in an agile, fast-paced, global organization and in close collaboration with local DPC partners. You will need to be tenacious, not take “no” for an answer, and be able to translate complex digital topics and operating models into simple actions and messages to drive impactful change.

Key Responsibilities:

• Manage one of the Top DPC partners and support the Director DPC EMC Export in setting budgets & forecasts for this top digital partner, devise joint business plan, and develop account strategy for achieving brand objectives
• Work closely and collaboratively with key supporting functions to ensure seamless execution of the operating model.
• To formulate trade investments (TI) and discuss accordingly with digital partner, and frequent tracking of performance against different TI buckets
• Identify possible areas to improve sales of adidas products on our Digital Partner accounts’ websites, social channels and apps and develop initiatives to capture those opportunities; initiatives might include but are not limited to the areas of brand and product launch visibility, product findability, optimal ranging and conversion.
• Pilot new initiatives together with our DPC Partner and manage all other stakeholders involved, taking ownership for successful pilot implementation
• Liaise closely with Supply Chain and Customer service to ensure all deliveries / collections happen on time and in full including on time payments / SOA of accounts is up to date
• Lead the full end to end Spring Summer / Fall Winter Sell-in process with the partner
• Collaborate with DPC Analytics – Performance Testing to define KPIs for successful proof-of-concept and measure uplift
• Work closely with global & market DPC Partner and Business Development team to screen recent Digital Wholesale innovations and trends for implementation feasibility and impact, piloting the most promising
• Build a strong internal and external network including key players inside and outside of the industry to further advance adidas digital commerce knowledge and roadmap

Knowledge, Skills and Abilities:

• University Degree subject or relevant to industry experience
• 3+ years of professional experience, with extensive experience in E-Commerce field (e.g. Pure players, eMarketplaces, Digital merchandising, Digital consumer experience and/or Digital Marketing)
• Knowledge of local and global E-Commerce landscape
• Proven sales experience, ideally within the sport / retail sector
• Strong industry knowledge, eCom, eMarketplace, Pure Players with strong cross functional experience across digital marketing and sales
• Commercial mindset and ability to identify and convert sales growth opportunities
• Very good project management skills, ability to understand and implement strategy, including the ability to lead diverse teams of technical and non-technical roles and several projects simultaneously
• In depth understanding of local markets’ consumers, accounts, economic environment, and commercial needs
• Very good communication skills, comfortable presenting complex topics to senior stakeholders and convincing them to follow path of action
• Innovative mindset, encouraging change, taking personal ownership and can-do attitude
• Fluent English, both verbally and written