Job description

To ensure profitable market share and net sales growth within the Pure Players in India while respecting the image of the adidas Group brands

Support the growth of the digital wholesale channel , accountable for improving financial performance of your winning digital accounts

Show clear expertise in the digital space , and support the required initiatives and capabilities to win the digital marketplace with increased sell through and market share across all online channels and accounts (pure player, eMarketplaces and omni channel digital sales) with a focus on key digital players across the Cluster

Support the [Market] Digital Partner Commerce (DPC) organization, by supporting the implementation of the overall digital sales acceleration strategy and initiatives , and ensuring relevance within the Cluster

Key Responsibilities:

Sales Management

Implement the Digital Partner Commerce Strategy aligned with the India channel plan.

Ensure the best possible Net Sales result by achieving partner targets and action plans for account aligned with Sr Manager DPC & Director DPC. This includes booking of sell-in s with customers, building the order book, driving incremental net sales opportunities and ensuring conversion of order books

Key Account Management of DPC (e-Comm) partner/s

Manage the overall relationship between the Pure Player (e-comm) customers and adidas

Regular tracking of sales and marketing results, monitoring and reporting on customers and competitors sell-through and activities

Analysis of risks & new business opportunities

Negotiation and enforcement of adidas Group trade terms

Ensure customer compliance with agreements

Provide realistic plans and forecasts on customers performances

Monitor and report on customers and competitors sell-through and activities, and propose/initiate/take actions

Business Planning:

Plan and execute digital joint business plans (JBPs) with partner/s including digital initiative implementation (e.g. optimizing on-site search) and partner program in partnership with account teams

Increase sell out & share of adidas in e-comm account/s through improved brand visibility & presentation, product findability and enhanced consumer experience that will improve key digital metrics

Support and Input into the India DPC strategy, marketplace mapping, account prioritization and improvements to ways of working across the account stakeholders

Support Sr DPC Manager with Digital transformation initiatives across the cluster to support pure player & omnichannel key accounts who have vital digital businesses

Improve performance of Digital Brand Activation in the account

Key Relationships:

External: Customers, Agencies

India: Sales Teams, Sales Coordination & Customer services

India: Brand Activation, Brand Planning teams & CTC

India: Business Development, HR, Logistics, Orderbook Management

India: Account teams (PP & Omni accounts)

Knowledge, Skills and Abilities :

A Growth and a Digital mindset

Account management with proven track record of successfully managing large accounts in preferably in the Sporting Goods or Fashion industry

Broad and deep functional knowledge in Sales (eCommerce, operational, financial and processes), with some exposure to digital consumer experience

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, retail, trade marketing, customer service, finance and controlling)

Independent working style : Able to work on his/her own and drive organizational goals.

Zoom In / Zoom Out : Ability to work in detail and at the same time keep overarching company goals in mind.

Data Analysis & Interpretation: Comfortable with data and ability to interpret what it says

High initiative, proactiveness and pragmatism in approach.

Proven track record of delivering versus measurable sales targets.

Confident with web analytics and digital metrics like conversion, CTR

Requisite Education and Experience / Minimum Qualifications:

Tertiary qualification in business with marketing and sales focus

Overall 6-8 years with minimum 4-5 years of sales experience within large sales organisations, ideally in apparel/fashion/shoes or FMCG/FMCD/Telecom

IT skills: Advanced MS Office Skills