Manager Key Accounts

adidas; Gurugram District; On-site; INR 1,200,000 - 1,700,000; Full time

Job summary

adidas in Mumbai/Gurgaon is seeking an experienced Key Account Manager to drive topline growth, market share, and strong relationships with major KA partners and stakeholders.

You will develop seasonal assortments, craft quarterly channel plans, and lead aggressive space acquisition and sell-in targets across doors, ensuring timely order execution.

Qualifications

• MBA in business/marketing and sales focus.
• 10–12 years of experience in sales, preferably in apparel or FMCG.
• Experience with Key Accounts and large Accounts.
• Exposure to Sports, Fashion & Lifestyle brands.

Responsibilities

• Achieve assigned sales quota by acquiring new business and maintaining existing accounts.
• Develop and execute strategies with Key Accounts including quarterly plans.
• Build and maintain relationships with KA partners and stakeholders.
• Drive monthly, quarterly, and yearly sell-in, sell-out, and collections.
• Lead door-by-door strategy and space acquisition for Key Accounts.
• Ensure timely order tracking, input, and delivery information.

Skills

Key Accounts

Sales strategy

Relationship management

Sales presentation

Education

MBA in business/marketing and sales focus

Job description

Purpose

This role will be responsible for driving assigned accounts’ topline, market share, relationship with key account partners & their stakeholders, to ensure a healthy & profitable business. This role will also involve driving brand leadership & other key accounts business priorities. Further the KAM will also be accountable for driving targeted seasonal sell in (OTBs) for his/her accounts, Aggressive space acquisition across targeted key accounts, targeted sell out & improving quality of business.

Based at: Mumbai/ Gurgaon

Purpose

This role will be responsible for driving assigned accounts’ topline, market share, relationship with key account partners & their stakeholders, to ensure a healthy & profitable business. This role will also involve driving brand leadership & other key accounts business priorities. Further the KAM will also be accountable for driving targeted seasonal sell in (OTBs) for his/her accounts, Aggressive space acquisition across targeted key accounts, targeted sell out & improving quality of business.

Key Responsibilities

Functional

• Responsible for achieving assigned sales quota by bringing in new business and maintaining existing business. Sell products to Assigned Key Accounts. Contribute to the development of the sales strategy at Account level, to maximize Revenues.
• Develop and execute strategies with Key Accounts including Quarterly channel business plans and achieving monthly revenue targets.
• Building, sustaining, and amplifying excellent business relationships with KA partners, which helps in building Strategic business relationships.
• To drive achievement of monthly, quarterly & yearly sell-in, Sell-out & collections numbers.
• Framing Door by Door strategy and ensuring Aggressive acquisition of Prime & large Spaces across doors of assigned Key Accounts.
• Drive business through Assigned Key Accounts by utilizing customer service skills and building strong relationships based upon product/category and marketplace expertise which results in consistent target attainment.
• Develop seasonal assortments, forecasts, and scenario plans for assigned KA partners using category, account, brand, and marketplace knowledge.
• Execute all seasonal initiatives in stores.
• Increase sell-in and sell-out by developing and delivering targeted, persuasive sales presentations.
• Ensure timely execution of order tracking, order input, retail release and launch information, order confirmation, cancellations, and delivery information.
• Understand competitors and marketplace; utilize assessment, knowledge, and a brand management focus to adjust and drive business plans through partners.

Represent the assigned account(-s) internally as an

• To ‘ambassador’ toward all functions and vice versa and manage all interfaces.
• To ensure adherence to account strategies, formalization by Strategic Account Plans and get sign off by the direct superior.
• Internal stakeholder management – VM, Finance, Marketing, Sales Ops, SCM, to drive account and sales objectives, brand objectives pertaining to representation at stores, collection of dues and driving seasonal initiatives.
• Periodic update to the Key Accounts – Head on account performance, challenges, opportunities, and market intelligence pertaining to his/her set of accounts.

Controlling

• To measure progress on set KPIs
• To enforce adidas Trade Terms Policy
• To report to all superiors
• To monitor all reports
• To monitor and report on customers and competitors sell-through and activities and propose/initiate/take actions.
• To provide realistic plans and forecasts on customers performances
• To ensure customer compliance with agreements

Professional background

• Functional: 10 - 12 years of experience
• Industry: ideally in apparel/fashion/shoes or FMCG
• Exposure: Sports, Fashion & Lifestyle, Key Accounts, Large Accounts, Sales

Educational Background

• MBA in business / marketing and sales focus

adidas celebrates diversity, supports inclusiveness and encourages individual expression in our workplace. We do not tolerate the harassment or discrimination toward any of our applicants or employees. We are an equal opportunity employer.