Senior Director Sales Key Accounts & Fashion - Cluster Central - (M/F/D)

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Job Reference:

4787b9b8d2cb

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Posted:

30.04.2025

Expiry Date:

14.06.2025

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Job Description:

Purpose and overall relevance for the organization:

Ensure sustainable and profitable market share and net sales growth for defined strategic Accounts in the respective clusters/regions by implementing the company’s Brand and Sales Strategies with regard to key categories and defined target groups.

Key Responsibilities:

• Define, develop, and implement the short- and long-term commercial strategies within the assigned Sales Account Group for adidas in accordance with the Global, Europe and Cluster Sales Strategies.
• Translate the commercial strategies and objectives for Central Europe into functional targets for the respective Account teams and measure performance against given KPIs.
• Together with key wholesale partners execute strategic initiatives for Central Europe and Trade Zones for key focus categories in accordance the corresponding guidelines/framework conditions, also in close cooperation with the adidas Retail and e-com teams.
• Implement the Digital Partner Commerce (DPC) Strategy and ensure achievement of defined digital KPIs.
• Establish an appropriate organizational framework for the Sales organization together with the VP Sales.
• Build business and personal contacts to the main decision makers of key Accounts with the aim of establishing adidas as preferred supplier.
• Conclude constructive trade agreements with defined Accounts based on current sales and delivery policies as well as on current adidas commercial/e-commerce guidelines.
• Develop strategic Account and Account marketing plans to achieve (net sales and market share) growth targets as well as brand marketing objectives.
• Drive adidas brand concepts, ensuring market-leading brand presence at the POS (online and offline, brand-specific, and controlled space, in-store communication).
• Professional and brand-oriented steering of the sell-in process and sell-out support.
• Ensure continuous controlling and order management as well as cost-efficient and reliable demand planning and timely delivery.
• Ensure excellent forecasting and business planning for the defined Account group.
• Ongoing challenging of the status quo and driving of creative and new ideas to improve adidas performance in the respective cluster.
• Consistent market management (i.e., Account audits and exit management) in close alignment with the European Sales Development team.
• Close alignment with Sales colleagues who are assigned to all other Accounts within the cluster (i.e., Alliance key Accounts).
• Provide sell-out analysis and KPI reporting to senior management.
• Initiate analyses and research on Accounts, competitors, and market developments.

People responsibilities

• Lead all direct reports as one integrated team by defining specifications, KPIs, targets and guiding principles for the team.
• Create a high-performance culture and manage the career and succession planning for key talents.
• Encourage, lead, and drive the development of a performance culture within the team.
• Ensure collaboration between all employees and departments.
• Further develop the direct reports’ functional and social core competencies through regular coaching and mentoring.
• Provide leadership based on the Leadership Framework

Powers:

According to the authority matrix of the adidas Group

Authority to sign: Power of attorney (p. V.)

KPIs

• Market share within the defined account group and the main categories
• Achievement of targets in terms of net sales, trade terms and earnings
• DSO goals
• DPC targets
• Compliance with trade investments
• CSD Compliance

Main Contacts:

Internal

• Head of Sales Coordination CE

• Brand Activation Directors und CTC Directors CE

• Europe Sales Strategy und Development Team

External

• CEOs and managing directors / board members
• Head of Purchasing (CPOs) / Purchasing departments
• Head of Marketing (CMOs) / Marketing departments
• Head of Sales (CSOs) / Sales departments
• Interfaces to business development, logistics / operations, finance

Knowledge, skills and abilities:

• Proven track record in managing medium-sized sales teams
• Proven leadership and management skills
• Excellent commercial knowledge and business acumen
• Negotiating skills, confident demeanor, and representational skills
• Strong strategic and operational skills
• Proven advanced skills in strategic and conceptual management
• Proven methodological competence (e.g., business planning, strategy development)
• Very good knowledge of the adidas Group's business and extensive industry experience
• Excellent team player with a proven ability to work across functions to achieve goals and objectives
• Ability to influence partners in other functional groups in order to achieve consensus and mutual understanding
• Mental flexibility, initiative and determination
• Advanced knowledge of MS Office (including Outlook, Word, Excel, PowerPoint)
• Fluent written and spoken German and English knowledge is a prerequisite.
• Digital mindset and very good knowledge of digital media

Required training and experience / minimum requirement:

• Degree in business administration or similar with a focus on sales / marketing
• 10-12 years of experience in sales
• More than 6 years of management responsibility
• Strong employee management skills and proven commercial success
• Cross-functional experience, ideally in marketing / sales / finance / operations
• Experience in the sporting goods / retail / consumer goods industry
• Sport-specific category / industry knowledge