Manager Alliance partner ( Sales Manager - Key Accounts )

Adidas Group; Riyadh; On-site; SAR 60,000 - 100,000; Full time

Job summary

An established industry player is seeking a dynamic Manager for Alliance Partners to drive sustainable growth in the GCC market. This role involves representing key accounts, executing go-to-market strategies, and ensuring compliance with brand standards. You will collaborate with various functions to optimize sales performance and implement strategic initiatives. The ideal candidate will possess strong analytical and negotiation skills, along with a solid understanding of the retail landscape. Join this innovative firm to make a significant impact in a fast-paced environment.

Qualifications

• Minimum 4 years of sales experience within large sales organizations.
• University degree relevant to industry experience.

Responsibilities

• Drive profitable market share growth within assigned Alliance Partners.
• Execute the GTM Strategy for Alliance Partners.
• Develop and implement account portfolio strategies.

Skills

Analytical Skills

Sales Experience

Negotiation Skills

Communication Skills

Cross-functional Experience

Strategic Implementation

Education

University Degree

Tools

MS Office

Job description

Manager Alliance Partners

Area: Emerging Markets Central

Department: Wholesale

Direct Reporting Line: Senior Manager Alliance Partners

GSMS Grade: M4

Subsidiary/country: GCC, KSA

Location: Riyadh, KSA

Purpose & Overall Relevance for the Organisation:

• To drive profitable and sustainable market share growth within assigned Alliance Partners and all targeted product categories and concepts while respecting the adidas Group brand image


• To drive sell through within assigned Alliance Partner area


• To passionately support the KAM organization in identifying, developing and implementing strategies for the profitable growth of the adidas Group Brands

Key Responsibilities:

• To represent the assigned account(s) and category(s) internally as an ‘ambassador’ towards all functions and vice versa and help manage all interfaces


• To Execute the GTM (Go to Market) Strategy for the Alliance Partners and play a major role for the WHS excellence in GCC Markets


• To develop and implement the overall strategy for the account portfolio based on global and Market strategies jointly with the Senior KAM and get sign off from Director KA


• To ensure the KA organization is applying available adidas Group standards and best practices in daily work


• To ensure the best possible Net Sales result by setting clear targets and action points; constant tracking of results; analysis of risks & new business opportunities


• Build Strategic Account Plans and Account Marketing Plans and present to Senior Manager Alliance


• To measure progress on defined KPIs and monitor all reports


• To monitor and report on customers and competitors sell-through and activities, and propose/initiate/take actions


• To manage the account during sell-in meetings (range presentation) in collaboration with Brand and agree on sell-out support to grow the accounts


• To monitor sell-out and the order book continuously and ensure on-time deliveries and proper replenishment; make sure that account marketing activation is linked for better sell-out instore


• To formulate trade investments (TI) and discuss accordingly with the accounts; and frequent tracking of performance against different TI buckets.


• Make recommendations to the Alliance Partner Senior manager and Director on commercial opportunities at Market level on factual analysis, trends and needs


• Sales Data analysis, sell through, product replenishment, comp growth, store by store analysis where relevant


• Adhere to Global standards in collaboration with relevant support functions, customer service, trade marketing, account marketing, visual merchandising, training, and other related activities, and monitor/evaluate established processes to guarantee full compliance


• To visit customers and relevant markets/doors/.Com sites, regularly respecting the store visit checklist/guidelines and conducting the store audits, ensuring continuous improvement of the store/site audit results


• To ensure customer compliance with wholesale agreements

Key Relationships:

• Emerging Markets: Centre of Excellence (CoE) Wholesale


• Market: Business Units, CTC, Customer Service, Sales Coordination, Business Development, Credit Controlling, Planning, and SCM

Authorities:

• Responsible for the commercial success (sales) of assigned accounts


• Responsible for Key Account Minimum Standards i.e. AFB, order process management, financial reporting and KPI monitoring


• Responsible internally as the ‘ambassador’ for assigned accounts

KPI’s

• Net Sales


• Standard Margin


• Profitability


• OB Conversion


• SWB & MWB


• Range Efficiency


• Sell out


• Market Share

Knowledge, Skills and Abilities:

• Analytics: ability to analyse data to improve strategic decision making and implementation


• Proven experience in Planning, Selling and Negotiating


• Strong communication skills written, oral and presentation


• Strong cross functional experience across marketing and sales


• Strong understanding of the GCC Retail landscape


• Strategy: ability to understand and implement strategy

Requisite Education and Experience / Minimum Qualifications:

• University degree relevant to industry experience


• Minimum 4 years of sales experience within large sales organizations, in sports/ /fashion or FMCG


• Exposure: Sports, Marketing, Supply Chain


• IT skills: Advanced MS Office Skills