Sr. Specialist Field Account
hace 14 horas
Purpose & Overall Relevance for the Organization:
Promote and sell the organization’s products and services within an assigned geographic area or to an assigned group of customers to achieve significant sales targets respecting the defined Sales Strategy and the brand's image.
Key Responsibilities:
- Update the customer segmentation channel classification annually.
- Develop assigned field customers, tap full potential, and manage all interfaces towards adidas respecting the framework set by the Regional Field Manager/Sr. Regional Field Manager.
- Develop/update Field Account Fact Books and Field Strategic Account Plans according to the customer portfolio mapping strategies.
- Organise, prepare and execute the sell-in customer meetings, pre-selecting the range, offering sell-out support based on our seasonal focus products, technologies, and concepts, in respect of Sales & Brands strategies.
- Negotiate and enforce the adidas trade terms.
- Visit customers regularly respecting the store visit guidelines (VM, RSM, re-orders, POS-material, etc.) and conduct store audits, ensuring continuous improvement of the store audit results.
- Conduct the field CSS, provide feedback results to the accounts, and derive action plans.
- Acquire new customers to cover all distribution segments and Sales district zones.
- Coach and mentor less experienced sales representatives.
- Support the credit department in credit collection.
- Measure progress on own KPIs.
- Monitor all relevant reports.
- Monitor and report on customers and competitors’ activities and propose/initiate/take actions.
- Provide realistic plans and forecasts on customers' performances (all KPIs including: Pre-orders, NS, Conversion, Returns, Credit Notes, Trade Investments).
- Ensure customer compliance with agreements.
Knowledge Skills and Abilities:
- University degree or equivalent education required.
- Broad and deep theoretical understanding of functional area.
- Minimum 2 years experience in job or job function.
- Advanced English.
Requisite Education and Experience / Minimum Qualifications:
- Minimum 2 years of related experience.
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