상세 설명
Purpose & Overall Relevance for the Organization:
• Drive profitable and sustainable growth in brand share, net sales, and sell-out performance across assigned online wholesale accounts , with a strong sell-out first mindset.
• Act as the strategic lead and primary point of contact for assigned digital partners, building long-term relationships and unlocking sustainable growth opportunities.
• Lead the end-to-end commercial process across sell-in, forecasting, assortment planning, digital execution, and sell-out acceleration to achieve annual business objectives.
• Utilize consumer, sales, and marketplace insights to identify growth opportunities, optimize product strategies, and maximize business performance within the partner's digital ecosystem.
• Ensure robust financial management through continuous performance monitoring, early risk identification, and proactive mitigation to safeguard sustainable business growth.
Key Responsibilities: (to be performed in alignment with global guidelines):
Strategic Account Leadership
• Serve as the primary business owner and single point of contact for assigned online wholesale partners , by representing the face of the brand
• Lead all key commercial engagements, including Sell-in meetings, Joint Business Plan discussions, Key Account reviews, and senior stakeholder meetings.
• Build and execute comprehensive account strategies aligned with partner priorities and adidas commercial objectives.
• Develop and maintain strong cross-functional collaboration across Sales, Marketing, Planning, Brand Activation, Merchandising, and Digital Commerce teams.
Sell-in Management & Commercial Planning
• Own the seasonal sell-in process and secure optimal order intake through fact-based commercial planning and partner engagement.
• Develop account-specific assortment strategies based on consumer demand, marketplace dynamics, historical performance, and growth opportunities.
• Lead product forecasting activities leveraging sell-out data, consumer behavior insights, inventory performance, and commercial trends.
• Manage critical path milestones throughout the seasonal business cycle to ensure successful execution of key commercial initiatives.
• Drive Joint Business Plans (JBP) with partners and ensure alignment on sales, profitability, and digital performance targets.
Sell-out Performance & Marketplace Growth
• Continuously monitor daily, weekly, and monthly sell-out performance across key categories, franchises, and product launches.
• Identify risks and opportunities through in-depth analysis of sales performance, consumer behavior, traffic, conversion, inventory, and content effectiveness.
• Develop actionable recommendations to accelerate sell-out performance and improve market share.
• Partner closely with Digital Wholesale , related teams and account’s sales team to optimize the consumer journey and enhance overall platform performance.
Digital Shelf & Consumer Experience Excellence
• Drive digital shelf excellence across assigned platforms, including assortment visibility, content quality, product discoverability, and conversion optimization.
• Ensure best-in-class execution of product content, campaign assets, and consumer-facing experiences.
• Develop platform-specific growth strategies based on a deep understanding of consumer behavior and shopping patterns.
• Identify opportunities to differentiate the adidas brand through product offering, storytelling, content, and consumer services.
• Collaborate with Brand Marketing teams to develop account-specific marketing activation plans.
• Align marketing investment with business priorities to maximize traffic, conversion, and sell-out growth.
• Monitor campaign performance and optimize activations based on key commercial and digital KPIs.
• Support major product launches, seasonal campaigns, and key commercial moments through integrated marketplace marketing initiatives.
Analytics & Business Performance Management
• Translate sales, consumer, inventory, and digital performance data into actionable business insights.
• Identify emerging growth opportunities and proactively initiate actions to capture incremental business.
• Maintain accurate forecasting and business planning processes to support sustainable growth.
• Deliver annual net sales, profitability, and direct contribution targets for assigned accounts.
• Monitor account financial performance and proactively manage risks related to sales, inventory, margin, returns, and profitability.
Key relationship:
• Market Wholesale CS & BP&A
• Market Wholesale Product Planning
• Market Brand BU Teams
• Market Brand Activation: Mainly Multi Business Activation
• Market Brand P&I Team : Assortment Planning, Planning & Insight
• Market e-commerce Data analytics and Planning: DW Analytics
• Market e-commerce Platform account management
Knowledge, Skills and Abilities:
• Deep understanding of key Digital success metrics along the consumer journey on- and off-site (conversion, click-through rate etc.)
• Proven experience in commercial planning, assortment planning, forecasting, and seasonal sell-in management.
• Advanced analytical capabilities with the ability to derive insights from sales data, consumer behavior data, inventory data, and digital performance metrics.
• Deep understanding of wholesale ’s financial metrics (sales, inventory, margin, returns etc.)
• Strong interpersonal skills: good communications and negotiating abilities as well as high presentation, relationship management and facilitation skills to achieve win-win outcomes with assigned accounts
• Entrepreneurial mindset with strong ownership and a proactive approach to driving business growth.
• Fluent in written and spoken local language as well as English.
Requisite Education and Experience / Minimum Qualifications:
• University degree in business with marketing and sales focus
• Minimum 5 years of sales experience within large sales/eCOM organisations, ideally in apparel/fashion/shoes or FMCG
• Experience of people and operational management preferred
• Exposure: Sports, Marketing, Supply Chain
• IT skills: Advanced MS Office Skills
