Senior Director KAM Digital Customer Development DPC(m/f/d/)
Herzogenaurach, DE
vor 11 Tg.

Purpose &Overall Relevance for theOrganization :

  • Responsiblefor leading the growth of your channel, accountable for improving financial performance ofyour own accounts, and able to drive responsible growth throughlocal teams and their accounts
  • You will be akey stakeholder in defining where to play , and be responsible forestablishing the methodology of how we identify and develop (new and existing) digital winningpartners with which we build strategicrelationships to secure our digitalfuture
  • Responsible for buildingand leading the strategy for how to win with ourpartners and be the expert in defining and educatingthe organisation on our digital growthlevers.
  • You will lead the transformationacross the organisation by establishing new ways ofworking that define how we select, partner and growwith our top digital players
  • You will work withglobal functions and market leadership to identifyand address the opportunities to accelerategrowth
  • Develop and secure relevant consumer propositions for online, web / app performance, and digital enabled business models (range,assortment, merchandising, supply chain etc) that deliver digitalsales profitability & market share growth for the accounts youare responsible for globally and for the markets that yourcommunity lead locally
  • Be accountable for financial performance , drivingconsistent, competitive, profitable and responsiblegrowth
  • Play a key role in workingwith Market Commercial and Wholesale Leads to definestrategic, organisation and process changes to ensure we win indigital
  • You will identify how we best leverageexisting and identify and lead when we need to create mutuallybeneficial new selling assets and capabilities for digital sales.(own andwholesale)
  • KeyResponsibilities :

  • Yourteam will own the development and implementation of the KAsstrategy for the Top KAs globally
  • You will leadmajor customer initiatives that create value for our strategicpartners
  • You will develop effectivecollaboration models between KA teams (globally and locally)leading to KA sales growth
  • Your team willpartner the relevant KA teams in the markets in achievingprofitable market share and company goals through best practicesharing, system enhancement, tools and process harmonization / improvement.
  • Ensure that tracking, analysis andreporting on the Top KA, providing relevant and frequent updates tokey stakeholders across the company, ie, Group CEO, Board members,relevant senior leaders
  • Build and maintainsustainable long-term growth plans strategies of both brands(adidas and Reebok) within each KA through partnerships, inconjunction with the Sales Leads and Sales Development teams in themarket.
  • Organize, lead and demonstrateexpertise in key forums (e.g. Customer Meetings, Sales Directors’meetings, KA meetings, WHS Operationssessions)
  • Build the talent andcapability within the team and help to drive thechange across the wider organization (resourcing and skills needsto win in digital)
  • Raise the roof on eCommerce best practice & ways of working across the Sales & Brandorganization
  • Authorities :
  • Budget
  • KeyRelationships :

  • Global : SVP Global Sales, SVP DBC, Wholesale teams like Operations, SalesDevelopment, WHS Business Dev, Go To Market Functions, Direct toConsumer teams, Digital Sales Solutions, Group functions likeFinance, Supply Chain, DigitalAnalytics
  • Markets : MD’s, Commercial Leads,Sales Directors, Heads of KA, Top KA Directors, Business Dev, Groupfunctions
  • Knowledge,Skills andAbilities :

  • 8+years eCommerce (combination of own eCom and aproven track record of sustainably growing a digital business(strong financial and biz acumen)experience of buildingbrands digitally, managing digitalperformanceworking knowledge of key onlineplatform / media KPIs and associatedanalytics
  • Excellent negotiation skills , the ability toinfluence and have impact, creatively craft and build brands andbusinesses
  • Consumer andcustomer obsessed with a deep understanding of boththe retail customers you serve, as well as your end-consumer sothat you can tap into consumer demand and customer opportunities asthey arise
  • Can thinkbig and not afraid to challenge the status quoor adopt a better, bolder way of doing things to grow the business.
  • You will need to keep an eye out for opportunities, and be able tomake a compelling case to your management or senior leadership atyour customer to make your ideas areality

  • Develop effectivecollaboration and communication models across Globaland local teams to ensure alignment and drive of Omnichannelmindset, leading to sustainable digital growth with our Top OnlineAccounts.
  • Demonstrate excellentbusiness judgment : Assess every situationholistically and make thoughtful tradeoffs. Use your instincts, butseek the right input to refine your ownjudgment
  • Resultsorientated , with a bias for action and quickresults, and an ability to find thoughtful solutions which you willrole your sleeves up and implement
  • Ability to energize and mobilize people around avision, creating energy and momentum in the face ofchange.
  • RequisiteEducation and Experience / Minimum Qualifications :

  • Business : minimum 10-12 years (of which at least 6 should be in digital sales / eCommerce)
  • Cross-functional experienceideally with marketing / sales / finance ineCom
  • Industry : sporting goods / retail / consumer goods
  • Excellent English both verbaland written
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