Manager Digital Sales for Key Accounts

  • Adidas
  • PL - MZ - Warsaw
  • 6 days ago

Company Name: Adidas

Location: Warsaw, MZ, PL


Purpose & Overall Relevance for the Organization:


  • Support the Digital Partner Commerce (DPC) team & in driving the digital development of key accounts, seeking to optimize our brands representation, consumer experience and ultimately growing net sales & market share
  • Act as the digital expert of your respective key accounts, adapting our digital approach to win the consumer online across your account’s digital touchpoints – inc. webshops & apps


Role & Responsibilities:


  • Responsible for driving digital sell-through across all URLs of digital webshop(s) and apps
  • Working with the Senior Manager DPC, develop and negotiate a Digital Joint Business Plan (JBP)
  • Together with Senior Manager DPC, prioritize key digital acceleration initiatives to achieve JBP targets
  • Analyze and monitor consumer demand, category trends and competitor assortment on account’s platform and identify gaps in current assortment content & availability
  • Lead development of optimal cross category online assortment in close collaboration with DPC, the Key Account Team and Account Team
  • Coordinate subsequent implementation of product range decisions and continuously monitor the on-site assortment for availability, price, out-of-stock rate etc.
  • Execute Digital Shelf optimization initiatives based on solutions developed by DPC in close collaboration with the account’s digital team
  • Collaborate with brand and omnichannel teams to drive relevant digital marketing content – both for online & social
  • Enhance the visibility of the adidas & Reebok brands across your account, tailoring to maximize impact based on the respective specific consumer journey
  • In partnership with Senior Manager DPC, measure key performance metrics and quantify commercial impact based on enhancements and facilitate the forecasting of online sales & growth ambitions across your account
  • Regularly inputting feedback specific to your account into the Cluster DPC team to help drive best-practice & consistency in our approach across Europe
  • Apply effective communication methods to senior management and stakeholders at a cluster level, in showing expertise across key digital metrics
  • Showcase expertise in key internal & external environments (e.g. Sell-ins, Account meetings, Sales Director meetings, Sales & Marketing meetings etc.)
  • With a focus on the consumer, evaluate how our current GTM approach can be optimized to drive mutual benefits & increased efficiencies

Key Relationships:


  • Defined Retail Partners [wholesale partners operating e-commerce]
  • East Europe DPC structures
  • East Europe Sales Teams
  • East Europe Customer Service
  • East Europe Sales Operations
  • East Europe Omnichannel Departments [adidas & Reebok]
  • East Europe Brand Activation Departments [adidas & Reebok]
  • East Europe GTM managers




•      E-commerce trade results of defined Digital Partners [our brands’ sales] from the Key Account portfolio

  • Our brands’ qualitative share in the offer of defined Digital Partners
  • Our brands’ share in “on site” communication within defined Digital Partners
  • Number [% share] of websites compliant in full with adidas eComm policy
  • Data and analysis requested by Sales and Marketing departments covered in 100%
  • Implementation & support for DPC projects, processes & initiatives



Knowledge, Skills and Abilities:


  • Proven eCommerce expertise and experience with a track record of successfully managing  eComm business both in terms of Sales and Trade marketing Communication
  • Genuine interest in contemporary culture, fashion and lifestyle followed by an ability to refer to the fashion-minded consumer will be a strong advantage.
  • Natural passion for e-commerce, digital advertising and new technologies will be an additional leverage.
  • Ability to work in virtual teams
  • High analytical skills for strategy development, business planning, decision planning
  • Strong interpersonal skills – very good communications and negotiating abilities as well as high presentation skills and relationship management
  • High degree of commercial and business acumen knowledge (e.g. sales, retail, trade marketing, customer service, finance and controlling)
  • Mental flexibility, initiative and determination, results oriented
  • Fluent English is a must [written and spoken]



Requisite Education and Experience / Minimum Qualifications: 


  • University degree, preferably in Business, Economy, Statistics or Quantitative research
  • Functional: > 2 years’ e-commerce experience (experience in sales, marketing and / or consulting area)
  • Industry: e-commerce, on-line stores, consumer driven, ideally apparel/fashion/shoes or FMCG
  • Exposure: sports/fashion/consumer goods
  • Understandig of e-commerce and digital performance KPIs plus, at least basic, fluency in Google Analytics (or alike tool) is a must
  • Proficiency in Advanced Excel, Power Point and Outlook is required, Microstrategy will be an additional advantage