Manager- Key Accounts

2 days ago

Gurgaon, Haryana, India Adidas Full time ₹ 12,00,000 - ₹ 36,00,000 per year

KI

Manager Key Accounts (LFS, SIS)

Purpose / Mission

This role is responsible for driving revenue, market share, and brand presence across Large Format Stores (LFS), Shop-in-Shop (SIS), and other Key Accounts in India and SAARC export markets. The focus is on strategic retail partnerships, door-level performance, space expansion, and delivering a seamless consumer experience. The Key Account Manager (KAM) will lead seasonal planning, assortment building, sell-in and sell-out execution, and cross-functional collaboration to ensure a healthy and profitable business across assigned retail channels.

Key Responsibilities

Functional Responsibilities

  • Own and drive sell-in and sell-out targets across assigned LFS, SIS, and Key Account partners.
  • Develop account-specific retail plans and seasonal strategies to optimize space, visibility, and profitability.
  • Lead space acquisition initiatives, ensuring brand presence in prime floor areas within LFS/SIS formats.
  • Build strong door-by-door strategies, including assortment planning and sales forecasts aligned with store profiles.
  • Collaborate with Visual Merchandising and Retail Marketing teams to drive in-store execution, launch plans, and seasonal campaigns.
  • Manage the end-to-end order cycle, including demand planning, order capture, confirmations, tracking, and delivery coordination.
  • Deliver tailored sales presentations to partners to maximize brand penetration and partner investment.
  • Conduct sell-through analysis, competitor benchmarking, and weekly/monthly performance reviews at door and account level.
  • Ensure compliance with trade terms, partner agreements, and brand guidelines across all touchpoints.

Account & Relationship Management

  • Act as the single point of contact for assigned LFS/SIS/key retail partners.
  • Develop and maintain strategic relationships with retail partner stakeholders across buying, merchandising, operations, and finance functions.
  • Drive quarterly business reviews (QBRs) with key accounts, covering performance, challenges, and growth opportunities.
  • Partner with cross-functional teams (Sales Ops, SCM, VM, Marketing, Finance) to support seamless business execution.

Business Controlling & Reporting

  • Monitor key KPIs including:

  • Sell-in vs. Sell-out performance

  • Stock cover and ageing
  • Door-wise productivity
  • Space vs. sales contribution

  • Collections and trade term adherence

  • Submit realistic forecasts, performance dashboards, and business reviews to the Key Account Head.

  • Identify underperforming doors and take corrective action plans in coordination with partners and internal teams.

Professional Background & Skills

  • Experience: 5+ years in sales, preferably in Key Account Management roles focused on LFS, SIS, or retail chains.
  • Industry: Fashion, Sportswear, Apparel, Footwear
  • Functional Expertise: Space acquisition, seasonal assortment planning, P&L ownership, in-store execution.
  • Leadership: 12 years managing cross-functional teams or projects.
  • Geographical Exposure: India and SAARC retail markets (preferred).

Education

  • MBA in Sales, Marketing, or Business Management.

Ideal Candidate Attributes

  • Strong understanding of the LFS/SIS retail environment and consumer behavior.
  • Excellent negotiation and relationship-building skills with retail stakeholders.
  • Analytical mindset with ability to drive decisions using sell-through and door-level data.
  • Highly collaborative and able to work cross-functionally to drive in-store execution and business results.
  • Passionate about brand-building in a retail environment and delivering consumer-first strategies.

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