Your main responsibilities will be:

1. Sales Strategy

• Pursue the strategic development of all major key accounts (ie Decathlon, Tennis Point, etc) for the different categories we play in as well as specific online projects
• Elaborate yearly commercial budget to drive top and bottom-line objectives.
• Define Where to Play, geographies, stores priorities
  Adapt the right strategy and “how to win” plans for each account from HQ negotiation to local markets execution, both offline and online
• Implement a quarterly business review with top customers to review progress against the JBP, agree the plan for the next quarter & discuss key
  Initiatives

2. Category & Shopper

• Develop a category management approach to drive joint value creation with key retailers
• Leverage shopper/players data to adapt our plans with a shopper centric mindset
• Define the right growth drivers, action plans and KPIs to win per customer
• Elaborate a merchandising / trade marketing story to enhance product visibility and recommendation in collaboration with Commercial Excellence leader.

3. Offline & Online Key Account Manager

• Build and implement joint business plans, including business goals/targets, building blocks, promotion calendar & the joint initiatives for how we will deliver business on going
• Leverage the “SARV” Global Commercial Excellence model to win at store level
• Lead the negotiation of annual commercial agreements, in compliance with the defined mandates
• Build sales and marketing calendar to ensure we play the right product offers at the right time in collaboration with our marketing department
• Capitalize on the CARS E-com model to win online & with pure players, capitalizing on Key Consumption Periods (KCPs)
• Develop specific « Vente privée » to drive special offers.

4. Execution & operational excellence

• Ensure the implementation of counterparties negotiated as part of business and commercial plans with both internal and external teams
• Establish a winning internal collaboration with all key European markets to win at store level and online, including agencies partnerships
• Manage/Collaborate on Customer Inventory: monitor stock level throughout a sell in & sell out approach (SISO) paying attention on core skus and slow movers
• Manage sales/volume projections, landings and monitor budgets/expenses
• Monitor the right KPIs to win on each account and per market in the different business channels.

5. Brand representation and external partnership

• Ensure Best In Class external representation of our brands in all kinds of forums: retailer events, tournaments, clubs, stores, etc
• Develop powerful win-win collaboration with retailers and leverage customer mapping approach to drive a positive influence at all customer levels.

1. Qualifications & Experiences required 

• Master Degree – Business School background
• At least +5 years proven successful experience at Key Account Management level, (European scope is a plus)
• Proven track record of E-business is preferred
• Sales Analysis
• Key Account Planning
• Successful field past experience to understand in store dynamics
• Sport industry passion is required, tennis knowledge-expertise is a real plus
• French & English fluent – German is a plus

2. Hard & Soft skills required

• Strategic thinking
• Result oriented mindset
• Passion for Winning
• Manage relationship: strong collaboration & communication, both oral & written
• Leadership: ability to listen, lead, and challenge positively others
• Efficient deployment and problem solving
• Passion for sports, tennis player is a strong plus