The Strategic Account Manager (SAM) is the overall owner of the assigned strategic account and maintains an exceptional understanding of the strategic accounts’ strategy, positioning to consumers, shopper profiles, and the priorities of various purchase decision-makers. 

The SAM is responsible for driving profitable sales growth by planning initiatives to grow the retailer’s sales and profitability across the portfolio using a Joint Business Plan approach. The SAM is able to articulate the potential of the account via the Customer Value Assessment (CVA) and works closely with the Merchandising and Sales Data Analyst Team relating to relevant category products to drive profitable sales growth. The SAM is responsible for the overall P & L of the customer and execution of the trade marketing activities which ensures premium brand presentation of Salomon. The scope of the role covers the DACH region.

As the Strategic Account Manager, your main responsibilities include:

• Joint Business Plan Responsibility: Own the account strategic Joint Business Plan including the Joint Marketing Plan.
  • Build the plan working with Marketing and Merchandising and manage the overall execution of the JBP. 
  • Drive execution together with the KAM and the Account team.
• Business Relationship Owner: Own the account relationship holistically (CEO/Buying Director, Buying departments and other key stakeholder) and Salomon Senior Management (Top to Top meetings). You are the key negotiator with the account.
• Category planning: Accountable for the Customer Value Assessment (CVA) and ensures that the KAM team provides regular updates to the commercial/merchandising team. Understand the outputs to develop strategic growth plans.
• Ownership of Account relevant KPIs and Data (Sell-thru rates, web data analytics, share of shelf, MOV) and drive action plan to improve them
• Forecasting: Accountable for accurate account forecasting (holistically)
• Seasonal Commercial Plan: Own account plan performance and coherence in Local Execution Meeting (LEM). Oversees and coordinates presentations with KAMs and Shopper Marketeers, aligns marketing plan and endorses Channel Right Assortment (CRA) by category.

Essential Skills & Experience

• You possess 5-10 years of experience in Key Account Management preferably in sporting goods
• You love sports, particularly running or trail running
• You possess a network of accounts in the scope and DACH region with a proven track record of delivering results
• You can adapt to changing strategies and structures to adapt to business needs
• You are able to travel regularly up to 50% of the time

Essential Competencies

• Strategic Skills: You have the ability to analyse problems and develop new approaches. You can shape your plans based on broader business strategy and translate larger corporate strategy into your own business/domain.
• Customer Focus: Putting customer needs at the centre of organizational decision making. You advocate for the customer in the interest of long-term benefit to both and are a trusted advisor to the customer and is included in strategic-level discussions to enhance customer’s own offering.
• Drive for Results: You find new ways to get things done. You often go above and beyond what’s asked and look to improve upon standard operating procedures.
• Collaboration: You have the ability to work with peers and partners to drive results and improve performance. Volunteers help or ideas to benefit colleagues and share best practices across business units or functions.

Desired Qualifications

• Education: Bachelors’ or Masters’ degree in a business-related field, or equivalent.
• Languages: German and English Fluency
• IT: Microsoft Suite, Excel, BI, PowerPoint

Permanent Contract, Full Time

Job based in Munich, Germany or Zurich, Switzerland area