Senior Manager Regional Accounts

3 weeks ago

Riyadh, Saudi Arabia Proven Arabia Full time

**Purpose & Overall Relevance for the Organization**
To ensure a strong/leading brand positioning in ME and net sales growth with accounts in ME while respecting the image of the brand.

**Key Responsibilities**
- Implement the Region Accounts Excellence strategy across ME
- Develop the overall strategy for the TOP Region accounts portfolio based on Global and Market strategies jointly with the Sales Director and get sign off by the MD
- Manage the Region Accounts team and follow all related standards, best practices, and commercial policies in daily work
- Develop the functional and social skills of direct reports on and off the job
- Manage all reports as an integrated team by setting team objectives,
- targets and guidelines (3C’s)
- Set personal objectives, targets, guidelines and assess all reports
- Establish an appropriate organizational framework for the Region Accounts sales organization jointly with the Sales Director in line with the Global organizational blueprint
- Support negotiation and enforcement of trade terms
- Ensure all customers are allocated to the correct sales channels, run the seasonal SELL IN in showrooms or digitally.
- Group Regional customers, set objectives, GTM strategies, tactics, allocate resources and ensure translation into action plans respecting the framework set by the customer portfolio strategies. Alling with OTG 2025 strategy
- Work closely with all stakeholders including TOP REGION customers for quality sqm development plans and a proper execution either with branded SIS or generic allocated sections or dedicated shelf space
- Ensure execution of the Trade Edge and track results/data exchange
- Report to all superiors, potentially along MIS guidelines
- Monitor all reports, to execute all key campaigns during the year
- Monitor and report on customers and competitors sell-through and activities, and propose/initiate/take actions
- Provide realistic plans and forecasts on customers performances
- Ensure customer compliance with agreements and wholesale policies

**Key Relationships**
- Global: Global Channel Management, Sales Development
- Regional: Trade marketing team, CTC team, CS, SCM, Finance

**Knowledge, Skills and Abilities**
- Regional Account Manager with proven track record of successfully managing key accounts in large sales organisations.
- High analytical skills for strategy development, business planning Decision planning
- Strong interpersonal skills: Very good communications and negotiating abilities as well as high presentation, relationship management and facilitation skills
- High degree of commercial and business acumen knowledge (e.g. sales, trade marketing, finance and controlling)
- Strong decision taking and determination and shows high initiative and pragmatism to the business.
- Fluent in written and spoken local language (Arabic) as well as English. Skills and abilities in other language are an added plus

**Requisite Education and Experience / Minimum Qualifications**
- Arabic fluency required
- University degree in Business with marketing and sales focus
- Minimum 5 years of sales experience within large sales organizations, ideally in apparel/fashion/shoes or FMCG of which min 4 years in Sales role
- Exposure: Sports, Marketing, Supply Chain
- IT skills: Advanced MS Office Skills

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