Description
Purpose & Overall Relevance for the Organization:
• The purpose of the role is to lead the Global Key Accounts business in the Philippines and serve as the senior commercial partner for assigned strategic customers.
• The role is accountable for translating SEA and Country Strategy into customer-specific plans, landing seasonal assortments, and delivering sustainable net sales, margin, market share, sell-out, and inventory objectives.
• The Manager leads and develops one P1, Global Key Accounts direct report and provides clear priorities, coaching, performance management, and day-to-day direction.
• Strong collaboration with local GKA teams, OBF, Finance, Demand Planning, Operations, Customer Service, Merchandising, Go-To-Market, and Brand Marketing is a prerequisite for success.
Key Tasks / Functions:
Strategic Account Management
• Develop and execute annual and seasonal strategic account plans aligned with SEA and Country priorities.
• Lead customer negotiations and business planning with buyers and key decision makers, including trade terms, assortment, investment, space, service levels, and growth initiatives.
• Land GKA seasonal assortments as defined, including creation of account-specific assortments where and when needed.
• Identify incremental sales, distribution, stock, replenishment, and category opportunities to ensure on-time and full displays and maximize profitable market share growth.
• Build long-term relationships with senior customer stakeholders and organize strategic meetings, seasonal reviews, and physical touchpoints with country and buying teams.
• Ensure customer compliance with trade agreements and agreed commercial terms.
People Leadership
• Lead, coach, and develop the P1, Global Key Accounts direct report, setting clear objectives, priorities, and measures of success.
• Conduct regular one-to-one discussions, performance reviews, and development planning; provide timely feedback and remove barriers to execution.
• Delegate account responsibilities appropriately while retaining accountability for overall commercial results, customer relationships, and quality of execution.
• Build capability in account planning, analytics, forecasting, commercial storytelling, stakeholder management, and negotiation.
Commercial Planning & Execution
• Own delivery of account targets while identifying and maximizing opportunities for additional sales, margin, and market share growth.
• Align key stakeholders to manage categories against GKA KPIs, including margin, inventory cover, sell-out, SKU efficiency, availability, and forecast accuracy, and define corrective actions when needed.
• Partner with Go-To-Market to drive shopper engagement, retail execution, and account-specific activation plans.
• Coordinate with Operations and Customer Service to maintain reliable, timely, and cost-efficient supply for the account.
Reporting & Analysis
• Regularly monitor GKA key figures and KPIs and provide clear, actionable category and account reporting to relevant stakeholders.
• Prepare facts, figures, recommendations, and presentations for seasonal reviews, strategic meetings, monthly business reviews, and other key milestones.
• Maintain Key Account Strategic Plans using the most recent seasonal performance, customer, market, and financial information.
• Lead monthly business planning and RFC processes, including sell-out, intake, month on hand, order backlog, risks, opportunities, and proposals for pull-forward or push-out.
• Forecast future seasonal requirements based on current trends, inventory health, customer plans, and store expansion assumptions.
• Monitor sell-through and order backlog, proactively facilitate meetings with designated Operations and Customer Service teams, and share account sell-through information.
• Monitor customer, competitor, and market activities and propose, initiate, and follow through on appropriate actions.
Cross-Functional Leadership
• Create alignment across Sales, OBF, Finance, Demand Planning, Operations, Customer Service, Merchandising, Go-To-Market, and Brand Marketing on account priorities and decisions.
• Escalate material risks and opportunities early, with quantified business impact and recommended actions.
• Represent GKA priorities in country planning forums and ensure agreed actions are completed on time and to the required standard.
Key Performance Indicators:
• Net sales, gross margin, sell-out, and market share performance versus target.
• Inventory health, month on hand, order backlog, availability, SKU efficiency, and forecast accuracy.
• Execution of seasonal assortments, strategic account initiatives, trade agreements, and customer service objectives.
• Quality and timeliness of business planning, reporting, risk management, and cross-functional execution.
• Performance, engagement, capability growth, and development of the P1, Global Key Accounts direct report.
Knowledge, Skills & Abilities:
• Recognized degree in Business, Marketing, Sales Management, Commerce, or a related discipline.
• At least 7 years of relevant experience in key account management, sales, commercial planning, or marketing; experience in a multinational or complex matrix environment is advantageous.
• Previous people leadership, coaching, or team lead experience, with the capability to manage and develop a P1 direct report.
• Proven commercial acumen and strong methodological and analytical skills across business planning, forecasting, performance management, and financial analysis.
• Demonstrated ability to build senior customer relationships, negotiate effectively, influence cross-functional stakeholders, and translate strategy into execution.
• Extensive knowledge of the retail, sporting goods, apparel, footwear, or FMCG industry is an advantage.
• Advanced proficiency in presentation, spreadsheet, reporting, and account planning tools; able to communicate complex insights clearly and concisely.
Working Relationships:
• Reports to: Director, Wholesale
• Direct report: P1, Global Key Accounts
• Key internal partners: GKA, OBF, Finance, Demand Planning, Operations, Customer Service, Merchandising, Go-To-Market, and Brand Marketing teams.
• Key external partners: Customer buying teams, senior decision makers, and relevant account operations teams.
Job Holder: __________________________
Immediate Superior: __________________________
Signature: ___________________________
Signature: _________________________________
Date: _______________________________
Date: ____________________________________
