/ ASICS Oceania HR / Last updated
August 2013

Position Description Form

Position Title: / Key Account Representative – Apparel, Licensed and Accessories
Reporting To: / National Sales Manager
Dept/Bus Unit: / Sales
Work Location: / Eastern Creek / State: / NSW

Business Unit/Department Descriptor:

(Short descriptor of the business unit/department)

ASICS is the leader in technical footwear, apparel and accessories development and ASICS pride itself on building the finest products for the sports enthusiast. The sales force has the crucial role in the business as it drives the success of the business.
This position is located at our NSW Head Office managing the apparel sales and growth.

Overall Purpose of the Role:

(Description of the role’s day to day activities, scope, project responsibilities, etc)

The Key Account – Apparel/Licensed/Accessories promotes the Sales of the Company’s products to existing customers and seeks to establish new contact.
  • 100% Apparel Sales
  • 100% Licensed Sales
  • 100% Accessories Sales
  • To drive apparel, licensed and accessories sales increase and growth in the market (Existing & New)

Key Accountabilities:

(Summary of the key responsibilities of this role – work tasks, deliverables, areas of management, people management, etc)

  • Build relationship with existing and new customers
  • Develop and source new business
  • Manage existing portfolio of key customers
  • Develop plans through product and sales forecasting
  • Achieve budget revenue, gross margin, unit sales and core sales drivers
  • Develop and maintain effective customer relationships with corporate clients and distributors
  • Keep up to date with market and competitor intelligence
  • Identify key market influencers and provide analysis of sports trend
  • Report sales figures internally
  • Identify new and innovation ideas for the apparel market
  • Serve as liaison with clients regarding new product launches and advertising opportunities
  • Coordinate and assist on-going customer training on product knowledge

Region and Call Cycle:

(Summary of regions and the frequency for appointments)

  • REBEL HO (Fortnightly with Apparel, Licensed and Accessories departments) – Contract Reviews
  • REBEL Stores – NSW/ACT (6 week cycle)
  • NSW/ACT Apparel, Licensed and Accessories Majors e.g. Sportsmans Warehouse, In Sport, Just Sport, The Iconic, Stylerunner, Infinite Retail, Mick Simmons, Lagardere, Achieva Agents, etc
  • ASICS Retail Stores (Weekly cycle)
  • Present at Pre-Lines and Ranging with most Majors NSW/ACT/VIC/QLD during Indent Sell-In
  • Present during Major Conferences – REBEL (current and future collections) – 1 per year
  • The role will be split between the head office and client visits.

Essential Skills and Experience:

  • Ability to develop account plans consistent with the Marketing strategy and the business direction;
  • Advanced negotiations skills
  • Advanced presentation skills
  • Ability to influence senior management internal/external
  • Ability to interpret market research information
  • Ability to recognise potential business opportunities
  • Solid understanding of product category management
  • Responsible for compliance with work methods, systems and procedures on ASICS policies and procedures standards

Job Specific Competencies:

  • Team Work – fosters exemplary cooperation within and between teams and mediate internal conflicts
  • Service Delivery – Dedicated to first time every time work/task outcomes
  • Organisation & Planning – Ability to manage workflow, deliver results and be able to tackle problems before they arise
  • Initiative – shows autonomy, makes decisions, take ownership
  • Work standard – Setting high standards of performance for self and others; assuming responsibility and accountability for successfully completing assignments or tasks; self-imposing standards of excellence rather than having standards imposed
  • Continuous Improvement – Originating action to improve existing conditions and processes; using appropriate methods to identify opportunities; implement solutions, and measure impact

Internal/External Relationships:

  • This role reports to National Sales Manager
  • This role will work closely with the Apparel Business Manager and team located at Head Office (NSW)
  • Internal – other departments
  • External – responsible for establishing and maintaining strong working relationships with existing and new customers

Educational Qualifications:(If applicable)

  • Relevant tertiary and industry degree/qualification (Business)
  • Good practical understanding of retail/commercial environment
  • Prior pre-sales and/or post-sales or consultancy experience highly advantageous

Desirable Skills and Experience:

  • Experience in Apparel/Accessories sales in the similar industry will be highly advantageous
  • Passionate about sales and result/target focused
  • Ambition to succeed and desire to learn
  • Consultative selling skills
  • Passionate about sports

Special Requirements:

(List out any special requirements i.e. Shift work, travel, regular overtime, etc)

  • Business Travel – local + interstate Travel
  • Work at ASICS/Partnered Events (Weekend work required)

Position DescriptionASICS Internal