Strategic Account Manager Nordics W/M – SALOMON NORWAY

Date posted:
Company: Salomon
Location: Lørenskog (Viken), N/A
Job Type: Full-Time

Job Description

Reporting directly to the Strategic Account Director EMEA, our future Strategic Account Manager Nordics W/M will be:

  • 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. 
  • Responsible for driving profitable sales growth by devising initiatives to benefit the retailer’s sales and profitability across the portfolio using a Joint Business Plan approach. 
  • Able to articulate the potential of the account via the Customer Value Assessment and works closely with the Merchandising and Sales Data Analyst Team relating to relevant category products to drive profitable sales growth.
  • Responsible for the overall P&L of the customer.

Main activities:

  • JBP Responsibility: Where a JBP approach exists with the account, owns the account strategic Joint Business Plan including the Joint Marketing Plan. Builds the plan working with Marketing and Merchandising and manages the overall execution of the JBP.  Drives execution through the KAM team
  • Business Relationship Owner:  Owns the account relationship holistically (CEO/Buying Director, Buying departments and other key stakeholder) and Salomon Senior Management (Top to Top meetings and JBP) 
  • Category planning:  Accountable for the Customer Value Assessment (CVA) and ensures KAM team provide regular updates to the commercial/merchandising team. Understands the outputs to develop strategic growth plans.
  • Ownership of Account relevant KPIs and DATAs (Sell-thru rates, web data analytics) and drive action plan to improve them
  • Forecasting:  Accountable for accurate account forecasting (holistically)
  • Seasonal Commercial Plan:  Owns 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. 
  • Customer P & L Management: Responsible for overall P & L of the account
  • Order Book Ownership:  Accountable for driving order book management through the KAM team
  • Ongoing monitoring & evaluation:  Reviews account KPI’s and activates KAM to reach targets
  • Sell Thru Activities:  Accountable for achievement of overall targets for the account by understanding sell thru data and reacting accordingly via the use of appropriate sell thru activities by the KAM team
  • Brand Presence:   Coordinates portfolio brand presence, according to annual customer marketing calendar
  • Marketing Campaigns:  Responsible for coordinating the annual marketing plan with the marketing team + seasonal marketing plan with the Shopper Marketeer, ensuring one voice between the Shopper Marketeer and KAM
  • Products & Programs:  Accountable for delivering right CRA across the portfolio for the customer
  • Stakeholder Management:  Builds strong relationships across the Salomon team to facilitate operational excellence for the customer and ensures that all key stakeholders are regularly updated on business progress
  • Team leadership: Responsible for managing, coaching, and mentoring the KAM team to achieve high sales growth, strong business relationships and best practice account management expertise.  Leads and inspires through a transformational mindset.



  • Needed Work Experience: 8+ years account management experience within the sporting goods industry, FMCG or other relevant industry, managing international/cross border strategic accounts.
  • Education: Bachelors’ or Masters’ degree in a business-related field, or equivalent.
  • Foreign Language(s): 
    English fluent, both spoken and written, is mandatory
  • IT Skills: Solid knowledge of MS Office applications, particularly strong excel skills
  • Specific Transversal Skills: 
    • Excellent presentation and negotiation skills
    • Excellent relationship management capability
    • Transformational leadership approach with gravitas and credibility, internally and externally
    • Excellent communication skills with cultural awareness, to manage external customer needs and manage the AS internal matrix – connects well with people at all levels.
    • High business acumen with an ability to manage the complexity of cross category customer relationships.
    • Excellent P & L Management capability and analytical skills, with the ability to apply commercial acumen for decision making.
    • Comprehensive knowledge of planning and preparation
    • Customer focus and orientation
    • Knowledge of the Salomon category strategies
    • Positive, enthusiastic and action orientated.
    • Target, deadline orientated and organized.
    • Robust and able to manage under pressure.
  • Other transversal skills :
    • Output orientation: Develop and manage operational results: set themselves ambitious targets, achieve them and know when to step back in order to improve the results. Be proactive, assert themselves when making decisions.
    • Sense of customer service: Understand and integrate the needs of internal/external clients, in order to respond adequately in line with the interest of the company.
    • Ability to work as a team member and to collaborate: Promote information sharing and team spirit, contribute to collective efficiency.
    • Ability to lead and/or support the change: Encourage, bring about and manage the change. Be able to question themselves and adjust their behavior and methods (if necessary) to achieve the expected results
    • Creativity and innovation: Explore, make new ideas come to life, striving ceaselessly to improve. Be creative in order to fall within innovation projects regardless of their level of responsibility
    • Professional commitment: Demonstrate passion and personal investment in order to develop our brands and products
    • Integrity and trust: Respect corporate values and the duty of confidentiality
    • Detail the strategic vision: Communicate, give meaning, and anticipate the development of their activities.
    • Ability to manage and develop their subordinates: Set SMART goals and evaluate the results. Delegate and give a sense of responsibility to their team. Support and develop individual and collective skills of their collaborators.



Additional Information

Permanent Contract, Full Time

Job based in Lørenskog, Viken, Norway