Adidas America Hiring for Sr Specialist Revenue Management and Growth at Gurgaon, India Full Time

Sr Specialist Revenue Management and Growth

Purpose & Overall Relevance for the Organisation:

As AM Digital Revenue, you will be responsible for driving owning growth in Membership Engagement that leads to increased Trading across Ecom’s Digital assets, upward movement across their Membership Tiers, growth in Member CLTV’s and overall revenue growth across agreed cohorts’ in strategic Categories.

This role calls for (a) building and working across brand to ensure delivery of quality sessions and digital campaign engagements as agreed during the monthly planning with the SP and E team (b) work with the Journey Optimization team and help create and execute relevant Member Engagement and Conversion Execution plans across clusters (c) To drive Member and Consumer Lifetime value across various clusters. (d) To drive relevant partnerships that help ensure category acquisition and growth

Your stakeholders will span across all the five E com functions and this role will require extensive working with the Brand and Digital activation teams as well. This role also calls for a high degree of innovation and challenging the status quo.

Key responsibilities:

• To ensure that the SP and E signed off monthly digital campaign and planning calendar on performance marketing is executed flawlessly by the brand team with a high adherence to agreed KPI’s

• To liase with the Brand team on a weekly basis across clusters to ensure any consumer digital journey insights across App and website are effectively communicated to help drive monthly trading success.

• To work with the brand teams and build relevant scorecards that helps monitor our acquisition and trading success on micro KPI’s across our various strategic segments basis our brand objectives; e.g. Women, Kids, Originals, Full price consumers, etc.

• To work with the brand teams on integrating targeted engagement and conversion across cohorts leading to the first steps of personalization on our platforms with the journey optimization teams. To establish this as a standard playbook planning process that the SP and E team can execute basis our quarterly and annual objectives.

• To be the voice of engagement growth for members across visits, time spent on site and frequency with the brand. To use market research and A/B testing with the Cons Exp team to drive this.

• To be directly responsible for member CLTV and category/gender/BU level member growth plus CLTV growth. To influence this by working with brand teams across clusters, Hub and the E com relevant teams.

• To Build relevant ecosystem partnerships with other E com players, fintech NBFC’s and the mutually aligned ecosystem that can help us drive relevant segment acquisitions for E com beyond performance marketing.

• To ensure that EM E com access to all relevant global marketing toolkits, access to the best knowledge sharing practices that drives high degree of trading and membership success and the relevant product that is needed to drive growth across our strategic segments.

Key Relationships:

Whilst focus is on a market level, key relationships will be –

• Global Digital Brand Commerce Org (DBC), .com and mobile experience & SEO counterparts

• Digital Analytics

• Strategy, Planning and Execution team

• Consumer Experience team (Digital Experience and Journey Optimization)

• Cluster and Hub led Performance Marketing teams.

• Creators Club member teams.

• Digital Activation teams.

• Category to Consumer (CTC)

Knowledge, Skills and Abilities :

• Experience driving an acquisition and growth strategy in an E commerce environment

• A strong Growth and Hustle Mindset.

• Strong IT and numerical skills. A data driven mind-set. If you don’t have a passion for data, this role is not for you. All convincing arguments would need to have data as its championing advocate. An ability to understand the end to end consumer journey is a big plus.

• Process oriented: This role calls for the ability to document tactical initiatives into strategic planning so that this is seamlessly executed in future months..

• Team player. This is a big must. This is a highly collaborative role touching and influencing multiple functions. Managing stakeholders across spectrum and geographies must be one of your superpowers.

• Ability to influence and collaborate effectively – you’ll need to help shape roadmaps which you do not own within different departments within adidas to continuously improve the end to end consumer journey

• You must be very comfortable in using our tools and must be able to draw hypothesis where necessary in conjunction with the relevant team. (Analytics, Consumer Experience, etc).

• Excellent English verbal and written communication skills, with the ability to communicate effectively across organization functions and levels and to write and prepare executive-level business correspondence.

Tools to be used:

• Google Analytics

• Adobe Analytics

• All relevant Journey Optimization analysis tools.

KPI’s responsible for (some of these could be co-owned ones)

• Bounce rate. Develop consumer level heat maps to help brand teams optimize performance channels.

• Traffic quality adherence for the month across all brand teams. High quality sessions

• Second click after landing for all visits.

• Call to action on all engagement campaigns.

• Acquisition growth on key categories/BU’s/Genders. To build a measurement metric and to track it.

• Growth in active membership acquisition base.

• Consumer retention metrics measured by active visits, frequency of visits, frequency of purchases and Annual run rate and CLTV.

• Effectiveness of partnerships: members acquired, quality of members and transaction values generated..

• The consumer journey funnel and meeting/exceeding the benchmark set on every funnel movement.

• Engagement prior to key brand campaigns that lead to final sell through ratios

• App installs, uninstalls and engagement rates.

Requisite Education & Experience

• Minimum 3+ years of relevant experience in eCommerce in acquisition or growth.

• BA / BS in Analytics, Accounting, Economics, Finance, Business, Digital or related field (Master’s / Graduate qualification a plus).

At adidas we have a winning culture. But to win, physical power is not enough. Just like athletes our employees need mental strength in their game. We foster the athlete‘s mindset through a set of behaviors that we want to enable and develop in our people and that are at the core of our unique company culture – the 3Cs: CONFIDENCE, COLLABORATION and CREATIVITY.

• CONFIDENCE allows athletes to make quick decisions on the field, to reach higher. For us at adidas confidence means acknowledging that we don’t have all the answers. But we are willing to take risks, we try new things. And if we fail, then this is part of our learning – it helps us improve.

• COLLABORATION . Every elite athlete relies on partners: coaches, teammates, and nutritionists. We, too, know that we are stronger together. Winning as one team takes open and candid dialogue, inclusiveness and trust in each other’s abilities and talents.

• Being the best sports company in the world takes CREATIVITY . No great athlete succeeds by copying their predecessors’ training plans and strategies. We have to be open to new ideas, explore, gain an edge and stand out. Only then can we succeed.

adidas celebrates diversity, supports inclusiveness and encourages individual expression in our workplace. We do not tolerate the harassment or discrimination toward any of our applicants or employees. We are an Equal Opportunity Employer.

Job Title: Sr Specialist Revenue Management and Growth

Brand: adidas

Location: Gurgaon

TEAM: Sales

State: HR

Country/Region: IN

Contract Type: Full time

Number: 414409

Date: Jan 12, 2022