Manager, Field Key Accounts

Purpose & Overall Relevance for the Organisation

The Manager, Field Key Accounts plays a key role in driving adidas’ commercial growth across assigned wholesale accounts. This role combines strategic account ownership, people leadership and strong retail execution to deliver profitable growth, protect brand standards and build long-term customer partnerships.

Key Responsibilities

• Own the commercial performance and P&L outcomes of assigned Key Accounts.
• Deliver net sales, margin and market share targets while managing cost centre and sales working budgets.
• Lead, coach and develop direct and indirect reports.
• Set clear objectives, priorities and performance expectations for direct reports.
• Build team capability through regular coaching, feedback and support.
• Act as the primary internal lead for assigned accounts, ensuring strong cross-functional alignment.
• Develop Strategic Account Plans and Account Marketing Plans.
• Lead account plans across the seasonal Go-To-Market cycle, including sell-in and sell-out execution.
• Partner with Planning, Supply Chain and Customer Service to manage product availability, delivery performance, order book risks and customer commitments.
• Monitor sell-out performance, order book accuracy, forecast accuracy and product supply efficiency.
• Support negotiation and enforcement of adidas trade terms.
• Monitor receivables and support resolution of account-related payment or credit issues.
• Analyse customer and competitor activity and initiate corrective actions.
• Deliver accurate customer forecasts and performance plans.
• Ensure compliance with commercial agreements and agreed KPIs.

Key Performance Indicators

• Net sales and market share growth across assigned Key Accounts.
• Gross margin delivery and effective management of trade spend.
• Budget compliance across cost centre and sales working budgets.
• Sell-in versus sell-out alignment, including order book and forecast accuracy.
• Receivables management and DSO performance.
• Quality of account execution, brand presentation and customer compliance.
• Customer plan execution across seasonal milestones.
• Team performance and capability development.

Knowledge, Skills & Abilities

• Strong understanding of wholesale, key account and/or field sales models.
• Experience with account planning, sell-in, sell-through, order book management, forecasting and customer relationship management.
• Solid commercial acumen and ability to interpret sales data, forecasts and KPIs.
• Proven capability to build and execute strategic account plans.
• Confident negotiator with experience supporting or leading trade term discussions.
• Ability to influence and collaborate across cross-functional teams.
• Demonstrated people leadership skills, including coaching, performance management and team development.
• Strong planning and organisation skills.
• Customer-centric mindset with a focus on long-term partnership growth.
• Strong Excel and PowerPoint capability.
• Experience with SAP, CRM, order management or sales reporting systems is desirable.
• Solutions-focused approach to balancing commercial pressure, customer needs and internal priorities.

Education & Experience

• University degree in business, marketing, sales or a related commercial discipline, or equivalent relevant experience.
• 4+ years’ experience in sales, field sales, key account management, wholesale account management or a similar commercial environment.
• Experience managing national, regional, wholesale, retail, Buying Group or multi-site customer relationships.
• Experience with budgets, forecasting, trade terms and customer performance management.
• Experience leading, coaching or developing a team in a sales or customer-facing environment.
• Experience working cross-functionally in a matrixed organisation.
• Background in sport, retail, apparel, footwear or fashion is highly regarded.

Culture

At adidas, employees are encouraged to demonstrate courage, ownership, innovation, teamplay, integrity and respect. The company is committed to diversity, equity and inclusion and to fostering a culture where employees and communities feel a sense of belonging.