Purpose & Overall Relevance for the Organization
Lead the wholesale business across Iberia, driving sustainable growth, market share, profitability and brand desirability across all customer channels. Own the commercial strategy and performance of the wholesale portfolio, ensuring alignment with adidas’ long-term business priorities and Game Plan. As a member of the Iberia SteerCo, contribute to shaping the overall business strategy and key growth decisions for the zone. Lead and develop a high-performing sales organization, fostering a culture of accountability, collaboration, diversity, equity, inclusion and continuous development.
Key Responsibilities
Commercial Leadership
- Define and execute the wholesale strategy for Iberia, ensuring sustainable growth, profitability and market share expansion.
- Own wholesale business performance across all customer segments and channels.
- Drive business planning, forecasting, investment management and commercial excellence across the customer portfolio.
- Identify market opportunities, competitive trends and growth initiatives to strengthen adidas’ market position.
Customer & Business Development
- Oversee all strategic and key accounts across Iberia.
- Build and maintain executive-level relationships with key customers and partners.
- Lead top-to-top engagements, annual negotiations and joint business plans.
- Drive omnichannel growth and strengthen adidas’ position as a preferred strategic partner.
Organizational Leadership
- Lead, coach and develop the Sales Directors and Account Operations Lead, fostering a high-performance culture built on accountability, collaboration and execution excellence.
- Build and sustain a diverse and high-performing organization through effective talent management, succession planning, capability development and inclusive leadership practices.
Cross-Functional Leadership
- Represent Wholesale within the Iberia SteerCo and contribute to enterprise-wide business decisions.
- Partner with Brand, Retail, DPC, Finance, Supply Chain and HR to deliver integrated business plans.
- Champion customer and market insights to shape strategic business decisions.
Key Performance Indicators
- Net sales
- Operating profit / contribution
- Market share growth
- Customer portfolio profitability
- Forecast accuracy
- Trade terms effectiveness
- Employee engagement (eNPS)
- Talent development and succession readiness
Knowledge, Skills and Abilities
- Extensive commercial leadership experience in sales and business development.
- Proven ability to lead leaders and high-performing organizations.
- Strong strategic, financial and business acumen.
- Exceptional influence, stakeholder management and negotiation skills.
- Demonstrated ability to lead diverse teams and create an environment of belonging, collaboration and high performance.
- Strong analytical and decision-making capabilities.
- Experience operating in complex international and matrix organizations.
- Excellent communication and executive presentation skills.
Requisite Education and Experience / Minimum Qualifications
- University degree in Business Administration, Economics, Marketing or a related field.
- 12+ years of progressive commercial and sales leadership experience within consumer goods, retail, sporting goods or comparable industries.
- Proven track record of delivering sustainable business growth, market share expansion and profitability improvements.
- Significant experience leading senior leaders and managing high-performing teams within complex matrix organizations.
- Strong commercial, strategic and financial acumen, including business planning, forecasting and performance management.
- Demonstrated success managing strategic customer partnerships and leading executive-level negotiations.
- Deep understanding of wholesale, omnichannel and digital business models.
- Experience operating in international environments and influencing regional and global stakeholders.
- Proven ability to build high-performing, inclusive teams and foster a culture of diversity, equity and inclusion.
- Strong stakeholder management, communication and influencing skills.
- Fluent in English and Spanish.
- Experience in sporting goods or fashion is beneficial.
- Experience successfully leading, managing and developing a team.
- Business or similar degree from a leading academic institution.
Company Culture
At adidas, employees are encouraged to demonstrate courage, ownership, innovation, teamplay, integrity and respect. The company emphasizes diversity, equity and inclusion as key elements of its culture and talent processes.