Senior Manager, Wholesale

Purpose

Leads the Wholesales function for adidas Vietnam, with the primary objective of developing and implementing the company’s sales strategy and wholesale account plans to achieve sales, margin and contribution objectives. Sets ongoing targets for the wholesale channel and establishes new standards aligned with organizational strategy to achieve short-term and mid-term operational goals.

Key Responsibilities

Commercial

• Lead the team toward delivering sales turnover, margins, and contribution while managing sales expenses within planned levels.
• Ensure accounts receivable collections meet trade terms and DSO objectives, limit bad debts through effective credit management, and track customer creditworthiness.
• Formulate sales development and channel strategies, annual account plans, and ensure execution in line with brand and company strategy.
• Develop, negotiate, and implement customer trading terms to drive pay-for-performance growth, optimize in-store execution and brand presence, and represent adidas brands according to set standards.
• Build, maintain, and enhance partnerships with all accounts, especially alliance accounts, while maintaining effective customer service levels for order processing, routing, and fulfillment.
• Liaise with Marketing on merchandising support and timely stock inflow, ensuring prompt action to liquidate old inventory.
• Coach and guide the team in achieving daily responsibilities and objectives.
• Lead internal and external communication on conflicting or diverging opinions and negotiate acceptance of new standards or concepts.
• Continuously evaluate and adapt or enhance existing processes and terms of trade.
• Measure and deliver team KPIs.
• Report on market trends and competition across relevant accounts and channels.
• Provide realistic business plans and sales forecasts from topline to bottom line, understanding how to influence business KPI performance.

Leadership

• Build, coach, and develop individual team members.
• Set clear direction and ensure clarity of roles and responsibilities.
• Focus on team performance by actively managing and delivering against project timelines and KPIs.
• Adapt influencing style to engage different team members and stakeholders.
• Develop and grow strong peer networks within the function and cross-functionally to drive core processes and goals.

Knowledge, Skills and Ability

• Thorough and deep knowledge of theory and organizational practice, with expertise in sales and commercial functions.
• Broad management experience across all functional areas of business.
• Experience in sales or account management; sports or fashion industry experience is preferable.
• University degree in Business with a sales or commercial focus.
• Minimum 8–10 years of commercial experience.
• Fluent English and Vietnamese preferable.

Our Culture

At adidas, employees are encouraged to demonstrate courage, ownership, innovation, teamplay, integrity, and respect. The company emphasizes diversity, equity, and inclusion as central to its culture and talent processes.