Purpose & Overall Relevance for the Organization
To drive sustainable, profitable market share and net sales within select key accounts across CIS market. The role leads the development and execution of key account strategies to passionately lead the key account function in identifying, developing and implementing strategies through a brand first approach whilst driving profitable growth within the Key Accounts CIS market.
Acting as a Business, Digital, and Go-To-Market expert, this role translates data, insights, and strategy into actionable plans internally and externally, while passionately leading the key account function and contributing to the broader commercial organization.
Key Responsibilities
Strategic Account Leadership & Growth
- Develop and execute overall strategy for the key account portfolio in line with EMC and market strategies.
- Ensure sustainable Net Sales, market share, and profit growth by setting clear targets, tracking performance, and proactively identifying risks and new business opportunities.
- To support negotiation and enforcement of adidas and key accounts trade terms.
- Build and present Strategic Account Plans and Account Marketing Plans supporting the Go-To-Market (GTM) approach.
- Manage the GTM process end-to-end for assigned accounts.
Sales, Forecasting & Performance Management
- Maximize sales, profitability, and qualitative market share across assigned accounts.
- Drive monthly and seasonal sales forecasting (IBP) at category level, ensuring accuracy and accountability.
- Provide realistic performance forecasts and action plans to ensure continued growth.
- Measure progress against defined KPIs and implement corrective actions where needed.
- Optimize individual account profitability, including sales deductions & margins.
Digital, Consumer & Market Insight
- Analyze consumer demand, category trends, sell-through data, and competitor activity across online and offline channels.
- Identify assortment gaps and growth opportunities to drive sell-through and elevate the consumer experience.
- Proactively drive digital acceleration initiatives and omnichannel excellence across key accounts.
- Ensure responsible brand, franchise, and marketplace management aligned with adidas standards.
Commercial Excellence & Governance
- Ensure consistent application of adidas standards, best practices, and trade terms across the key account organization.
- Support negotiation and enforcement of commercial and trade agreements with key accounts.
- Continuously improve sales, digital, and customer service processes to enhance efficiency and service excellence.
Leadership & Collaboration
- Set business targets and provide clear direction to direct reports; coach, mentor, and develop team members.
- Establish an effective organizational framework for the key account function in collaboration with senior leadership.
- Develop strong internal networks and lead cross-functional projects across Sales, Brand, GTM, Digital, Finance, Planning, and Operations.
- Actively contribute as part of the broader cluster and zone commercial leadership structure.
Key Relationships
- Wholesale Partners
- Global, Hub, Cluster, and Market stakeholders
- Key Accounts, Wholesale, Sales Development, GTM, and Digital Partner Commerce
- Omnichannel & Brand Activation, DPC, Finance, Planning, Logistics, HR
- Account Operations and Customer Service
KPIs
- Net Sales target achievement
- Sales deductions and margin targets
- Contribution and profitability targets
- DPC and digital performance targets
Knowledge, Skills and Abilities
- Proven Key Account / Sales Manager with strong track record in managing complex, mid-to-large accounts
- Strong analytical capabilities with the ability to translate data into business opportunities and action
- High degree of commercial, digital, and business acumen (sales, retail, trade marketing, finance, controlling)
- Passion for sport and strong understanding of consumer-driven industries
- Excellent communication, negotiation, and relationship management skills
- Ability to lead cross-functional projects and work effectively in virtual, international teams
- Strong leadership skills with experience coaching and developing people
- Flexible, proactive, and results-driven mindset
- Fluent in English; additional languages are a plus
Requisite Education and Experience / Minimum Qualifications
- University degree in Business Administration, Economics, Sales, or Marketing
- Minimum 4+ years of overall business experience
- 4+ years of experience in Sales / Key Account Management (sporting goods, apparel, fashion, FMCG, or consumer goods preferred)
- Cross-functional exposure (sales, marketing, finance, GTM) preferred
- People management experience is an advantage
- Strong affinity with Sports / Fashion industry