Director Sales - Strategic Accounts / Otto Group (m/f/d) - Central

Purpose & Overall Relevance for the Organization:


Ensure sustainable and profitable market share and net sales growth for the defined strategic Sales Accounts in the respective Cluster/Region, executing the company’s brand and sales strategy regarding the main categories and defined target groups.





  • Define, develop and implement the short- and long-term commercial strategies within the assigned Sales Account Group for adidas in accordance with the Global, European or Cluster Sales Strategy.
  • Conclude constructive trade agreements with defined Accounts based on current sales and delivery policies as well as on current adidas commercial/eCommerce guidelines.
  • Execute the Digital Partner Commerce (DPC) strategy and ensure the achievement of the given digital KPIs
  • Develop strategic Account and Account Marketing Plans in order to achieve the growth and Brand Marketing targets.
  • Support adidas brand concepts, ensuring market-leading brand presence at POS (online and offline, in-store/on-site communication).
  • Build business and personal contacts with the main decisionmakers of important Accounts with the aim of establishing adidas as ‘preferred supplier’.
  • Professional and brand-oriented management of sell-in process and sell-out support.
  • Ensure continuous controlling and order management as well as cost-efficient and reliable demand planning and timely delivery by aligning and cooperating across departments (Customer Service, Customer Fulfillment, Finance).
  • Ensure excellent forecasting and planning of the business of the defined customer group.
  • Provide sell-out analysis and executive KPI reporting to senior management.
  • Initiate analyses and research on customers, competitors, and market developments.
  • Continuously challenge the status quo and drive creative and new ideas to enhance adidas’ performance in the respective Cluster
  • Independently conceptualize and implement defined projects in close collaboration

         with Europe/Global.



People management:


  • Manage all direct reports as an integrated team by establishing team objectives and guiding principles.
  • Create a high-performance culture and manage the career and succession planning of key talents.
  • Encourage, lead, and drive the development of a performance culture within the team.
  • Ensure collaboration between all employees and departments.
  • Further develop the direct reports’ functional and social core competencies through regular coaching and mentoring.
  • Perform leadership functions based on the Leadership Framework and the brand attributes.





Signing authority: general representational authority (Handlungsvollmacht – i. V.)





  • Market share within defined Account Group and main categories
  • Target achievement regarding net sales, trade terms and contribution
  • DSO targets
  • DPC targets
  • Compliance in the field of retail investments
  • CSD compliance



Key Relationships:


  • VP Sales/Senior Directors Sales
  • Management team CE
  • Head of Sales Coordination CE
  • Brand Activation Directors and CTC Directors CE
  • Sales Strategy and Development Team Europe
  • Cluster CtC Teams & Customer Service
  • Global Channel Management
  • International/national Buying Group teams
  • DPC Europe/Global



Knowledge, skills and abilities:


  • Proven track record in the management of medium-sized sales teams
  • Proven leadership and management competencies
  • Strong commercial knowledge and business acumen
  • Negotiation and (re)presentation skills; confident manner
  • Strong strategic, analytical and operational skills
  • Proven advanced skills in strategic and conceptual management
  • Proven track record of methodological skills (e.g. business planning, strategic development)
  • Digital mindset with strong eCommerce knowledge and digital expertise
  • Extensive knowledge of the adidas business along with significant industry experience
  • Excellent team player with the proven ability to work cross-functionally in order to achieve objectives and targets
  • Ability to influence partners in other functional groups to find common ground and mutual understanding
  • Strong networking and people management skills
  • Strong interpersonal skills (e.g. communication, negotiation)
  • Mental flexibility, initiative and determination
  • Advanced knowledge in MS Office (Outlook, Word, Excel, PowerPoint, etc.)
  • Fluency in German and English written and spoken is a prerequisite; additional languages are an advantage



Requisite Education and Experience/Minimum Qualifications:


  • Degree in business administration or similar fields with focus on sales/marketing
  • 8-10 years’ experience in the sales area
  • At least 2-5 years of management experience
  • Strong people management competencies and proven commercial successes
  • Cross-functional experience, ideally in the areas of marketing/sales/finance/operations 
  • Experience in the sporting goods/retail/consumer goods industry


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:  Director Sales - Strategic Accounts / Otto Group (m/f/d) - Central

Brand:  adidas
Location:  Herzogenaurach
TEAM:  Sales
State:  BY
Country/Region:  DE
Contract Type:  Full time
Number:  432708
Date:  Jun 15, 2022