Manager Sales, Strategic Accounts

Purpose & Overall Relevance for the Organization:


Ensure sustainable and profitable market share and net sales growth in the Strategic Account  channel. Driving the positioning of adidas brand and ensure Business & Digital development of the account, seeking to optimize brand presentation in line with EMEA Brand & Channel strategy.


Key Responsibilities:  



  • Maximize and/or Optimize market share with respective customer
  • Support of long term SBP planning (KA PLAN) for respective Strategic account, by determining sales, gross-profit plans, implementing business, digital and marketing strategies
  • Analyze consumer demand, category trends and competitor assortment on account’s platform and identify gaps in current assortment with aim to drive sell-through across all customer touchpoints, be it online or offline
  • Together with Digital Partner Commerce (DPC) Manager implement key digital acceleration initiatives to drive sell-through across all URLs of digital webshop(s) and apps to achieve DJBP
  • Monitor and track performance of Strategic Account while anticipating and proactively managing trends and changes in performance
  • Provide the input to monthly sales forecast process (IBP) for respective account on category level
  • Take responsibility for the analysis of the Strategic account in order to spot trends, resolve problems and to correct any procedural errors being made
  • Monitor competitors activities within our customers environment and propose win-win action plans to increase market shares
  • To achieve short, mid and long term business targets
  • Continuously improve and develop key sales & digital & customer service processes to provide excellence in service and efficiency in the organization



  • Implementation and tracking of strategic account plan for vs. the ambition including:
  • focus category assortment and seasonal plan in cooperation with GTM and ensure pre- and re-order buying
  • focus on the consumer while evaluating how our current GTM approach can be optimized to drive mutual benefits & increased efficiencies
  • responsiveness for requests and queries of  Strategic Accounts
  • maximizing sell out on full price



  • as per the adidas authorization matrix



Key Relationships:

  • Strategic Accounts counterparts
  • AKA / Europe counterparts
  • Digital Partners Commerce channel & Digital managers
  • Customer Service
  • Sales Operations
  • Omnichannel department
  • Brand Activation department
  • GTM managers



  • Net sales target achievement
  • Sales deductions target achievement
  • Standard margin target achievement
  • Contribution target achievement
  • DPC targets
  • DSO targets
  • DCC target achievement



Knowledge, Skills and Abilities:


  • Sales manager with proven track record of successfully managing accounts in mid to large sales organization
  • Be able to work in virtual teams
  • Analytical skills for strategy development, business planning decision planning
  • Natural passion for sport industry,social media, digital advertising and new technologies will be an additional leverage
  • Interpersonal skills - good communications and negotiating abilities as well as relationship management
  • High degree of commercial and business acumen knowledge (e.g. sales, retail, trade marketing, customer service, finance and controlling)
  • Mental flexibility, initiative and determination
  • Fluent in written and spoken language in English. Skills and abilities in other languages are an added plus


Requisite Education and Experience / Minimum Qualifications: 


  • Secondary school education 
  • Functional: > 3 years’ experience in sales, marketing and / or consulting area
  • Industry: consumer driven, ideally apparel/fashion/shoes or FMCG


  • Proficiency in Advanced Excel, Power Point and Outlook is required
  • Exposure: sports/fashion



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:  Manager Sales, Strategic Accounts

Brand:  adidas
Location:  Warsaw
TEAM:  Sales
State:  MZ
Country/Region:  PL
Contract Type:  Full time
Number:  442609
Date:  Jul 31, 2022