Senior Key Account Manager - Sport

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.

Act as Business & Digital expert for respective account adapting our strategies to win the consumer, both online and offline, across all the touchpoints.


Key Responsibilities:  

  • Maximize and/or Optimize market share with respective customer
  • Set objectives, strategies and tactics including translation into action and business plan per account jointly with Director Sales Strategic accounts
  • Establish professional & personal relationships with main decision makers of Strategic account as a prerequisite for making adidas the ‘preferred supplier’
  • Responsibility for long term SBP planning (KA PLAN) for respective Strategic account, by determining sales, gross-profit plans, implementing business, digital and marketing strategies
  • Together with DPC & Digital managers prioritize key digital acceleration initiatives to achieve common DJBP
  • Lead the process to optimize individual accounts’ profitability result for respective account
  • Analyze the sell-through data & provide recommendation to both internal & external parties
  • Monitor 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
  • Drive the monthly sales forecast process (IBP) for respective account on category level
  • Monitor competitors activities within our customers environment and propose win-win action plans to increase/or optimize market shares
  • Continuously improve and develop key sales & digital & customer service processes to provide excellence in service and efficiency in the organization
  • Implement state of the art of  Strategic Account Management
  • Collaborate with Brand Activation to ensure our brands’ presentation in all the touchpoints across online & offline is in line with the brand strategy
  • Showcase expertise in key internal & external environments (e.g. Sell-ins, Account meetings, Sales Director meetings, Sales & Marketing meetings etc.)
  • Implementation and tracking of action plan for execution covering:
  • cross 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 complaints of  Strategic Accounts
  • maximizing sell out on full price
  • Ensure effective cost monitoring and control for all respective cost centers
  • Set short, mid and long term business targets and guidelines for direct reports



  • 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
  • DPC targets
  • Budget compliance
  • Brand qualitative share within Customer
  • DSO targets
  • DCC target achievement per respective  Strategic Account


Knowledge, Skills and Abilities:

  • Sales manager with proven track record of successfully managing accounts in large sales organization
  • Proven eCommerce expertise and experience with eCommerce KPIs
  • Natural passion for social media, digital advertising and new technologies will be an additional leverage
  • Be able to work in virtual teams
  • High analytical skills for strategy development, business planning, decision planning
  • Strong interpersonal skills - very good communications and negotiating abilities as well as high presentation and 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 local language as well as English. Skills and abilities in other languages are an added plus


Requisite Education and Experience / Minimum Qualifications: 

  • University degree preferably in Business or Economy
  • Functional: > 5 years’ experience in sales and digital and / or consulting area
  • Industry: consumer driven, ideally apparel/fashion/shoes or FMCG
  • Proven understanding of Retail and E-commerce performance KPIs
  • Proficiency in Advanced Excel, Power Point and Outlook is required, Microstrategy will be an additional advantage
  • Leadership: ideally people management experience
  • Exposure: sports/fashion/consumer goods

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:  Senior Key Account Manager - Sport

Brand:  adidas
Location:  Prague
TEAM:  Sales
State:  PR
Country/Region:  CZ
Contract Type:  Full time
Number:  508534
Date:  May 7, 2024