Key Account Sales




Purpose & Overall Relevance for the Organization:

  • Profitability: Ensure profitable and sustainable market share growth in account doors (B&M as well as digital), promoting and selling adidas products and services
  • Execution: Guarantee the best possible placement execution in account doors, maximizing and respecting the image of adidas group brands
  • Partnerships: Build and consolidate long-term business partnerships

Key Performance Indicators:

  • Deliver seasonal as well as yearly Sales Targets aligned with the top and bottom-line expectations for the account in category level, contributing to Cluster agreed targets
  • Monitor in-season sell-through performance to drive and maintain a sustainable pull-market model, maximizing re-orders opportunities
  • Provide frequent feedback as well as structure action plans (where applicable) for the accounts on the seasonal sell-through performance
  • Monitor and secure the agreed conversion of seasonal business on hand
  • Monitor and secure the agreed contractual DSO


Key Responsibilities:

  • Manage (own) the product flow
  • To set objectives, strategies and tactics for achieving business plans jointly with the respective Line Manager always aligned with Cluster and Group priorities
  • To allocate resources and ensure effective and efficient negotiation, implementation and tracking of action plan execution covering price adjustments, terms and conditions range
  • Develop/update reports and plans according to the customer portfolio mapping strategies
  • Monitor sell-out activities (KPIs)
  • To ensure compliance with established policies, procedures, initiatives and directives
  • Measure progress on own KPIs
  • Monitor the market
  • Deliver constant updates about competitors, market trends, product and technologies, customers and consumers
  • Execute and support company and customer strategies towards the consumer needs
  • Monitor, report on competitors’ activities and developments on the market and propose/initiate/take actions   
  • Build the partnership
  • Listen and understand customers’ needs
  • To ensure pre- and re-order buying
  • To ensure reliable and cost-efficient supply of merchandise and responsiveness for requests and complaints of customers
  • To prepare the sell-in of the collection, by ensuring the respect of the sales guideline, being aware of set targets, budgets and risks
  • Offer sell-out support and advice, based on our seasonal focus products, technologies and concepts
  • To create a high-performance culture by setting clear expectations, analyzing performance and giving appropriate and prompt feedback, including actively managing poor performance
  • To build and maintain personal relationships with key decision makers on highest possible levels



  • To handle all communication between the KA and the Group entities, ensuring maximum speed in alignment
  • To handle order submissions in a timely and prompt manner
  • To drive the organic growth of KAs, by applying Group Sales Development strategies and initiatives (AFB, StAP)
  • To follow all in-house operations related to the KAs: Order Book management, reservation, credit control, sales conversion and target-article sell-in, in alignment with the Back Office
  • To lead the execution of the GTM presentations and deliver results proportional to the investment
  • To implement the documentary and policy process (Sales Policies) related to adidas KA’s
  • To cultivate strong relationships with critical key players on the KA side
  • To monitor sell-out and OB continuously and ensure reliable and cost-efficient supply for the account

    Knowledge, Skills and Abilities:

  • Proven work experience in Sales is an advantage
  • Excellent selling and negotiation skills
  • Strong communication skills as well as strong ability to influence and negotiate
  • Ability to build productive business professional relationships
  • Ability to create and deliver presentations tailored to the audience needs
  • Highly motivated and target driven mindset
  • Prioritizing, time management and organizational skills
  • Strong methodological skills, especially data analysis, business planning
  • Strong personal skills: mental flexibility, initiative
  • Advanced numeracy and literacy
  • Availability to travel


 Requisite Education and Experience/Minimum Qualifications:

  • University Degree in Business / Economics with Sales & Commercial focus
  • Minimum of 2 years of experience in Sales
  • Experience in consumer goods industry ideally in apparel/fashion/shoes or FMCG
  • Fluency in English and local language written and spoken
  • Excellent Knowledge of MS Office






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:  Key Account Sales

Brand:  adidas
Location:  Belgrade
TEAM:  Sales
State:  00
Country/Region:  RS
Contract Type:  Full time
Number:  345210
Date:  Jan 15, 2022