Purpose & Overall Relevance for the Organization:

Drive profitable and sustainable market share growth across Sport Specialist (Rugby) and Corporate accounts, while protecting and strengthening the adidas brand, values, and market positioning. The role plays a key part in delivering commercial performance, developing long-term partnerships, and unlocking new business opportunities within the New Zealand market.

Key Responsibilities:

• Deliver net sales growth across assigned key accounts and categories
• Own the commercial management of the Corporate channel, including New Zealand Rugby, Les Mills New Zealand, and international partners
• Manage net sales performance across assigned global Clearance partners and categories
• Lead and execute the Go-To-Market process, including forecasting, pre-line preparation, sell-in meetings, and range selection aligned to seasonal priorities, key technologies, and concepts
• Develop and execute account-specific marketing plans aligned to customer strategies and adidas commercial priorities
• Manage order books on a weekly and monthly basis to ensure accuracy, delivery, and performance against targets
• Analyse sell-through performance and provide clear, actionable commercial insights and recommendations
• Conduct regular customer and store visits in line with store visit guidelines, covering visual merchandising, re-orders, point-of-sale execution, and brand storytelling
• Represent assigned accounts internally as the key interface across all functions, acting as an ambassador for both the customer and adidas
• Agree, formalise, and execute sell-out support through Account Marketing Plans
• Build and deliver Strategic Account Plans, including quarterly business reviews and performance tracking
• Own and manage cost centre budgets, including customer sales working budgets and trade investment
• Track and measure performance against individual KPIs
• Monitor competitor activity and proactively propose and implement commercial responses
• Deliver realistic forecasts and performance plans for assigned customers
• Ensure customer compliance with all commercial agreements

KPIs:

• Market share growth within assigned key accounts and categories
• Budget and trade investment compliance
• Contributes to improved cash flow efficiency and effective credit risk management

Key Relationships:

• Key Accounts & Corporate Partners: Build genuine, sustainable relationships with buyers, planners, and franchise partners
• Brand Team: Ensure alignment with brand strategy, campaigns, and communications
• Category Planning Team: Support product allocation and category strategy, advocating for segmentation changes where required
• Finance Team: Manage provisions, credit limits, and new account approvals to support business growth and continuity
• Supply Chain Team: Partner closely to manage the order book and ensure product availability at the right time, place, and quantity

Knowledge Skills and Abilities:

• Experience in a B2B sales or account management role within Sporting Goods, Retail, FMCG, or a related industry
• Strong exposure to account management, business development, and commercial planning
• 4–5+ years’ experience in sales, ideally as a Key Account Executive or in Business Development
• Wholesale experience and strong understanding of the local New Zealand market

Requisite Education and Experience / Minimum Qualifications:

• University degree in Business, Marketing, Sales, or a related discipline