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Manager, Key Account Wholesale
Overall Purpose & Mission:
To achieve profitable and sustainable growth across assigned Key Accounts by maximizing sales and sell-through opportunities, strengthening customer partnerships, optimizing commercial agreements, and developing account strategies that are aligned with adidas’ overall brand and business direction.
Accountabilities:
Functional
- Establish strong relationships with Key Accounts and position adidas as a preferred business partner.
- Effectively apply sales strategies, policies, and best practices based on each account’s business segmentation.
- Allocate resources, negotiate commercial agreements, and implement and track action plans.
- Drive the implementation of trade terms for both adidas and customers.
- Ensure reliable and efficient product supply to customers, while effectively responding to customer needs and minimizing complaints.
- Pursue additional business opportunities through a strategic mid- to long-term approach to account development.
- Develop and execute Key Account strategies, including:
- Ensure quarterly updates of strategic account initiatives.
- Develop and present strategic initiatives aligned with adidas’ 2026 strategy, regional strategy, activations, and direction.
- Build a trade term framework to leverage business opportunities and create win-win outcomes.
- Accelerate DPC development within strategic accounts to maximize business opportunities.
- Identify the SWOT of each account and translate insights into actionable strategies.
- Drive sell-in and agree on sell-through support, including:
- Proactively lead alignment of the sell-in and sell-out process across internal functions.
- Monitor sell-through, order books, and product supply to ensure reliable and cost-efficient fulfillment for Key Accounts.
- Proactively facilitate meetings and business reviews with relevant Operations and Customer Service teams.
- Collect, analyze, and share account sell-through information to support business decisions.
Controlling
- Monitor and measure progress against assigned account KPIs.
- Monitor and report market trends, competitive activities, and relevant developments.
- Develop realistic business plans and forecasts aligned with the company’s long-term business plan.
- Ensure customer compliance with agreed trade terms and commercial agreements.
- Drive inventory conversion to NS by providing and advancing sell-through strategies with customers, while aligning with regional teams on OTB and budget requirements.
- Analyze sell-out data by banner to support accurate buying decisions for upcoming seasons.
Compliance
- Ensure compliance with all global and local adidas policies, procedures, and guidelines.
- Support the implementation of APAC changes, initiatives, and strategic directions.
- Perform other tasks and projects as assigned from time to time.
Professional Background / Requirements
- 8+ years of experience in Key Account Management, Sales, Commercial, or Business Development.
- Experience in retail, FMCG, sporting goods, fashion, or consumer goods preferred.
- Strong commercial acumen, analytical, negotiation, and relationship management skills.
- Proven track record of managing strategic accounts and delivering sustainable business growth.
- Strong communication, presentation, and stakeholder management skills.
- Proficiency in English and Bahasa Indonesia.
At adidas, we strongly believe that embedding diversity, equity, and inclusion (DEI) into our culture and talent processes gives our employees a sense of belonging and our brand a real competitive advantage.
– Culture Starts With People, It Starts With You –
By recruiting talent and developing our people to reflect the rich diversity of our consumers and communities, we foster a culture of inclusion that engages our employees and authentically connects our brand with our consumers.