Purpose & Overall Relevance for the Organization

At adidas, we believe through sport we have the power to change lives. As part of our Marketplace Transformation journey in LAM, this role plays a critical part in shaping the future of our regional wholesale business.

The Senior Manager Sales Development – Region Accounts is responsible for driving and elevating the regional relationship with key accounts across Latin America, integrating local strategies into a single, powerful regional business plan.

You will help scale adidas’ footprint across the region—enhancing brand presence, consumer experience, and market share—while challenging the status quo and unlocking new commercial opportunities.

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Key Responsibilities

Strategic Leadership & Regional Planning

· Support country in creation of the regional strategic account plan (STAP)

· Set a clear vision and direction to drive traction, focus, and measurable impact for the channel

Marketplace & Channel Development

· Identify key opportunities for Generalist accounts across LAM (key category, models development example Comfort). Work closely with BU to define strong strategy based on countries need.

· Build and roll out the Never-Out-of-Stock (NOS) acceleration model for Generalist, identifying priority partners per country and a core carry-over assortment (~20 articles) from SS27 onwards.

· Kick off and steer the strategic-account subcommunity for accounts with regional presence, aligning best practices in:

• •  POS execution, operations, and digital / omni-channel best practices
  • Pre-season alignment: strategic bets, exclusivity, killer prices, calendar, and commercial moments

· Identify white spaces and growth opportunities across countries and channels, unlocking new commercial space within the generalist landscape.

Go-to-Market Excellence

· Own the regional go-to-market process for the channel (SS27/FW27), elevating key milestones such as prelines, presales (HZO), and top-to-top meetings.

· Ensure best-in-class execution in:

o Assortment planning and seasonal range architecture per account cluster

o Strategic bets, commercial toolkits, and seasonal calendar alignment with BU / CTC

o FTW wall moodboards and in-store presentation standards

· Deliver a one-pager of key priorities for top strategic accounts ahead of presales, ensuring elevated conversations with accounts and full visibility to BU, VP WHS, and VP Brand.

Perfect Store & Predictive Sales Planning

· Act as ambassador for Perfect Store across the channel, building use cases and supporting training for the country WHS audience.

· Monitor and identify cross-country / cross-channel transfer and over-buy opportunities to optimize sell-through.

Stakeholder Management & Operating Rhythm

· Establish a clear operating rhythm with SR KAM / KAM of the channel, ensuring consistent download, alignment, and follow-through across markets.

· Document best practices and pre-season alignment in a structured way on the WHS SharePoint, ensuring formal communication and visibility to KA Directors, SD, Dir Marketplace, and WHS VPs.

· Provide regular progress updates to the Director Marketplace Transformation and VP WHS.

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Key Relationships

· Director Marketplace Transformation (line manager)

· Country SR KAM / KAM and Sales Directors across LAM

· VP Wholesale, VP Brand, BU / CTC, Demand Planning, Analytics, and Omni teams

· Generalist & department-store strategic accounts (e.g., Falabella, Ripley, Liverpool, Paris)

Knowledge, Skills and Abilities

· Strong commercial acumen in wholesale / multi-brand retail, with a solid understanding of generalist and department-store business models.

· Proven ability to lead through influence in a matrixed, multi-country environment without direct line authority over country teams.

· Strong analytical capability; comfortable translating data into commercial action (NOS, sell-through, forecast accuracy).

· Excellent stakeholder management and executive communication / storytelling skills.

· Fluent in Spanish and English; Portuguese is a plus.

Requisite Education and Experience / Minimum Qualifications

· University degree in Business, Commercial, or a related field.

· Minimum 6–8 years of experience in sales / commercial roles within wholesale, retail, or consumer goods, ideally with regional scope.

· Experience working with generalist accounts or department stores strongly preferred.