Purpose & Overall Relevance for the Organization 

To support the Key Account business in order to achieve sales and market strategy objectives. 

To plan, pre-sell and manage the order book of an account in order to achieve the targets set for the Wholesale channel of adidas Chile. 

To ensure a reliable, adequate and competitive customer service level for all adidas Accounts. 

To support the Director of Key Accounts in order to achieve departmental goals. 

Key Responsibilities 

• Plan and execute key accounts' flow of order book purchased for the current season 

• Control Purchase, Sell Out & Inventory planning on a week-to-week basis 

• Report the Integrated Business Plan (IBP) to the Wholesale Board monthly (first week of the passing month) 

• Keep track of all the macroeconomic & internal factors involved in the demand and supply for the country (highlights, lowlights, and opportunities) 

• Go-To-Market owner for the accounts & divisions assigned: 

• Schedule target, prelines, and pre-sales meetings 

• Forecast the upcoming season’s order book for the client (9 months in advance) 

• Align forecast and budget 

• Assist Global, LAM and Local Sales and Marketing meetings for the season 

• Negotiate exclusivities, cyber and commercial campaigns for the client 

• Pre-sell final assortment to the account 

• Lead a cross-functional team in order to achieve the results expected for the account assigned: Business Planning, Digital Partner Commerce, Account Marketing, In-store Communications, Visual Merchandising 

• Guide and lead Business Planner relationship with the account assuring styles are created on time, distributed in the right POS, and prices revised when needed 

• Guarantee account marketing plan application in a timely and proper manner alongside trade marketing team 

• Negotiate and align with the Business Units/Concept-to-Consumer Managers the assortment and activations that are needed for the account to win in the market 

• Comply with the Wholesale Ecosystem previously framed for the country and accounts 

• Follow up KPIs in a day-to-day basis for the account: sell in, sell out, margin, E-com share, footwear wall spaces, square meters, months of supply, growth YOY, campaigns Sell Through Plan and execute key accounts' flow of order book purchased for the current season 

• Track invoices and supply appointments in a weekly matter 

• Analyze the reports sent by the Supply Chain Management team in a weekly basis  

• Request product prioritization arrival to our Distribution Center 

• Schedule and lead monthly meetings with the Product Managers of the client to discuss and plan the Net Sales target for the next month 

• Bi-monthly follow up sales force distribution based on SKA POS target sales and marketing strategy 

• Lead joint business plan (top to top) meetings with SKA every 6 months 

• Weekly store visits with marketing and visual merchandising team 

• Track SKA TTCG accomplishments in a monthly basis 

 
Knowledge Skills and Abilities 

• Specialist in business or technical skills with detailed knowledge in some areas of work or systems 

• Broad & deep knowledge in own functional area, combining theoretical and practical knowledge 

• Broad knowledge in managing people skills and team building 

 
Requisite Education and Experience & Minimum Qualifications 

• Bachelor Degree or equivalent required 

• 3-5 years experience approx.. in similar function or position as Account Manager, Sales Manager, or other Sales roles 

• Previous experience in Retail or Consumer Goods Industry is very relevant for the role 

• Ideal to bring experience or personal interest in Sports and Footwear industry.  

• Strong communications & relationship management skills to work in a collaborative way with Clients, Marketing, and Fulfillment Teams 

• Proven track record of using sales & persuasive skills 

• Adaptability to a fast-paced, high growth, rapidly changing environment 

• Key scheduling skills including attention to detail, problem-solving skills, time management and adaptability to successfully plan and execute sales strategy and targets 

• Advanced Excel skills and strong numerical analysis skills – KPI’s Management to identify and develop sales plans 

• Fluency in both Spanish and English 

En adidas, valoramos la diversidad, apoyamos la inclusión de todas las personas y fomentamos la expresión individual. En el marco de la Ley de Inclusión n°21.015, incentivamos la inclusión de personas con discapacidad al mundo laboral.