Purpose & Overall Relevance for the Organization:   

• Lead the wholesale business across Iberia, driving sustainable growth, market share, profitability and brand desirability across all customer channels.   

• Own the commercial strategy and performance of the wholesale portfolio, ensuring alignment with adidas’ long-term business priorities and Game Plan.   

• As a member of the Iberia SteerCo, contribute to shaping the overall business strategy and key growth decisions for the zone.   

• Lead and develop a high-performing sales organization, fostering a culture of accountability, collaboration, diversity, equity, inclusion and continuous development. 

Key responsibilities: 

Commercial Leadership:   

• Define and execute the wholesale strategy for Iberia, ensuring sustainable growth, profitability and market share expansion.  

• Own wholesale business performance across all customer segments and channels.  

• Driving business planning, forecasting, investment management, and commercial excellence across the customer portfolio.   

• Identify market opportunities, competitive trends and growth initiatives to strengthen adidas’ market position.   

Customer & Business Development:   

• Oversee all strategic and key accounts across Iberia.  

• Build and maintain executive-level relationships with key customers and partners.  

• Lead top-to-top engagements, annual negotiations, and joint business plans.  

• Drive omnichannel growth and strengthen adidas’ position as a preferred strategic partner.  

Organizational Leadership:   

• Lead, coach and develop the Sales Directors and Account Operations Lead, fostering a high-performance culture built on accountability, collaboration and execution excellence.  

• Build and sustain a diverse and high-performing organization through effective talent management, succession planning, capability development, and inclusive leadership practices that ensure all employees have equal opportunities to contribute, grow and thrive.  

Cross-Functional Leadership:   

• Represent Wholesale within the Iberia SteerCo and contribute to enterprise-wide business decisions.   

• Partner with Brand, Retail, DPC, Finance, Supply Chain and HR to deliver integrated business plans.  

• Champion customer and market insights to shape strategic business decisions.  

KPIs: 

• Net Sales 

• Operating profit / Contibution 

• Market share growth 

• Customer portfolio profitability  

• Forecaste accuracy 

• Trade Terms effectiveness  

• Employee Engagement (Enps) 

• Talent development & Sucession readiness 

Key Relationships: 

• Country Lead Iberia 

• Iberia SteerCo 

• Brand, Retail, Legal, Finance, DPC, Supply Chain and HR leadership team 

• South Europe / Europe wholesale leadership teams 

Knowledge, Skills and Abilities: 

• Extensive commercial leadership experience in sales and business development.  

• Proven ability to lead leaders and high-performing organizations.  

• Strong strategic, financial, and business acumen.  

• Exceptional influence, stakeholder management, and negotiation skills.  

• Demonstrated ability to lead diverse teams and create an environment of belonging, collaboration, and high performance.  

• Strong analytical and decision-making capabilities.  

• Experience operating in complex international and matrix organizations.  

• Excellent communication and executive presentation skills. High personal impact and excellent communication skills. 

Requisite Education and Experience / Minimum Qualifications: 

• University degree in Business Administration, Economics, Marketing or related field.  

• 12+ years of progressive commercial and sales leadership experience within consumer goods, retail, sporting goods or comparable industries.  

• Proven track record of delivering sustainable business growth, market share expansion and profitability improvements.  

• Significant experience leading senior leaders and managing high-performing teams within complex matrix organizations.  

• Strong commercial, strategic, and financial acumen, including business planning, forecasting, and performance management.  

• Demonstrated success managing strategic customer partnerships and leading executive-level negotiations.  

• Deep understanding of wholesale, omnichannel and digital business models.  

• Experience operating in international environments and influencing regional and global stakeholders.  

• Proven ability to build high-performing, inclusive teams and foster a culture of Diversity, Equity & Inclusion.  

• Strong stakeholder management, communication, and influencing skills.  

• Fluent in English and Spanish. 

• Minimum 5-8 years of experience within relevant industries. 

• Experience in sporting goods or fashion is a benefit. 

• Experience in successfully leading, managing and developing a team. 

• Business or similar degree from a leading academic institution