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Manager, Field Key Accounts

Purpose & Overall Relevance for the Organisation

The Manager, Field Key Accounts plays a key role in driving adidas' commercial growth across assigned wholesale accounts. This role combines strategic account ownership, people leadership and strong retail execution to deliver profitable growth, protect brand standards and build long-term customer partnerships.

Key Responsibilities:

Own the commercial performance and P&L; outcomes of assigned Key Accounts

Deliver net sales, margin and market share targets while managing cost centre and sales working budgets

Lead, coach and develop direct and indirect reports in line with the organisation structure

Set clear objectives, priorities and performance expectations for direct reports

Build team capability through regular coaching, feedback and support

Act as the primary internal lead for assigned accounts, ensuring strong cross-functional alignment

Build a deep understanding of each assigned account, including trading history, customer priorities, competitor activity, commercial risks and growth opportunities

Develop, propose and gain approval for Strategic Account Plans and Account Marketing Plans

Lead the development and execution of account plans across the seasonal Go-To-Market cycle

Lead seasonal sell-in and drive aligned sell-out execution

Partner with Planning, Supply Chain and Customer Service to manage product availability, delivery performance, order book risks and customer commitments

Monitor sell-out performance, order book accuracy, forecast accuracy and product supply efficiency

Support negotiation and enforcement of adidas trade terms

Monitor receivables and support timely resolution of account-related payment or credit issues

Analyse customer and competitor activity and initiate corrective actions

Deliver accurate customer forecasts and performance plans

Ensure compliance with commercial agreements and agreed KPIs

KPIs:

- Net sales and market share growth across assigned Key Accounts
- Gross margin delivery and effective management of trade spend




- Budget compliance across cost centre and sales working budgets
- Sell-in vs sell-out alignment, including order book and forecast accuracy
- Receivables management and DSO performance across assigned accounts
- Quality of account execution, including brand presentation and customer compliance
- Customer plan execution across seasonal milestones, sell-in and sell-through
- Team performance and capability development

Key Relationships:

- Key Account Customers
- Sales Development
- Account Marketing
- Range Management
- Customer Service
- Finance
- Credit
- Planning
- Supply Chain

Knowledge, Skills & Abilities

- Strong understanding of wholesale, key Account and/or field sales models
- Strong understanding of account planning, sell-in, sell-through, order book management, forecasting and customer relationship management
- Solid commercial acumen with the ability to interpret sales data, forecasts and KPIs
- Ability to turn sales data, customer insights and market activity into practical commercial actions
- Proven capability to build and execute strategic account plans
- Confident negotiator with experience supporting or leading trade term discussions
- Ability to influence and collaborate effectively across cross-functional teams
- Demonstrated people leadership skills, including coaching, performance management and team development
- Solid planning and organisation skills, with the ability to manage competing seasonal timelines and customer priorities
- Customer-centric mindset with a focus on long-term partnership growth
- Comfortable operating in a fast-paced, matrixed organisation
- Strong Excel and PowerPoint capability, with confidence using sales reports, forecasts, order books and customer data
- Experience with SAP, CRM, order management or sales reporting systems is desirable
- Solutions-focused approach with the ability to manage commercial pressure, customer needs and internal priorities in a balanced way

Requisite Education & Experience / Minimum Qualifications

- University degree in business, marketing, sales or a related commercial discipline,



or equivalent relevant experience
- 4+ years' experience in sales, field sales, key account management, wholesale account management or a similar commercial environment
- Proven experience managing national, regional, wholesale, retail, Buying Group or multi-site customer relationships
- Strong commercial acumen, including experience with budgets, forecasting, trade terms and customer performance management
- Experience leading, coaching or developing a team in a sales or customer-facing environment
- Experience working cross-functionally in a matrixed organisation
- Experience using sales reporting, forecasting, order management or CRM systems is desirable
- Background in sport, retail, apparel, footwear or fashion is highly regarded

AT ADIDAS WE HAVE A WINNING CULTURE. BUT TO WIN, PHYSICAL POWER IS NOT ENOUGH. JUST LIKE ATHLETES OUR EMPLOYEES NEED MENTAL STRENGTH IN THEIR GAME. WE FOSTER THE ATHLETE'S MINDSET THROUGH A SET OF BEHAVIORS THAT WE WANT TO ENABLE AND DEVELOP IN OUR PEOPLE AND THAT ARE AT THE CORE OF OUR UNIQUE COMPANY CULTURE: THIS IS HOW WE WIN WHILE PLAYING FAIR.

- COURAGE: Speak up when you see an opportunity; step up when you see a need..
- OWNERSHIP: Pick up the ball. Be proactive, take responsibility and follow-through.
- INNOVATION: Elevate to win. Be curious, test and learn new and better ways of doing things.
- TEAMPLAY: Win together. Work collaboratively and cultivate a shared mindset.
- INTEGRITY: Play by the rules. Hold yourself and others accountable to our company's standards.
- RESPECT: Value all players. Display empathy, be inclusive and show dignity to all.

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.

Job Title: Manager, Field Key Accounts

Brand:

Location: Melbourne

TEAM: Sales

State: VIC

Country/Region: AU

Contract Type: Full time

Number: 548427

Date: Aug 14, 2026

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THROUGH SPORT, WE HAVE THE POWER TO CHANGE LIVES. © 2026 adidas. All Rights Reserved.

📌 Manager, Field Key Accounts (Melbourne)
🏢 Adidas
📍 Melbourne