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