Purpose & Overall Relevance for the OrganisationThe 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 AccountsDeliver net sales, margin and market share targets while managing cost centre and sales working budgetsLead, coach and develop direct and indirect reports in line with the organisation structureSet clear objectives, priorities and performance expectations for direct reportsBuild team capability through regular coaching, feedback and supportAct as the primary internal lead for assigned accounts, ensuring strong cross-functional alignmentBuild a deep understanding of each assigned account, including trading history, customer priorities, competitor activity, commercial risks and growth opportunitiesDevelop, propose and gain approval for Strategic Account Plans and Account Marketing PlansLead the development and execution of account plans across the seasonal Go-To-Market cycleLead seasonal sell-in and drive aligned sell-out executionPartner with Planning, Supply Chain and Customer Service to manage product availability, delivery performance, order book risks and customer commitmentsMonitor sell-out performance, order book accuracy,



forecast accuracy and product supply efficiencySupport negotiation and enforcement of adidas trade termsMonitor receivables and support timely resolution of account-related payment or credit issuesAnalyse customer and competitor activity and initiate corrective actionsDeliver accurate customer forecasts and performance plansEnsure compliance with commercial agreements and agreed KPIsKPIs:Net sales and market share growth across assigned Key AccountsGross margin delivery and effective management of trade spendBudget compliance across cost centre and sales working budgetsSell-in vs sell-out alignment, including order book and forecast accuracyReceivables management and DSO performance across assigned accountsQuality of account execution, including brand presentation and customer complianceCustomer plan execution across seasonal milestones, sell-in and sell-throughTeam performance and capability developmentKey Relationships:Key Account CustomersAccount MarketingRange ManagementCustomer ServiceFinanceCreditPlanningSupply ChainKnowledge, Skills & AbilitiesStrong understanding of wholesale, key Account and/or field sales modelsStrong understanding of account planning, sell-in, sell-through, order book management, forecasting and customer relationship managementSolid commercial acumen with the ability to interpret sales data, forecasts and KPIsAbility to turn sales data,



customer insights and market activity into practical commercial actionsProven capability to build and execute strategic account plansConfident negotiator with experience supporting or leading trade term discussionsAbility to influence and collaborate effectively across cross-functional teamsDemonstrated people leadership skills, including coaching, performance management and team developmentStrong planning and organisation skills, with the ability to manage competing seasonal timelines and customer prioritiesCustomer-centric mindset with a focus on long-term partnership growthComfortable operating in a rapid-paced, matrixed organisationStrong Excel and PowerPoint capability, with confidence using sales reports, forecasts, order books and customer dataExperience with SAP, CRM, order management or sales reporting systems is desirableSolutions-focused approach with the ability to manage commercial pressure, customer needs and internal priorities in a balanced wayRequisite Education & Experience / Minimum QualificationsUniversity degree in business, marketing, sales or a related commercial discipline, or equivalent relevant experience4+ years' experience in sales, field sales, key account management, wholesale account management or a similar commercial environmentProven experience managing national, regional, wholesale, retail, Buying Group or multi-site customer relationshipsStrong commercial acumen, including experience with budgets, forecasting, trade terms and customer performance managementExperience leading, coaching or developing a team in a sales or customer-facing environmentExperience working cross-functionally in a matrixed organisationExperience using sales reporting, forecasting, order management or CRM systems is desirableBackground in sport, retail, apparel, footwear or fashion is highly regardedWant to know more about working at adidas Group?
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📌 Manager, Field Key Accounts (Melbourne)
🏢 adidas Group
📍 Melbourne