Senior Specialist, Field Key Accounts (12-Month Contract)
Purpose & Overall Relevance for the Organisation:
In this role, you will drive profitable and sustainable growth across assigned Field Key Accounts by developing strong customer partnerships, managing account performance, supporting seasonal sell-in and sell-through activity, and executing commercial plans that align to adidas brand, sales and margin objectives.
This role manages a portfolio of distributor and B2B customers across specialist sports categories including teamwear, hockey, swim and padel, identifying opportunities to grow the business while building strong partnerships across the sporting community.
Key Responsibilities:
Act as the primary adidas representative for assigned Field Key Accounts, building trusted relationships and acting as the key connection between the customer and internal adidas teams
Develop a clear understanding of each assigned account, including customer profile, trading history, commercial opportunities, risks, competitor activity and growth potential
Support the development and execution of seasonal account plans, ensuring they align to adidas commercial objectives, brand priorities and market opportunities
Drive sell-in activity across assigned accounts and categories, presenting relevant product ranges, commercial opportunities and seasonal plans to customers
Partner with Account Marketing, Range Management and Customer Service to support account execution, product availability, marketing activation and customer outcomes
Monitor sell-through, order book status, delivery performance and stock availability, taking action where required to support reliable and cost-efficient supply to customers
Support the negotiation and implementation of adidas trade terms, ensuring customer compliance with agreed commercial arrangements
Maintain accurate account records, account plans, forecasts and customer information to support effective decision-making and reporting
Identify account opportunities and risks,



escalating key issues and proposing practical actions to improve performance
Track progress against agreed KPIs, sales targets, margin expectations and account objectives
Provide accurate and timely reporting on account performance, customer activity, order book status, risks and opportunities in line with adidas reporting requirements
Monitor customer and competitor activity, providing relevant insights and recommendations to support commercial decision-making
Prepare realistic account plans, forecasts and customer performance updates, ensuring data is accurate and commercially sound
Follow up outstanding actions relating to orders, receivables, account commitments and customer compliance with agreed trading terms
Work with internal stakeholders to resolve account issues quickly and professionally, ensuring customer commitments are managed effectively
KPIs:
Achievement of net sales, margin and market share targets across assigned Field Key Accounts and/or categories
Delivery of seasonal sell-in, sell-through and account plan objectives
Accuracy and reliability of account forecasts, order book management and customer reporting
Compliance with agreed budgets, trading terms, customer agreements and internal processes
Effective management of receivables, including DSO performance for assigned accounts
Quality of customer relationships, internal stakeholder feedback and execution of agreed account actions
Key Relationships:
Assigned Field Key Accounts and customer contacts
Regional Manager Field Sales and wider Field Sales team
Account Marketing
Range Management and Merchandising
Customer Service




Supply Chain and Order Fulfilment
Finance and Credit
Warehouse and external logistics partners where required
Knowledge, Skills & Abilities:
Strong commercial and customer focus with the ability to identify growth opportunities and manage account priorities
Experience in sales, field account management, key account support or a similar commercial role, ideally within sport, retail, apparel, footwear, fashion or FMCG
Strong understanding of account planning, sell-in, sell-through, order book management, forecasting and customer relationship management
Ability to analyse sales performance, customer activity and market trends to support practical commercial recommendations
Excellent communication, influencing and relationship-building skills across internal and external stakeholders
Solid planning, organisation and time management skills, with the ability to manage competing priorities and deadlines
High attention to detail and accuracy when working with forecasts, account information, order books and reporting
Confident user of Microsoft Office, particularly Excel and PowerPoint.
Experience with SAP or similar order management systems is desirable
Collaborative working style with the ability to operate effectively in a fast-paced, cross-functional environment
Flexible, mature and solutions-focused approach to customer and business challenges
Requisite Education & Experience / Minimum Qualifications:
University degree in business, marketing, sales or a related discipline, or equivalent relevant experience
Minimum 3 years' experience in sales, field sales, key account support, wholesale account management or a similar commercial environment
Experience within sport, retail, apparel, footwear, fashion or FMCG is preferred
Experience working with internal cross-functional teams and external customer stakeholders
Experience using sales reporting, forecasting, order management or CRM systems is desirable
#J-*****-Ljbffr

📌 Senior Specialist, Field Key Accounts (12-Month Contract) (Melbourne)
🏢 Adidas
📍 Melbourne