Senior Specialist, Field Key Accounts (12-Month Contract)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 teamsDevelop a clear understanding of each assigned account, including customer profile, trading history, commercial opportunities, risks, competitor activity and growth potentialSupport the development and execution of seasonal account plans, ensuring they align to adidas commercial objectives, brand priorities and market opportunitiesDrive sell-in activity across assigned accounts and categories, presenting relevant product ranges, commercial opportunities and seasonal plans to customersPartner with Account Marketing, Range Management and Customer Service to support account execution, product availability, marketing activation and customer outcomesMonitor sell-through, order book status, delivery performance and stock availability, taking action where required to support reliable and cost-efficient supply to customersSupport the negotiation and implementation of adidas trade terms, ensuring customer compliance with agreed commercial arrangementsMaintain accurate account records, account plans, forecasts and customer information to support effective decision-making and reportingIdentify account opportunities and risks,



escalating key issues and proposing practical actions to improve performanceTrack progress against agreed KPIs, sales targets, margin expectations and account objectivesProvide accurate and timely reporting on account performance, customer activity, order book status, risks and opportunities in line with adidas reporting requirementsMonitor customer and competitor activity, providing relevant insights and recommendations to support commercial decision-makingPrepare realistic account plans, forecasts and customer performance updates, ensuring data is accurate and commercially soundFollow up outstanding actions relating to orders, receivables, account commitments and customer compliance with agreed trading termsWork with internal stakeholders to resolve account issues quickly and professionally, ensuring customer commitments are managed effectivelyKPIs:Achievement of net sales, margin and market share targets across assigned Field Key Accounts and/or categoriesDelivery of seasonal sell-in, sell-through and account plan objectivesAccuracy and reliability of account forecasts, order book management and customer reportingCompliance with agreed budgets, trading terms, customer agreements and internal processesEffective management of receivables, including DSO performance for assigned accountsQuality of customer relationships,



internal stakeholder feedback and execution of agreed account actionsKey Relationships:Assigned Field Key Accounts and customer contactsRegional Manager Field Sales and wider Field Sales teamAccount MarketingRange Management and MerchandisingCustomer ServiceSupply Chain and Order FulfilmentFinance and CreditWarehouse and external logistics partners where requiredKnowledge, Skills & Abilities:Strong commercial and customer focus with the ability to identify growth opportunities and manage account prioritiesExperience in sales, field account management, key account support or a similar commercial role, ideally within sport, retail, apparel, footwear, fashion or FMCGStrong understanding of account planning, sell-in, sell-through, order book management, forecasting and customer relationship managementAbility to analyse sales performance, customer activity and market trends to support practical commercial recommendationsExcellent communication, influencing and relationship-building skills across internal and external stakeholdersStrong planning, organisation and time management skills, with the ability to manage competing priorities and deadlinesHigh attention to detail and accuracy when working with forecasts, account information, order books and reportingConfident user of Microsoft Office, particularly Excel and PowerPoint.
Experience with SAP or similar order management systems is desirableCollaborative working style with the ability to operate effectively in a quick-paced, cross-functional environmentFlexible, mature and solutions-focused approach to customer and business challengesRequisite Education & Experience / Minimum Qualifications:University degree in business, marketing, sales or a related discipline, or equivalent relevant experienceMinimum 3 years' experience in sales, field sales, key account support, wholesale account management or a similar commercial environmentExperience within sport, retail, apparel, footwear, fashion or FMCG is preferredExperience working with internal cross-functional teams and external customer stakeholdersExperience using sales reporting, forecasting, order management or CRM systems is desirableWant to know more about working at adidas Group?
Job Title:Senior Specialist, Field Key Accounts (12-Month Contract)
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📌 Senior Specialist, Field Key Accounts (12-Month Contract) (Melbourne)
🏢 adidas Group
📍 Melbourne