Job Description
Senior Specialist, Field Key Accounts (12-Month Contract) Senior Specialist, Field Key Accounts (12-Month Contract) n
Purpose & Overall Relevance for the Organisation:
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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.
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Key Responsibilities:
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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
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Develop a clear understanding of each assigned account, including customer profile, trading history, commercial opportunities, risks, competitor activity and growth potential
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Support the development and execution of seasonal account plans, ensuring they align to adidas commercial objectives, brand priorities and market opportunities
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Drive sell-in activity across assigned accounts and categories, presenting relevant product ranges, commercial opportunities and seasonal plans to customers
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Partner with Account Marketing, Range Management and Customer Service to support account execution, product availability, marketing activation and customer outcomes
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Monitor sell-through, order book status, delivery performance and stock availability, taking action where required to support reliable and cost-efficient supply to customers
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Support the negotiation and implementation of adidas trade terms, ensuring customer compliance with agreed commercial arrangements
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Maintain accurate account records, account plans, forecasts and customer information to support effective decision-making and reporting
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Identify account opportunities and risks,



escalating key issues and proposing practical actions to improve performance
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Track progress against agreed KPIs, sales targets, margin expectations and account objectives
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Provide accurate and timely reporting on account performance, customer activity, order book status, risks and opportunities in line with adidas reporting requirements
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Monitor customer and competitor activity, providing relevant insights and recommendations to support commercial decision-making
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Prepare realistic account plans, forecasts and customer performance updates, ensuring data is accurate and commercially sound
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Follow up outstanding actions relating to orders, receivables, account commitments and customer compliance with agreed trading terms
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Work with internal stakeholders to resolve account issues quickly and professionally, ensuring customer commitments are managed effectively
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KPIs:
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Achievement of net sales, margin and market share targets across assigned Field Key Accounts and/or categories
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Delivery of seasonal sell-in, sell-through and account plan objectives
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Accuracy and reliability of account forecasts, order book management and customer reporting
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Compliance with agreed budgets, trading terms, customer agreements and internal processes
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Effective management of receivables, including DSO performance for assigned accounts
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Quality of customer relationships, internal stakeholder feedback and execution of agreed account actions
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Key Relationships:
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Assigned Field Key Accounts and customer contacts
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Regional Manager Field Sales and wider Field Sales team
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Account Marketing
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Range Management and Merchandising
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Customer Service
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Supply Chain and Order Fulfilment
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Finance and Credit
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Warehouse and external logistics partners where required
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Knowledge, Skills & Abilities:
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Strong commercial and customer focus with the ability to identify growth opportunities and manage account priorities
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Experience in sales, field account management, key account support or a similar commercial role, ideally within sport, retail, apparel, footwear, fashion or FMCG
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Robust understanding of account planning, sell-in, sell-through, order book management, forecasting and customer relationship management
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Ability to analyse sales performance, customer activity and market trends to support practical commercial recommendations
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Excellent communication, influencing and relationship-building skills across internal and external stakeholders
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Strong planning, organisation and time management skills, with the ability to manage competing priorities and deadlines
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High attention to detail and accuracy when working with forecasts, account information, order books and reporting
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Confident user of Microsoft Office, particularly Excel and PowerPoint. Experience with SAP or similar order management systems is desirable
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Collaborative working style with the ability to operate effectively in a fast-paced, cross-functional environment
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Flexible, mature and solutions-focused approach to customer and business challenges
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Requisite Education & Experience / Minimum Qualifications:
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University degree in business, marketing, sales or a related discipline, or equivalent relevant experience
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Minimum 3 years' experience in sales, field sales, key account support, wholesale account management or a similar commercial environment
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Experience within sport, retail, apparel, footwear, fashion or FMCG is preferred
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Experience working with internal cross-functional teams and external customer stakeholders
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Experience using sales reporting, forecasting, order management or CRM systems is desirable
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Want to know more about working at adidas Group?
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Job Title:
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Senior Specialist, Field Key Accounts (12-Month Contract)
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📌 Senior Specialist, Field Key Accounts (12-Month Contract) (Melbourne)
🏢 adidas Group
📍 Melbourne