Manager, Field Key Accounts

Purpose & Overall Relevance for the Organisation

 

The Manager, Field Key Accounts leads the commercial performance of assigned Key Accounts, with accountability for driving profitable and sustainable growth across buying groups and categories. The role owns account strategy and execution end‑to‑end, partnering cross‑functionally to deliver strong commercial outcomes, consistent brand execution at retail, and long‑term customer partnerships that protect and elevate the adidas brand.

 

Key Responsibilities

 

• Own the commercial performance and P&L outcomes of assigned Key Accounts and/or categories
• Deliver net sales targets while managing cost centre and sales working budgets
• Lead, coach, and develop direct (and indirect, where applicable) reports in line with the organisation structure
• Act as the primary internal lead for assigned accounts, ensuring effective cross‑functional alignment
• Develop, propose, and gain approval for Strategic Account Plans and Account Marketing Plans
• Lead seasonal sell‑in and drive aligned sell‑out execution
• Monitor sell‑out performance, order book accuracy, and product supply efficiency
• Support negotiation and enforcement of adidas trade terms
• Ensure strong brand presence, space management, and execution at the retail level
• Analyse customer and competitor activity and initiate corrective actionsDeliver accurate customer forecasts and performance plans
• Ensure compliance with commercial agreements and agreed KPIs

 

KPI’s

 

• Net sales and market share growth across assigned Key Accounts and categories
• 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
• Quality of account execution, including brand presentation and customer compliance

 

Key Relationships

 

• Global: Sales Development
• Market: Account Marketing, Range Management, Customer Service, Finance
• External: Key Account customers and Buying Group stakeholders

 

Knowledge, Skills & Abilities

 

• Strong understanding of wholesale, key account, and field sales models
• Solid commercial acumen with the ability to interpret sales data, forecasts, and KPIs
• 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
• Customer‑centric mindset with a focus on long‑term partnership growth
• Comfortable operating in a fast‑paced, matrixed organisation
• Passion for sport, brand, and retail execution, with strong attention to detail at store level

 

Requisite Education & Experience / Minimum Qualifications

 

• University degree in Business, Marketing, Sales, or a related commercial discipline
• 4+ years’ experience in Sales, ideally within Key Account Management or Field Sales
• Proven experience managing national or regional wholesale accounts
• Strong commercial acumen, including experience with budgets, forecasting, and trade terms
• Demonstrated ability to lead, coach, and develop high‑performing teams
• Experience working cross‑functionally in a matrixed organisation
• Background in apparel, footwear, fashion or sports highly regarded