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
AT ADIDAS WE HAVE A WINNING CULTURE. BUT TO WIN, PHYSICAL POWER IS NOT ENOUGH. JUST LIKE ATHLETES OUR EMPLOYEES NEED MENTAL STRENGTH IN THEIR GAME. WE FOSTER THE ATHLETE’S MINDSET THROUGH A SET OF BEHAVIORS THAT WE WANT TO ENABLE AND DEVELOP IN OUR PEOPLE AND THAT ARE AT THE CORE OF OUR UNIQUE COMPANY CULTURE: THIS IS HOW WE WIN WHILE PLAYING FAIR.

COURAGE: Speak up when you see an opportunity; step up when you see a need..
OWNERSHIP: Pick up the ball. Be proactive, take responsibility and follow-through.
INNOVATION: Elevate to win. Be curious, test and learn new and better ways of doing things.
TEAMPLAY: Win together. Work collaboratively and cultivate a shared mindset.
INTEGRITY: Play by the rules. Hold yourself and others accountable to our company’s standards.
RESPECT: Value all players. Display empathy, be inclusive and show dignity to all.