Manager, KAM (Region and Specialist account)

About the Role

Leads the Regional and specialist accounts function for adidas, with the primary objective of developing and implementing the Company’s sales strategy and wholesale account plans to achieve sales, margin and contribution objectives. Sets ongoing targets for the assigned channel and leads growth of the B2B business, managing internal and external stakeholders. Responsible for Digital Platform Commerce (DPC) for WHS partners and execution of partner programs.

Responsibilities

• Lead accounts to deliver sales turnover, margins and contribution while managing sales expenses within planned levels.
• Ensure AR collections as per trade terms, meet DSO objectives and limit bad debts through effective credit management and customer creditworthiness tracking.
• Formulate sales development and channel strategies, annual account plans and ensure execution aligned with brand and company strategy.
• Develop, negotiate and implement trading terms to drive pay-by-performance growth, optimize in-store execution, brand presence and sell-through.
• Build and maintain partnerships with accounts, especially alliance partners, ensuring effective customer service, order processing and fulfillment.
• Liaise with Marketing on merchandising support and timely stock inflow; take prompt action to liquidate old inventory.
• Lead Digital Platform Commerce (DPC) for WHS partners, execute partner programs and support WHS.COM partners for smooth operations.
• Provide coaching and guidance to the team, lead internal and external communication, and negotiate acceptance for new standards or concepts.
• Continuously evaluate and enhance processes and terms of trade.
• Measure and deliver team KPIs, report market trends and competition, and provide realistic business plans and sales forecasts from topline to bottom line.

Qualifications

• Thorough knowledge of sales/commercial theory and organisational practice, with broad management experience across functional areas.
• Solid experience in Sales / Account Management.
• Industry preference: Sports / Fashion; FMCG modern retail optional.
• Leadership aligned with adidas leadership values.
• University degree in Business with sales/commercial focus.

Skills

• Outlook: Basic; Word: Advanced; Excel: Advanced; PowerPoint: Advanced.
• English: Advanced; Local language: Fluent.

Additional Information

adidas celebrates diversity, supports inclusiveness and encourages individual expression in our workplace. We are an equal opportunity employer.