Manager, Key Account Wholesale

Overall Purpose & Mission:

To achieve profitable and sustainable growth across assigned Key Accounts by maximizing sales and sell-through opportunities, strengthening customer partnerships, optimizing commercial agreements, and developing account strategies that are aligned with adidas’ overall brand and business direction.

Accountabilities:
Functional

• Establish strong relationships with Key Accounts and position adidas as a preferred business partner.
• Effectively apply sales strategies, policies, and best practices based on each account’s business segmentation.
• Allocate resources, negotiate commercial agreements, and implement and track action plans.
• Drive the implementation of trade terms for both adidas and customers.
• Ensure reliable and efficient product supply to customers, while effectively responding to customer needs and minimizing complaints.
• Pursue additional business opportunities through a strategic mid- to long-term approach to account development.
• Develop and execute Key Account strategies, including:
  • Ensure quarterly updates of strategic account initiatives.
  • Develop and present strategic initiatives aligned with adidas’ 2026 strategy, regional strategy, activations, and direction.
  • Build a trade term framework to leverage business opportunities and create win-win outcomes.
  • Accelerate DPC development within strategic accounts to maximize business opportunities.
  • Identify the SWOT of each account and translate insights into actionable strategies.
• Drive sell-in and agree on sell-through support, including:
  • Proactively lead alignment of the sell-in and sell-out process across internal functions.
  • Monitor sell-through, order books, and product supply to ensure reliable and cost-efficient fulfillment for Key Accounts.
  • Proactively facilitate meetings and business reviews with relevant Operations and Customer Service teams.
  • Collect, analyze, and share account sell-through information to support business decisions.

Controlling

• Monitor and measure progress against assigned account KPIs.
• Monitor and report market trends, competitive activities, and relevant developments.
• Develop realistic business plans and forecasts aligned with the company’s long-term business plan.
• Ensure customer compliance with agreed trade terms and commercial agreements.
• Drive inventory conversion to NS by providing and advancing sell-through strategies with customers, while aligning with regional teams on OTB and budget requirements.
• Analyze sell-out data by banner to support accurate buying decisions for upcoming seasons.

Compliance

• Ensure compliance with all global and local adidas policies, procedures, and guidelines.
• Support the implementation of APAC changes, initiatives, and strategic directions.
• Perform other tasks and projects as assigned from time to time.

Professional Background / Requirements

• 8+ years of experience in Key Account Management, Sales, Commercial, or Business Development.
• Experience in retail, FMCG, sporting goods, fashion, or consumer goods preferred.
• Strong commercial acumen, analytical, negotiation, and relationship management skills.
• Proven track record of managing strategic accounts and delivering sustainable business growth.
• Strong communication, presentation, and stakeholder management skills.
• Proficiency in English and Bahasa Indonesia.