Key & Field Accounts Director

Key & Field Accounts Director

Location:

Purpose & Overall Relevance for the Organization

Key & Field Accounts Director

What We Are Looking For

strategic and commercially driven sales leader

The ideal candidate will have:

• A proven track record in

  Key Account Management

  .

• Strong knowledge of Wholesale, Distribution, Large Format Retail, E-Marketplace, and Export markets

  .
• Demonstrated success in

  leading high-performing teams

  .

• Deep industry expertise

  combined with strong

  analytical, negotiation, and relationship management skills

  .
• Ability to

  set strategy, manage P&L, and drive cross-functional initiatives

  across digital, marketing, and supply chain.

long-term, value-driven partnerships

Key Responsibilities

• Develop and implement the

  overall strategy for the Key Accounts portfolio

  , in alignment with global and market strategies, jointly with the DTC Director.
• Deliver

  Net Sales and Margin growth

  by setting clear targets, monitoring progress, analyzing risks, and identifying new business opportunities.
• Ensure the KA organization applies adidas

  standards and best practices

  in daily operations.
• Review, challenge, and sign off on

  Strategic Account Plans and Account Marketing Plans

  .
• Lead

  trade term negotiations

  with the DTC Director to secure favorable agreements.
• Establish and optimize the

  KAM organizational structure

  with the Senior DTC Director, aligned with the global blueprint.
• Inspire and lead the team, fostering a

  high-performance culture

  .
• Manage and nurture

  key customer relationships

  .

• Develop, train, and retain top talent

  within the team.
• Set

  objectives, KPIs, and guidelines

  for direct reports and manage them as an integrated team.
• Track and measure

  performance against KPIs

  .
• Monitor and report on

  customer and competitor sell-through and activities

  , taking proactive action.
• Provide

  accurate sales forecasts and performance plans

  for key accounts.

Key Relationships

• Global:

  Centre of Excellence (CoE) Wholesale

• Market:

  Brand, Customer Service, Sales Coordination, Business Development, HR, Controlling, Planning, Logistics

Knowledge, Skills, and Abilities

• Strong knowledge of

  Wholesale, Distribution, Large Format Retail, E-Marketplace, and Export markets

  .
• Proven

  Key Account Management

  expertise within large sales organizations.
• High

  analytical skills

  for strategy development, business planning, and decision-making.
• Strong interpersonal skills, including

  communication, negotiation, presentation, and relationship management

  .
• Solid

  commercial and business acumen

  (sales, trade marketing, finance, and controlling).
• Decisive, pragmatic, and results-driven with high initiative.

Requisite Education & Experience / Minimum Qualifications

• University degree in Business with

  Sales or Marketing focus

  .
• Minimum

  12 years of sales experience

  in large organizations, ideally in apparel/fashion/footwear/sports or FMCG, with at least

  5 years in senior sales roles

  .
• Minimum

  5 years of people and operational management experience

  .
• Exposure to

  Sports, Marketing, and Supply Chain

  functions.

• Advanced MS Office proficiency

  .