Manager, Field Key Accounts

About the role

The Manager, Field Key Accounts is responsible for leading the commercial performance of assigned key accounts and categories for adidas. This role drives profitable and sustainable growth, develops and executes account strategies, and builds long‑term partnerships with buying groups and retail customers.

Key responsibilities

• Own P&L outcomes and net sales targets for assigned key accounts and categories.
• Develop, propose and gain approval for Strategic Account Plans and Account Marketing Plans.
• Lead seasonal sell‑in, monitor sell‑out performance, and ensure order book and forecast accuracy.
• Coach, develop and manage direct and indirect reports in line with organisational structure.
• Act as primary internal lead for assigned accounts, aligning cross‑functional teams.
• Support negotiation and enforcement of adidas trade terms and manage trade spend.
• Ensure strong brand presence, space management and execution at retail level.
• Analyse customer and competitor activity and initiate corrective actions.
• Deliver accurate customer forecasts and performance plans while ensuring compliance with commercial agreements and KPIs.

Required profile

• University degree in Business, Marketing, Sales or related commercial discipline.
• 4+ years of experience in sales, preferably key account management or field sales.
• Proven experience managing national or regional wholesale accounts.
• Strong understanding of wholesale, key‑account and field‑sales models.
• Solid commercial acumen with ability to interpret sales data, forecasts and KPIs.
• Demonstrated people‑leadership skills, including coaching and performance management.
• Confident negotiator with experience in trade‑term discussions.
• Ability to influence and collaborate across cross‑functional teams in a fast‑paced, matrixed organisation.
• Customer‑centric mindset focused on long‑term partnership growth.
• Passion for sport, brand and retail execution with attention to detail at store level.

Required skills