About the role
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 .
