Manager, Digital Account Management, Wholesale at adidas

About the role

Purpose & Overall Relevance for the Organization:

Drive profitable and sustainable growth in brand share, net sales, and sell-out performance across assigned online wholesale accounts , with a strong sell-out first mindset.
Act as the strategic lead and primary point of contact for assigned digital partners, building long-term relationships and unlocking sustainable growth opportunities.
Lead the end-to-end commercial process across sell-in, forecasting, assortment planning, digital execution, and sell-out acceleration to achieve annual business objectives.
Utilize consumer, sales, and marketplace insights to identify growth opportunities, optimize product strategies, and maximize business performance within the partner's digital ecosystem.
Ensure robust financial management through continuous performance monitoring, early risk identification, and proactive mitigation to safeguard sustainable business growth.

Key Responsibilities: (to be performed in alignment with global guidelines):

Strategic Account Leadership

Serve as the primary business owner and single point of contact for assigned online wholesale partners , by representing the face of the brand
Lead all key commercial engagements, including Sell-in meetings, Joint Business Plan discussions, Key Account reviews, and senior stakeholder meetings.
Build and execute comprehensive account strategies aligned with partner priorities and adidas commercial objectives.
Develop and maintain strong cross-functional collaboration across Sales, Marketing, Planning, Brand Activation, Merchandising, and Digital Commerce teams.

Sell-in Management & Commercial Planning

Own the seasonal sell-in process and secure optimal order intake through fact-based commercial planning and partner engagement.
Develop account-specific assortment strategies based on consumer demand, marketplace dynamics, historical performance, and growth opportunities.
Lead product forecasting activities leveraging sell-out data, consumer behavior insights, inventory performance, and commercial trends.
Manage critical path milestones throughout the seasonal business cycle to ensure successful execution of key commercial initiatives.
Drive Joint Business Plans (JBP) with partners and ensure alignment on sales, profitability, and digital performance targets.

Sell-out Performance & Marketplace Growth

Continuously monitor daily, weekly, and monthly sell-out performance across key categories, franchises, and product launches.
Identify risks and opportunities through in-depth analysis of sales performance, consumer behavior, traffic, conversion, inventory, and content effectiveness.
Develop actionable recommendations to accelerate sell-out performance and improve market share.
Partner closely with Digital Wholesale , related teams and account’s sales team to optimize the consumer journey and enhance overall platform performance.

Digital Shelf & Consumer Experience Excellence

Drive digital shelf excellence across assigned platforms, including assortment visibility, content quality, product discoverability, and conversion optimization.
Ensure best-in-class execution of product content, campaign assets, and consumer-facing experiences.
Develop platform-specific growth strategies based on a deep understanding of consumer behavior and shopping patterns.
Identify opportunities to differentiate the adidas brand through product offering, storytelling, content, and consumer services.
Collaborate with Brand Marketing teams to develop account-specific marketing activation plans.
Align marketing investment with business priorities to maximize traffic, conversion, and sell-out growth.
Monitor campaign performance and optimize activations based on key commercial and digital KPIs.
Support major product launches, seasonal campaigns, and key commercial moments through integrated marketplace marketing initiatives.

Analytics & Business Performance Management

Translate sales, consumer, inventory, and digital performance data into actionable business insights.
Identify emerging growth opportunities and proactively initiate actions to capture incremental business.
Maintain accurate forecasting and business planning processes to support sustainable growth.
Deliver annual net sales, profitability, and direct contribution targets for assigned accounts.
Monitor account financial performance and proactively manage risks related to sales, inventory, margin, returns, and profitability.

Key relationship:

Knowledge, Skills and Abilities:

Deep understanding of key Digital success metrics along the consumer journey on- and off-site (conversion, click-through rate etc.)
Proven experience in commercial planning, assortment planning, forecasting, and seasonal sell-in management.
Advanced analytical capabilities with the ability to derive insights from sales data, consumer behavior data, inventory data, and digital performance metrics.
Deep understanding of wholesale ’s financial metrics (sales, inventory, margin, returns etc.)
Strong interpersonal skills: good communications and negotiating abilities as well as high presentation, relationship management and facilitation skills to achieve win-win outcomes with assigned accounts
Entrepreneurial mindset with strong ownership and a proactive approach to driving business growth.
Fluent in written and spoken local language as well as English.

Requisite Education and Experience / Minimum Qualifications:

University degree in business with marketing and sales focus
Minimum 5 years of sales experience within large sales/eCOM organisations, ideally in apparel/fashion/shoes or FMCG
Experience of people and operational management preferred
Exposure: Sports, Marketing, Supply Chain
IT skills: Advanced MS Office Skills