About the role
Purpose & Overall Relevance for the Organization:
- Lead the wholesale business across Iberia, driving sustainable growth, market share, profitability and brand desirability across all customer channels.
- Own the commercial strategy and performance of the wholesale portfolio, ensuring alignment with adidas’ long-term business priorities and Game Plan.
- As a member of the Iberia SteerCo, contribute to shaping the overall business strategy and key growth decisions for the zone.
- Lead and develop a high-performing sales organization, fostering a culture of accountability, collaboration, diversity, equity, inclusion and continuous development.
Key responsibilities:
Commercial Leadership :
- Define and execute the wholesale strategy for Iberia, ensuring sustainable growth, profitability and market share expansion.
- Own wholesale business performance across all customer segments and channels.
- Driving business planning, forecasting, investment management, and commercial excellence across the customer portfolio.
- Identify market opportunities, competitive trends and growth initiatives to strengthen adidas’ market position.
Customer & Business Development :
- Oversee all strategic and key accounts across Iberia.
- Build and maintain executive-level relationships with key customers and partners.
- Lead top-to-top engagements, annual negotiations, and joint business plans.
- Drive omnichannel growth and strengthen adidas’ position as a preferred strategic partner.
Organizational Leadership :
- Lead, coach and develop the Sales Directors and Account Operations Lead, fostering a high-performance culture built on accountability, collaboration and execution excellence.
- Build and sustain a diverse and high-performing organization through effective talent management, succession planning, capability development, and inclusive leadership practices that ensure all employees have equal opportunities to contribute, grow and thrive.
Cross-Functional Leadership :
- Represent Wholesale within the Iberia SteerCo and contribute to enterprise-wide business decisions.
- Partner with Brand, Retail, DPC, Finance, Supply Chain and HR to deliver integrated business plans.
- Champion customer and market insights to shape strategic business decisions.
KPIs:
- Net Sales
- Operating profit / Contibution
- Market share growth
- Customer portfolio profitability
- Forecaste accuracy
- Trade Terms effectiveness
- Employee Engagement (Enps)
- Talent development & Sucession readiness
Key Relationships:
- Country Lead Iberia
- Iberia SteerCo
- Brand, Retail, Legal, Finance, DPC, Supply Chain and HR leadership team
- South Europe / Europe wholesale leadership teams
Knowledge, Skills and Abilities:
- Extensive commercial leadership experience in sales and business development.
- Proven ability to lead leaders and high-performing organizations.
- Strong strategic, financial, and business acumen.
- Exceptional influence, stakeholder management, and negotiation skills.
- Demonstrated ability to lead diverse teams and create an environment of belonging, collaboration, and high performance.
- Strong analytical and decision-making capabilities.
- Experience operating in complex international and matrix organizations.
- Excellent communication and executive presentation skills. High personal impact and excellent communication skills.
Requisite Education and Experience / Minimum Qualifications:
- University degree in Business Administration, Economics, Marketing or related field.
- 12+ years of progressive commercial and sales leadership experience within consumer goods, retail, sporting goods or comparable industries.
- Proven track record of delivering sustainable business growth, market share expansion and profitability improvements.
- Significant experience leading senior leaders and managing high-performing teams within complex matrix organizations.
- Strong commercial, strategic, and financial acumen, including business planning, forecasting, and performance management.
- Demonstrated success managing strategic customer partnerships and leading executive-level negotiations.
- Deep understanding of wholesale, omnichannel and digital business models.
- Experience operating in international environments and influencing regional and global stakeholders.
- Proven ability to build high-performing, inclusive teams and foster a culture of Diversity, Equity & Inclusion.
- Strong stakeholder management, communication, and influencing skills.
- Fluent in English and Spanish.
- Minimum 5-8 years of experience within relevant industries.
- Experience in sporting goods or fashion is a benefit.
- Experience in successfully leading, managing and developing a team.
- Business or similar degree from a leading academic institution
