Manager, Field Key Accounts

Melbourne | Australia | Sales
Please note applicants must have permanent legal rights to work in Australia. No Relocation or Visa support is offered for this role. For the majority of roles in Pacific, applicants must have legal rights to work in Australia or New Zealand due to local government immigration policies. Roles that are available to global Talent will be listed on the Job listing as having "Relocation: Yes"


Purpose & Overall Relevance for the Organization:

To drive profitable and sustainable market share growth within Field, focusing primarily on National Buying Groups while respecting the image and aligning to the direction of both the adidas and Reebok brands.

Key Responsibilities:

  • Directly manage and lead a team of 5 Field Key Account Team members and indirectly support the broader Field Account Team across Australia.
  • Net sales and Margin targets of assigned Field Key Accounts.
  • Cost center Budget and sales working budget (SWB).
  • Forecasting of Seasonal assortments.
  • Build and Delivery of Strategic and Seasonal Plans with assigned Field Key Accounts.
  • Customer Trade Terms build, internal alignment and presentation to Field Key Accounts.

Key Tasks:


  • To represent the assigned Field Key Accounts as an ambassador at all internal interfaces and vice versa to manage all interactions back to the assigned Field Key Account.
  • To build and deliver in conjunction with the Snr Manager Field Sales and the assigned Field Key Accounts, key strategic documents such as Strategic Plans, Seasonal Account Plans and Account Fact Books.
  • To build, obtain internal alignment and communicate Seasonal sell-in programs for assigned Field Accounts to drive sell-out performance.
  • To utilize sell out data analytics to review and convert the order book and better plan future season assortments for assigned Key Field Accounts.
  • To support the Snr Manager Field Sales with the build, negotiation and enforcement of adidas Group trade terms.
  • To support the effective execution of brand presence in store ensuring customer SWB is maximised wherever possible.
  • To lead and drive inputs for internal milestones on a seasonal basis with the focus on article forecasting, sell-in feedback and process roll-out.


  • To measure progress on own KPIs using the adidas #myBest appraisal platform.
  • To monitor all reports generated and communicated within the Field Key Account Team
  • To monitor and report on Customer and Competitor activities and propose/initiate/actions against these.
  • To provide realistic plans and forecasts on customer performance.
  • To ensure customer compliance with agreements.


  • To set personal objectives, targets, guidelines and assess all reports using the adidas performance appraisal platform (#myBest ).
  • To develop the functional and behavioral skills of direct reports in ensuring succession from within.
  • To manage all reports as an integrated team by setting team objectives, targets and guidelines.
  • To ensure smooth cooperation of all direct reports along all interfaces.


  • Order book conversion in line with business Rules of Engagement (RoE)
  • Budget compliance at an assigned Field Key Account level.
  • Margin compliance at an assigned Field Key Account level.
  • Market share targets within assigned Field Key Accounts.
  • Sell out targets within assigned Field Key Accounts.

Key Relationships:

  • Global/Region – Global Wholesale, Concept to Consumer (CtC), Intersport Global Team
  • Market – Sales Operations, Range Management (Product & CtC Teams), Customer Service, Credit, Brand Activation.

Knowledge Skills and Abilities:

  • Industry - Ideally in apparel/fashion/shoes or FMCG.
  • Exposure - Sports, marketing, account marketing.
  • Leadership - > 2 years’ experience.
  • Functional - > 4 years sales as Key Account Manager or in the Field.

Requisite Education and Experience / Minimum Qualifications:

  • University degree in business with marketing and sales focus.

What’s on offer?

 A competitive base salary, bonus scheme and adidas employee benefits are also on offer to the successful candidate

How do I apply?

  • Press the "Apply" button and follow the instructions
  • You will be required to fill out the online applications forms, and attach a copy of your resume and cover letter which addresses all above candidate requirements
  • Applications which do not attach a cover letter which addresses the job requirements specific to adidas will not be considered.
  • Applications will only be accepted through the steps above
  • Please note that due to the high volume of applications adidas receives, we will be unable to respond to all individual inquiries.


About adidas

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Please note applicants must have permanent legal rights to work in Australia. No Relocation or Visa support is offered for this role.

Please note part of adidas Pacific’s recruitment process will require external candidates to consent to a pre-employment criminal history check

Note to agencies: adidas Pacific does not accept any unsolicited calls or resumes from head hunters, executive recruiters, or other staffing or recruitment agencies. Please do not submit or forward any resumes, CVs or profiles to the adidas careers portal, nor to any adidas personnel. adidas will not pay any fees relating to unsolicited resumes.

Apply here

adidas celebrates diversity, supports inclusiveness and encourages individual expression in our workplace. We do not tolerate the harassment or discrimination toward any of our applicants or employees. We are an Equal Opportunity Employer.

At adidas, every day is a chance to flip the script. An invitation to take everything we know and re-invent it. Do it better. Never settling for good enough. Every day we get up, invent, adapt, improvise, find new ways to collaborate, and do the unexpected. We’re creators, makers and doers. Helping athletes make a difference, not just in their games, but in their lives and in their world. It’s an obsession.

We’ve been doing this for more than 65 years. With an unmatched history and tradition of creating iconic products, consumer connections and experiences, we’ve been defining sport culture since the beginning. And we’re never done. Come be a part of shaping the future together with us.

The Facts

Jobtitle Manager, Field Key Accounts
Team Sales
Brand adidas
Location Melbourne
Country Australia
Number 195252
Position Type Full time
Date May-07, 2019
Relocation no

Sounds great for you? We would love to have you here.

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About adidas Pacific

While adidas is a large, global organisation, here in Pacific (Australia & New Zealand) our staff works collaboratively together on a first-name basis in conjuction with our team in South East Asia to form SEAPAC (South East Asia Pacific). We believe in our casual culture and in recognising employees who deliver beyond the requirements of their role while living our brand values. As of January 2015 we have approximately 500 employees across 37 locations (4 offices & 33 retail stores). Featuring an onsite gym, an employee store and kitchen facilities, adidas Pacific's head office in Australia is located 21 km south-east from Melbourne's central business district. This close proximity to Australia's sporting capital means that our employees can enjoy major annual international sporting events in tennis, Formula One, and horse racing. The city is also home to the eighth largest sporting stadium in the world, the Melbourne Cricket Ground. Our Market is unique in the sporting world as we cater to 4 football codes - AFL (Australian Football), Rugby League, Rugby Union and Soccer.

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