Senior Director Special Channel, wholesale

Tokyo | Japan | Sales

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.

Purpose & Overall Relevance for the Organization:

To ensure profitable and sustainable market share and net sales growth in Market and key accounts  while respecting the image of the adidas Group brands. To passionately lead the WHS/B2B channel team in identifying account, developing business operating model with profitable growth of the adidas Group brands

Key Responsibilities:  


  • To develop and implement the overall strategy for the responsible channel and account portfolio based on global and Market strategies jointly with the VP of sales and get sign off by the MD;
  • To drive the dedicated channel and account business activity together with VP of sales to ensure Adidas/reebok brand can out-grow our competitor in the market place;
  • To represent the assigned channel and account internally as ambassador towards all functions and manage all interfaces
  • Overall responsible for dedicated channel and account in all business related KPI includes but not limited to Sell in (net sales), ST, retail KPIs in brand space (comp growth and etc), inventory level, POS numbers;
  • To drive/support for negotiation and enforcement of adidas/reebok Group trade terms
  • Work with cross functional teams (marketing, retail, SCM, FP&A) to provide the strong supports to dedicated channel and account aligned with business growth targets;
  • To ensure the best possible Net Sales result by setting clear targets and action points; Constant tracking of results; analysis of risks & new business opportunities
  • To make a decision together with VP of sales to solve conflict within Market and account
  • To establish appropriate process/framework to review challenge and sign off the Strategic Account Plans and Account Marketing Plans proposed by the (Senior) KAMs
  • To minimize/manage risk in organization
  • Be responsible for SWB / Travel / Score/ Timecard / Concur
  • To ensure/develop customer compliance with agreements


  • Establish an appropriate organizational framework for the dedicated channel and account organization jointly with the Sales Director in line with the Global organizational blueprint
  • Set clear objectives, targets, guidelines for sales organization along with Sales Director
  • Provides performance review to all direct reports and provide feedback to all sales members
  • Develop the functional and social skills of direct reports on and all sales members.
  • Manage multiple teams in broader functional area, leads a department consisting multiple hierarchical levels
  • To ensure the WHS Channel organization is applying available adidas Group standards and best practices in daily work


  • Sales - Local Market / Responsible Group
  • Market Share
  • Net Sales
  • Sell Out
  • Inventory
  • Sales Budget
  • DCC
  • Cash out
  • NPS

Key Relationships:

  • Global Channel Management, Sales Development
  • Market: Sales, Brands, Trade Marketing, Customer Service, Business Planning and Strategy, , HR, Finance, Supply Chain
  • Executive / Top Management

Knowledge, Skills and Experience:

  • Strategic thinking and ability to work with cross function team to drive the initiatives;
  • High analytical skills for strategy development, business planning Decision planning
  • Strong interpersonal skills: Very good communications and negotiating abilities as well as high presentation, relationship management and facilitation skills
  • High degree of commercial and business acumen knowledge (e.g. business simulation, sales, trade marketing, finance and controlling)
  • Strong decision taking and determination and shows high initiative and pragmatism to the business.
  • Fluent in written and spoken local language as well as English. Skills and abilities in other language are an added plus

Requisite Education and Minimum Qualifications:  

  • University degree in business with marketing and sales focus
  • At least 8 years channel sales / account management (must have), and plus 4 years in commercial function e.g. marketing or retail management experience (nice to have)
  • Minimum 5 years of people management
  • Ideally in apparel/sports/fashion/shoes or FMCG (with business consult firm backgroup will be a plus)
  • Exposure: Sports, Marketing, Supply Chain
  • IT skills: Advanced  MS Office Skills

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.

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The Facts

Jobtitle Senior Director Special Channel, wholesale
Team Sales
Brand adidas
Location Tokyo
Country Japan
Number 177868
Position Type Full time
Date Jun-08, 2018
Relocation no

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  • Working Hours

    9.30 am -6pm
  • Retirement Plan

  • Canteen Rooftop-Cafeteria

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  • Next airport to the location HND Handeda International Airport

  • Local Population

    13,35 Millionen
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