Senior Specialist, Field Key Accounts
Adidas, Minneapolis, MN, United States
Purpose & Overall Relevance for the Organization
Drive profitable and sustainable market share growth across Sport Specialist (Rugby) and Corporate accounts, while protecting and strengthening the adidas brand, values, and market positioning. The role plays a key part in delivering commercial performance, developing long-term partnerships, and unlocking new business opportunities within the New Zealand market.
Key Responsibilities
Deliver net sales growth across assigned key accounts and categories
Own the commercial management of the Corporate channel, including New Zealand Rugby, Les Mills New Zealand, and international partners
Manage net sales performance across assigned global Clearance partners and categories
Lead and execute the Go-To-Market process, including forecasting, pre-line preparation, sell-in meetings, and range selection aligned to seasonal priorities, key technologies, and concepts
Develop and execute account-specific marketing plans aligned to customer strategies and adidas commercial priorities
Manage order books on a weekly and monthly basis to ensure accuracy, delivery, and performance against targets
Analyse sell-through performance and provide clear, actionable commercial insights and recommendations
Conduct regular customer and store visits in line with store visit guidelines, covering visual merchandising, re-orders, point-of-sale execution, and brand storytelling
Represent assigned accounts internally as the key interface across all functions, acting as an ambassador for both the customer and adidas
Agree, formalise, and execute sell-out support through Account Marketing Plans
Build and deliver Strategic Account Plans, including quarterly business reviews and performance tracking
Own and manage cost centre budgets, including customer sales working budgets and trade investment
Track and measure performance against individual KPIs
Monitor competitor activity and proactively propose and implement commercial responses
Deliver realistic forecasts and performance plans for assigned customers
Ensure customer compliance with all commercial agreements
KPIs
Market share growth within assigned key accounts and categories
Budget and trade investment compliance
Contributes to improved cash flow efficiency and effective credit risk management
Key Relationships
Key Accounts & Corporate Partners: Build genuine, sustainable relationships with buyers, planners, and franchise partners
Brand Team: Ensure alignment with brand strategy, campaigns, and communications
Category Planning Team: Support product allocation and category strategy, advocating for segmentation changes where required
Finance Team: Manage provisions, credit limits, and new account approvals to support business growth and continuity
Supply Chain Team: Partner closely to manage the order book and ensure product availability at the right time, place, and quantity
Knowledge Skills and Abilities
Experience in a B2B sales or account management role within Sporting Goods, Retail, FMCG, or a related industry
Strong exposure to account management, business development, and commercial planning
4–5+ years’ experience in sales, ideally as a Key Account Executive or in Business Development
Wholesale experience and strong understanding of the local New Zealand market
Requisite Education and Experience / Minimum Qualifications
University degree in Business, Marketing, Sales, or a related discipline
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Key Responsibilities
Deliver net sales growth across assigned key accounts and categories
Own the commercial management of the Corporate channel, including New Zealand Rugby, Les Mills New Zealand, and international partners
Manage net sales performance across assigned global Clearance partners and categories
Lead and execute the Go-To-Market process, including forecasting, pre-line preparation, sell-in meetings, and range selection aligned to seasonal priorities, key technologies, and concepts
Develop and execute account-specific marketing plans aligned to customer strategies and adidas commercial priorities
Manage order books on a weekly and monthly basis to ensure accuracy, delivery, and performance against targets
Analyse sell-through performance and provide clear, actionable commercial insights and recommendations
Conduct regular customer and store visits in line with store visit guidelines, covering visual merchandising, re-orders, point-of-sale execution, and brand storytelling
Represent assigned accounts internally as the key interface across all functions, acting as an ambassador for both the customer and adidas
Agree, formalise, and execute sell-out support through Account Marketing Plans
Build and deliver Strategic Account Plans, including quarterly business reviews and performance tracking
Own and manage cost centre budgets, including customer sales working budgets and trade investment
Track and measure performance against individual KPIs
Monitor competitor activity and proactively propose and implement commercial responses
Deliver realistic forecasts and performance plans for assigned customers
Ensure customer compliance with all commercial agreements
KPIs
Market share growth within assigned key accounts and categories
Budget and trade investment compliance
Contributes to improved cash flow efficiency and effective credit risk management
Key Relationships
Key Accounts & Corporate Partners: Build genuine, sustainable relationships with buyers, planners, and franchise partners
Brand Team: Ensure alignment with brand strategy, campaigns, and communications
Category Planning Team: Support product allocation and category strategy, advocating for segmentation changes where required
Finance Team: Manage provisions, credit limits, and new account approvals to support business growth and continuity
Supply Chain Team: Partner closely to manage the order book and ensure product availability at the right time, place, and quantity
Knowledge Skills and Abilities
Experience in a B2B sales or account management role within Sporting Goods, Retail, FMCG, or a related industry
Strong exposure to account management, business development, and commercial planning
4–5+ years’ experience in sales, ideally as a Key Account Executive or in Business Development
Wholesale experience and strong understanding of the local New Zealand market
Requisite Education and Experience / Minimum Qualifications
University degree in Business, Marketing, Sales, or a related discipline
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