Key Account Manager

2 weeks ago

Sydney, New South Wales, Australia adidas Full time $90,000 - $120,000 per year
PURPOSE & OVERALL RELEVANCE FOR THE ORGANIZATION

Knowledge, Skills And Abilities
  • Strong grasp of digital performance metrics (Impressions, CTR, PDP Views, ATC, CVR, ROAS) and how to leverage them to drive business results
  • Excellent project management skills, capable of steering cross-functional teams and multiple initiatives in parallel
  • Proven experience in Sales, Account Management, or Digital Wholesale roles
  • Clear communicator with the ability to simplify complex data and influence senior stakeholders
  • Skilled in stakeholder management across various seniority levels, with the ability to lead change and foster alignment
  • Strategic, proactive, and entrepreneurial mindset with a strong sense of ownership
  • Solid understanding of retail financials including sales, inventory, margin, and returns
  • Proficient in MS Office, particularly Excel (macros a plus)
  • Working knowledge of Marketplace infrastructure (middleware, PIM systems, customer backends)
  • Deep understanding of Amazon's Flywheel and key levers for partnership success
  • Experience with BI tools (e.g. Tableau, PowerBI) and Customer Data Platforms (e.g. Amazon Retail Analytics)
  • Familiarity with retail media strategies and their impact on sales
  • Exposure to agile work environments preferred

Key Responsibilities
  • Drive digital sell-through across all relevant domains and apps for your assigned wholesale accounts
  • Partner with the PAC Key Accounts team to identify and activate high-impact digital initiatives
  • Monitor consumer demand, assortment trends, and digital shelf performance to identify growth opportunities
  • Build dashboards and translate data insights from internal and external sources into actionable strategies
  • Ensure premium, consistent, and optimized content across your accounts' digital touchpoints
  • Maximize adidas brand visibility through tailored activation along the consumer journey
  • Lead the development and implementation of Digital Joint Business Plans (JBP) with clear sell-out and KPI goals
  • Partner with Planning to track key performance metrics, assess impact, and support sales forecasting
  • Deliver clear and strategic updates to senior stakeholders across regions and functions
  • Continuously evaluate and improve adidas' digital Go-to-Market strategy in partnership with accounts
  • Enforce adidas Partnership Agreements and ensure compliance across channels
  • Manage the commercial and operational aspects of Hybrid (1P/3P) account relationships
  • Oversee third-party resellers to protect brand integrity across digital platforms
  • Represent adidas in key strategic meetings and maintain strong tri-party relationships with distributors and retailers
  • Negotiate annual trade terms and ensure investments align with strategic and profitability goals

KPIS
  • Net sales, contribution margin, and profitability
  • Share of Wallet
  • Digital Share of Business
  • Brand Market Share

KEY RELATIONSHIPS
  • PAC Key Account Team
  • PAC Digital Wholesale (DPC) Team
  • External Account & Operations Teams
  • Emerging Markets DPC
  • Sales Development & Finance
  • Brand Activation & Category Management
  • Cross-functional teams as needed for strategic projects

Requisite Education And Experience / Minimum Qualifications
  • University degree in Business, Marketing, or related field (Engineering/Computer Science background a plus)
  • Proven experience in Sales or Account Management, preferably with digital or multi-channel focus
  • Professional background in Digital Merchandising, Consumer Experience, or Digital Marketing
  • Experience in the sports or lifestyle industry preferred
  • In-depth understanding of the global e-commerce ecosystem

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