Digital Key Account Manager

Digital Key Account Manager - THE ICONIC
Purpose & Overall Relevance for the Organisation
This role combines strategic engagement, initiative execution, and account management to accelerate adidas' digital wholesale growth across the Pacific.
Acting as both a centre of digital expertise and the account owner for key wholesale categories, the role drives the rollout of Digital Partner Commerce (DPC) initiatives, leads joint business planning, and enables partner capabilities.
The focus is on boosting digital sell-out, improving the consumer experience, and increasing adidas' share of wallet across eMarketplaces, pure players, and omni-channel partners.
Key Responsibilities
Translate global and Emerging Markets DPC strategies into actionable plans for the Pacific region.
Serve as lead point of contact for selected digital wholesale accounts and manage commercial performance.
Lead the rollout of tested DPC initiatives across PAC, ensuring local adaptation and scalability.
Conduct digital audits and use findings to drive Joint Business Plans (JBPs) with wholesale partners.
Build long-term partnerships by leading seasonal sell-in processes, performance reviews, and product education.
Optimize digital shelf performance by monitoring KPIs (CTR, PDP views, CVR, ATC, ROAS) and improving execution.
Provide digital expertise and training to internal teams and external partners to enable transformation.
Collaborate with global, regional, and market teams to share best practices and accelerate sell-out.
Use analytics platforms (e.g., Similarweb, eClerx, Power BI) to generate insights and drive data-based decisions.
KPI's
Achievement of assigned sales and profit targets for designated accounts and categories.
Execution and adoption rate of digital initiatives across key partners.
Improvements in digital KPIs such as conversion rate, ROAS, and product visibility.
Successful delivery of Joint Business Plans with key wholesale partners.
Partner satisfaction and long-term account growth.
Key Relationships
EM DPC team
Market WHS lead
Market DTC (Ecom) team
Market account teams (Pure Players & Omni accounts)
Market Brand Activation teams
External wholesale partners (buyers, digital leads, marketing teams)
Knowledge, Skills & Abilities
Strong sales acumen with proven track record of delivering versus measurable sales targets.
Excellent negotiation, influencing, and networking skills.
Deep knowledge of eCommerce operations, financial metrics, and digital consumer experience.
Analytical mindset with ability to interpret data and translate into actionable insights
Proficient in MS Office, with advanced Excel skills (macros a plus).
Strong methodological skills (business planning, strategic development).
Customer and consumer focused, with ability to anticipate demand and identify opportunities.
Requisite Education & Experience / Minimum Qualifications
Bachelor's degree in Business, Marketing, or related field.
Minimum 5 years' experience in Sales, eCommerce, or Digital Partner Management.
Proven experience managing wholesale accounts and delivering commercial growth.
Exposure to digital transformation initiatives and digital commerce platforms.
Experience in creating and executing joint business plans with external partners.
AT ADIDAS WE HAVE A WINNING CULTURE.
BUT TO WIN, PHYSICAL POWER IS NOT ENOUGH.
JUST LIKE ATHLETES OUR EMPLOYEES NEED MENTAL STRENGTH IN THEIR GAME.
WE FOSTER THE ATHLETE'S MINDSET THROUGH A SET OF BEHAVIORS THAT WE WANT TO ENABLE AND DEVELOP IN OUR PEOPLE AND THAT ARE AT THE CORE OF OUR UNIQUE COMPANY CULTURE: THIS IS HOW WE WIN WHILE PLAYING FAIR.
COURAGE:
Speak up when you see an opportunity; step up when you see a need.
OWNERSHIP:
Pick up the ball.
Be proactive, take responsibility and follow-through.
INNOVATION:
Elevate to win.
Be curious, test and learn new and better ways of doing things.
TEAMPLAY:
Win together.
Work collaboratively and cultivate a shared mindset.
INTEGRITY:
Play by the rules.
Hold yourself and others accountable to our company's standards.
RESPECT:
Value all players.
Display empathy, be inclusive and show dignity to all.
At adidas, we strongly believe that embedding diversity, equity, and inclusion (DEI) into our culture and talent processes gives our employees a sense of belonging and our brand a real competitive advantage.
– Culture Starts With People, It Starts With You –
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