Senior Specialist, Key Accounts (Rebel)

Purpose & Overall Relevance for the Organisation:

This is an opportunity to take ownership of key customer partnerships and play a meaningful role in growing the adidas business.

You will shape account strategies, identify new commercial opportunities, and collaborate across sales, marketing, planning, and operations to bring plans to life. By combining strong relationships with commercial insight, you will help drive sustainable growth, strengthen our market position, and ensure adidas is positioned for continued success across our key accounts.

Key Responsibilities:

• Act as the key internal contact for assigned accounts, ensuring customer priorities, risks, opportunities, and requirements are clearly understood across the business
• Build a strong understanding of your accounts, customers, categories, competitors, and broader market trends
• Develop clear account strategies and translate them into practical Strategic Account Plans
• Present and sell seasonal product ranges, connecting customer opportunities with adidas’ brand and commercial priorities
• Partner with Account Marketing to develop plans that support product launches, customer engagement, and sell-through performance
• Monitor sales, sell-through, forecasts, and order book performance, identifying risks and opportunities early
• Support the negotiation and implementation of commercial terms, ensuring agreements are clearly understood and followed
• Track performance against agreed targets and take action where results are not progressing to plan
• Provide accurate and timely account updates, forecasts, and commercial recommendations to Sales Leadership
• Monitor customer and competitor activity, using insights to protect and grow the adidas business
• Collaborate with Account Marketing, Range Management, Customer Service, Finance, Demand Planning, and Supply Chain to deliver strong outcomes for the account

KPIs:

• Market share growth across assigned key accounts and categories
• Achievement of net sales, sell-through, order book, and forecast accuracy targets
• Effective management of relevant budgets
• Quality and timely delivery of account plans, marketing plans, forecasts, and performance reporting

Key Relationships:

• Internal Sales Leadership including Manager, Key Accounts and the broader New Zealand and Pacific Sales teams
• Cross-functional partners including Account Marketing, Range Management, Customer Service, Sales Operations, Finance, Demand Planning, and Supply Chain
• External account stakeholders including key contacts across buying, planning, merchandising, marketing, and category management

Knowledge, Skills & Abilities:

• Strong commercial understanding, ideally developed within apparel, fashion, footwear, sporting goods, retail, or FMCG
• Knowledge of key account management, sales planning, wholesale, sell-in, sell-through, and customer performance
• Confidence analysing sales, order book, market, and competitor data and turning insights into clear commercial actions
• Strong communication, influencing, and stakeholder management skills
• Ability to build trusted relationships with customers and internal partners
• An understanding of how sales, brand, marketing, and account plans work together to drive growth
• Organised and proactive, with strong attention to detail and the ability to manage multiple priorities
• A collaborative working style and a practical approach to solving problems

Requisite Education & Experience / Minimum Qualifications:

• A university degree in business, marketing, sales, or a related discipline is preferred
• More than 3 years of sales experience, ideally within key account management, wholesale, or a related commercial role
• Experience working with retail, wholesale, or key account customers is preferred