Purpose & Overall Relevance for the Organization

The Key Account Manager Junior (KAM ACA & SSA) is responsible for managing a portfolio of 50 small customers approx., across two distinct business models: Assortment Clearance Accounts (ACA) and Self-Service Accounts (SSA).
This position ensures end-to-end account management, combining commercial execution, customer relationship management, and operational coordination. It plays a critical role in driving sales performance, improving service levels, and supporting the adoption of digital self-service solutions (Click platform).
Additionally, the role contributes to business expansion through active client development (hunting) and supports internal efficiency by coordinating across key stakeholders in a highly dynamic environment.

Key Responsibilities

Customer Portfolio Management

• Get in touch, know and classify and develop customer portfolio by tier and define differentiated engagement strategies.
• Conduct periodic portfolio reviews and ensure alignment with commercial policies and segmentation.

Account Management – ACA (Assortment Clearance Accounts)

• Manage relationships with smaller, high-touch customers, often business owners, requiring strong negotiation, adaptability and resilience skills.
• Drive sales through stock liquidation strategies, including pricing negotiations and discount agreements.
• Maintain regular contact (monthly cadence) to ensure sell-through and inventory turnover.

Account Management – SSA (Self-Service Accounts)

• Manage accounts through the Click B2B platform, ensuring correct usage and adoption of the self-service model.
• Provide day-to-day operational support while gradually driving autonomy in ordering and platform usage.
• Support pre-order cycles (typically twice per year) and manage reorders and order execution.
• Ensure continuous engagement and follow-up, even in a low-priority internal business environment.

Sales & Commercial Execution

• Maximize monthly sales results across brands through pre-orders, reorders, and in-season opportunities.
• Support forecasting activities and ensure structured planning for accurate demand visibility.
• Identify growth opportunities through client development and proactive prospecting (hunting).

Assortment & Platform Management

• Build and adapt assortments aligned with Go-to-Market (GTM) strategy and customer needs.
• Maintain and optimize the Click platform, ensuring accurate product data, pricing, and visual content.
• Contribute to continuous improvement initiatives for digital tools and processes.

Customer Experience, Order Management & Operations

• Manage end-to-end order execution, including reorders, returns, credit management, and follow-up.
• Coordinate closely with internal stakeholders to ensure timely resolution of operational issues.
• Maintain strong oversight on accounts receivable, ensuring consistent follow-up on collections and payment tracking.
• Maintain accurate and up-to-date data in CRM systems (ICL/ICS tools).
• Support the organization and execution of pre-sales events (showrooms, brand days).
• Contribute to defining and improving service levels (SLA) by customer cluster.

Key Relationships

• Channel/Commercial Teams (CTC)
• Demand Planning
• Sales Operations
• Order Fulfillment
• Credit & Collections
• Marketing / Marketing Operations

Requisite Experience, Knowledge, Skills & Minimum Qualifications

• University degree in Business Administration, Marketing, Sales, or related field.
• 1–3 years of experience in sales, account management, or commercial roles, preferably in fashion, retail, or consumer goods industries.
• Experience in planning, forecasting, or commercial execution is highly valued.
• Commercial mindset with ability to negotiate and influence clients.
• Ability to manage multiple stakeholders and follow up persistently in complex environments.
• Affinity for digital tools and e-commerce processes.
• Proactive, solution-oriented mindset with creativity to develop new business opportunities
• Strong communication and relationship-building skills.
• Strong organizational and planning skills with high attention to detail.
• Solid analytical capabilities, particularly in sales tracking and customer management.
• Advanced proficiency in Excel (formulas, pivot tables); Power BI is a plus.
• Fluency in Spanish; advanced English required.

En adidas, valoramos la diversidad, apoyamos la inclusión de todas las personas y fomentamos la expresión individual. En el marco de la Ley de Inclusión n°21.015, incentivamos la inclusión de personas con discapacidad al mundo laboral.