Purpose & Overall Relevance for the Organization

To support the Paris Key Account business to achieve sales and market strategy objectives. To plan, pre-sell and manage the order book of an account to achieve the targets set for the Wholesale channel of adidas Chile. To ensure a reliable, adequate and competitive customer service level for all adidas Accounts.
To support the Sales Director to achieve departmental goals.

Key Responsibilities

Account & Business Management

• Plan and execute key accounts’ flow of order book purchased for the current season
• Control Purchase, Sell Out & Inventory planning on a week-to-week basis
• Report the Integrated Business Plan (IBP) to the Wholesale Board monthly
• Monitor macroeconomic and internal factors impacting demand and supply (risks and opportunities)
• Track KPIs on a daily basis: sell-in, sell-out, margin, E-com share, sell-through, growth YOY, stock levels

Go-To-Market & Commercial Execution

• Own the Go-To-Market strategy and execution for assigned accounts
• Lead target setting, prelines, pre-sales and seasonal planning meetings
• Forecast and align the upcoming season order book (9 months horizon)
• Drive commercial negotiations including exclusivities, campaigns and key activations
• Pre-sell final assortment and ensure alignment with budget and strategy

Digital & Omnichannel Development

• Co-lead the digital strategy for the account in close collaboration with the Digital Partner Commerce team, ensuring strong e-commerce performance and alignment with overall account strategy
• Drive growth of e-commerce sales, improving digital KPIs such as conversion, traffic, assortment visibility and online sell-through
• Ensure seamless integration between online and offline channels (omnichannel approach)
• Support the execution of digital campaigns, product launches and key online activations
• Leverage data insights (sell-out, consumer behavior, online performance) to optimize commercial decisions

Team Leadership & Cross-functional Orchestration

• Lead and develop a dedicated account team composed of a comercial, planning and digital specialists.
• Set clear priorities, roles and objectives, ensuring strong collaboration and accountability within the team
• Act as the primary decision maker for the account, aligning all functions toward common goals
• Coach and support team members in their professional development and performance
• Foster a high-performance and collaborative team environment

Operational Excellence & Stakeholder Management

• Guide and lead team relationship to ensure optimal assortment planning, distribution and pricing
• Ensure proper execution of the account marketing plan in collaboration with trade marketing
• Align with Business Units ans Category Management teams on assortment, campaigns and activations
• Track invoices, supply planning and product availability (in coordination with Supply Chain Management)
• Lead monthly business reviews with client stakeholders and internal teams
• Conduct regular store visits to ensure execution excellence

Requisite Education and Experience & Minimum Qualifications

• Bachelor’s degree in business administration or equivalent required
• Min. 5 years’ experience in similar function or position as Account Manager, Sales Manager, or other Sales roles
• Proven experience in leading, coaching or developing a small team or project team, ideally in a commercial or account-based environment
• Experience in setting priorities, driving accountability and delivering results through others
• Previous experience in Retail or Consumer Goods Industry is very relevant for the role. Ideal to bring experience or personal interest in Sports and Footwear industry
• Solid commercial acumen with proven experience managing key accounts or strategic clients
• Good understanding of e-commerce and digital business dynamics, with exposure to digital performance KPIs
• Strong communications & relationship management skills to work in a collaborative way with Clients, Marketing, and Fulfillment Teams
• Proven track record of using sales & persuasive skills
• Adaptability to a fast-paced, high growth, rapidly changing environment
• Advanced Excel skills and strong numerical analysis capabilities, with experience managing KPIs and translating data into action plans
• Fluency in both Spanish and English

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.