Manager, Key Account Wholesale

Global Sports Jobs Limited; Jakarta Pusat; On-site; IDR 300,000,000 - 600,000,000; Full time

Job summary

adidas in Jakarta is seeking a Manager, Key Account Wholesale to drive profitable, sustainable growth across assigned Key Accounts. You will maximise sales and sell-through opportunities while strengthening partnerships and optimising commercial agreements.

You will develop account strategies aligned with adidas’ brand direction and sit within the Sales team, coordinating with internal functions to align sell-in and sell-out processes and implement strategic initiatives for regional growth.

Qualifications

• 8+ years in Key Account Management or related fields.
• Strong negotiation and stakeholder management skills.
• Proven track record with strategic accounts and growth.

Responsibilities

• Establish strong relationships with Key Accounts and position adidas as a preferred business partner.
• Apply sales strategies and negotiate commercial agreements for each account.
• Drive sell-in and sell-through alignment across internal functions.
• Develop and execute key account strategies aligned with adidas' 2026 strategy.
• Monitor KPIs, market trends, and account performance to inform decisions.
• Ensure reliable product supply and timely responses to customer needs.

Skills

Key account management

Commercial acumen

Analytical thinking

Negotiation

Relationship management

English proficiency

Bahasa Indonesia proficiency

Job description

About the Role

The Manager, Key Account Wholesale is responsible for achieving profitable and sustainable growth across assigned Key Accounts by maximising sales and sell-through opportunities, strengthening customer partnerships, and optimising commercial agreements. The role develops account strategies aligned with adidas’ overall brand and business direction. It sits within the Sales team and works across internal functions and with Key Accounts to align sell-in and sell-out processes.

Key Responsibilities

• Establish strong relationships with Key Accounts and position adidas as a preferred business partner.
• Apply sales strategies, policies, and best practices based on each account’s business segmentation.
• Allocate resources, negotiate commercial agreements, and implement and track action plans.
• Drive the implementation of trade terms for both adidas and customers.
• Ensure reliable and efficient product supply to customers, respond to customer needs, and minimise complaints.
• Pursue additional business opportunities through a strategic mid- to long-term approach to account development.
• Develop and execute Key Account strategies, including quarterly updates of strategic account initiatives and presentation of strategic initiatives aligned with adidas’ 2026 strategy, regional strategy, activations, and direction.
• Build a trade term framework to leverage business opportunities and create win-win outcomes, and accelerate DPC development within strategic accounts.
• Identify the SWOT of each account and translate insights into actionable strategies.
• Drive sell-in and agree sell-through support by leading alignment of the sell-in and sell-out process across internal functions.
• Monitor sell-through, order books, and product supply to ensure reliable and cost-efficient fulfilment for Key Accounts.
• Facilitate meetings and business reviews with relevant Operations and Customer Service teams, and collect, analyse, and share account sell-through information to support business decisions.
• Monitor and measure progress against assigned account KPIs, and monitor and report market trends, competitive activities, and relevant developments.
• Develop realistic business plans and forecasts aligned with the company’s long-term business plan.
• Ensure customer compliance with agreed trade terms and commercial agreements.

Required Experience & Qualifications

• 8+ years of experience in Key Account Management, Sales, Commercial, or Business Development.
• Strong commercial acumen, analytical, negotiation, and relationship management skills.
• Proven track record of managing strategic accounts and delivering sustainable business growth.
• Strong communication, presentation, and stakeholder management skills.
• Proficiency in English and Bahasa Indonesia.

Preferred Skills

• Experience in retail, FMCG, sporting goods, fashion, or consumer goods.

About the Company

The company believes that embedding diversity, equity, and inclusion into its culture and talent processes gives employees a sense of belonging and the brand a competitive advantage.