Manager, Key Account Wholesale

adidas; Jakarta Pusat; On-site; IDR 900,000,000 - 1,100,000,000; Full time

Job summary

adidas is hiring a Senior Key Account Manager in Jakarta to lead strategic relationships with major accounts, drive profitable growth, and implement adidas’ account strategies across Indonesian markets.

Ideal candidates bring 8+ years in key account or related commercial roles, with strong negotiation, analytical, and stakeholder management skills; fluency in English and Bahasa Indonesia is required. This is a full-time, on-site role based in Jakarta, Indonesia.

Qualifications

• 8+ years of experience in Key Account Management, Sales, Commercial, or Business Development.
• Experience in retail, FMCG, sporting goods, fashion, or consumer goods preferred.
• 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.

Responsibilities

• Establish strong relationships with Key Accounts and position adidas as a preferred business partner.
• Effectively apply sales strategies, policies, and best practices based on each account’s business segmentation.
• Develop and execute Key Account strategies, aligned with adidas’ strategy and regional activations.
• Drive sell-in and sell-through support, coordinating with internal functions.
• Monitor KPIs, market trends, and account performance to inform business decisions.

Skills

Key Account Management

Sales Strategy

Negotiation

Relationship Management

Analytical Thinking

Communication

Presentation

Stakeholder Management

English

Bahasa Indonesia

Job description

Overall Purpose & Mission

To achieve profitable and sustainable growth across assigned Key Accounts by maximizing sales and sell-through opportunities, strengthening customer partnerships, optimizing commercial agreements, and developing account strategies that are aligned with adidas’ overall brand and business direction.

Accountabilities: Functional

• Establish strong relationships with Key Accounts and position adidas as a preferred business partner.
• Effectively 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, while effectively responding to customer needs and minimizing complaints.
• Pursue additional business opportunities through a strategic mid- to long-term approach to account development.
• Develop and execute Key Account strategies, including:
• Ensure quarterly updates of strategic account initiatives.
• Develop and present 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.
• Accelerate DPC development within strategic accounts to maximize business opportunities.
• Identify the SWOT of each account and translate insights into actionable strategies.
• Drive sell‑in and agree on sell‑through support, including:
• Proactively lead 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 fulfillment for Key Accounts.
• Proactively facilitate meetings and business reviews with relevant Operations and Customer Service teams.
• Collect, analyze, and share account sell‑through information to support business decisions.

Controlling

• Monitor and measure progress against assigned account KPIs.
• 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.
• Drive inventory conversion to NS by providing and advancing sell‑through strategies with customers, while aligning with regional teams on OTB and budget requirements.
• Analyze sell‑out data by banner to support accurate buying decisions for upcoming seasons.

Compliance

• Ensure compliance with all global and local adidas policies, procedures, and guidelines.
• Support the implementation of APAC changes, initiatives, and strategic directions.
• Perform other tasks and projects as assigned from time to time.

Professional Background / Requirements

• 8+ years of experience in Key Account Management, Sales, Commercial, or Business Development.
• Experience in retail, FMCG, sporting goods, fashion, or consumer goods preferred.
• 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.

adidas celebrates diversity, supports inclusiveness and encourages individual expression in our workplace. We do not tolerate the harassment or discrimination toward any of our applicants or employees. We are an equal opportunity employer.