Manager, Global Key Accounts

adidas; Manila; On-site; PHP 2,000,000 - 3,500,000; Full time

Job summary

adidas Philippines is seeking a senior Global Key Accounts Manager to lead the GKA business and act as the senior commercial partner for key customers. You will translate SEA and Country strategies into customer plans, land seasonal assortments, and drive net sales, margin, and market share growth.

The role requires building senior relationships, leading a direct report (P1), and collaborating with finance, operations, demand planning, and marketing to execute account plans.

Qualifications

• Recognized degree in Business, Marketing, Sales Management, or a related discipline.
• At least 7 years of relevant experience in key account management, sales, or marketing.
• Previous people leadership experience managing a direct report.
• Proven commercial acumen with strong analytical skills in planning and forecasting.
• Ability to build senior customer relationships and influence stakeholders.

Responsibilities

• Develop and execute annual and seasonal strategic account plans aligned with priorities.
• Lead negotiations on terms, assortment, investment, and growth initiatives.
• Land seasonal assortments and account-specific opportunities for market share growth.
• Coach and develop a direct report, set objectives and review progress.
• Coordinate with cross-functional teams to ensure on-time, cost-efficient execution.
• Monitor KPIs and provide actionable reporting for reviews and planning.

Skills

Strategic account planning

Negotiation

Forecasting

Cross-functional leadership

Relationship building

Market analysis

Presentation skills

Education

Bachelor's degree in Business/Marketing/Sales

Tools

Excel

PowerPoint

Job description

Purpose & Overall Relevance for the Organization:

• The purpose of the role is to lead the Global Key Accounts business in the Philippines and serve as the senior commercial partner for assigned strategic customers.
• The role is accountable for translating SEA and Country Strategy into customer-specific plans, landing seasonal assortments, and delivering sustainable net sales, margin, market share, sell-out, and inventory objectives.
• The Manager leads and develops one P1, Global Key Accounts direct report and provides clear priorities, coaching, performance management, and day-to-day direction.
• Strong collaboration with local GKA teams, OBF, Finance, Demand Planning, Operations, Customer Service, Merchandising, Go-To-Market, and Brand Marketing is a prerequisite for success.

Key Tasks / Functions:

Strategic Account Management

• Develop and execute annual and seasonal strategic account plans aligned with SEA and Country priorities.
• Lead customer negotiations and business planning with buyers and key decision makers, including trade terms, assortment, investment, space, service levels, and growth initiatives.
• Land GKA seasonal assortments as defined, including creation of account-specific assortments where and when needed.
• Identify incremental sales, distribution, stock, replenishment, and category opportunities to ensure on-time and full displays and maximize profitable market share growth.
• Build long-term relationships with senior customer stakeholders and organize strategic meetings, seasonal reviews, and physical touchpoints with country and buying teams.
• Ensure customer compliance with trade agreements and agreed commercial terms.

People Leadership

• Lead, coach, and develop the P1, Global Key Accounts direct report, setting clear objectives, priorities, and measures of success.
• Conduct regular one-to-one discussions, performance reviews, and development planning; provide timely feedback and remove barriers to execution.
• Delegate account responsibilities appropriately while retaining accountability for overall commercial results, customer relationships, and quality of execution.
• Build capability in account planning, analytics, forecasting, commercial storytelling, stakeholder management, and negotiation.

Commercial Planning & Execution

• Own delivery of account targets while identifying and maximizing opportunities for additional sales, margin, and market share growth.
• Align key stakeholders to manage categories against GKA KPIs, including margin, inventory cover, sell-out, SKU efficiency, availability, and forecast accuracy, and define corrective actions when needed.
• Partner with Go-To-Market to drive shopper engagement, retail execution, and account-specific activation plans.
• Coordinate with Operations and Customer Service to maintain reliable, timely, and cost-efficient supply for the account.

Reporting & Analysis

• Regularly monitor GKA key figures and KPIs and provide clear, actionable category and account reporting to relevant stakeholders.
• Prepare facts, figures, recommendations, and presentations for seasonal reviews, strategic meetings, monthly business reviews, and other key milestones.
• Maintain Key Account Strategic Plans using the most recent seasonal performance, customer, market, and financial information.
• Lead monthly business planning and RFC processes, including sell-out, intake, month on hand, order backlog, risks, opportunities, and proposals for pull-forward or push-out.
• Forecast future seasonal requirements based on current trends, inventory health, customer plans, and store expansion assumptions.
• Monitor sell-through and order backlog, proactively facilitate meetings with designated Operations and Customer Service teams, and share account sell-through information.
• Monitor customer, competitor, and market activities and propose, initiate, and follow through on appropriate actions.

Cross-Functional Leadership

• Create alignment across Sales, OBF, Finance, Demand Planning, Operations, Customer Service, Merchandising, Go-To-Market, and Brand Marketing on account priorities and decisions.
• Escalate material risks and opportunities early, with quantified business impact and recommended actions.
• Represent GKA priorities in country planning forums and ensure agreed actions are completed on time and to the required standard.

Key Performance Indicators:

• Net sales, gross margin, sell-out, and market share performance versus target.
• Inventory health, month on hand, order backlog, availability, SKU efficiency, and forecast accuracy.
• Execution of seasonal assortments, strategic account initiatives, trade agreements, and customer service objectives.
• Quality and timeliness of business planning, reporting, risk management, and cross-functional execution.
• Performance, engagement, capability growth, and development of the P1, Global Key Accounts direct report.

Knowledge, Skills & Abilities:

• Recognized degree in Business, Marketing, Sales Management, Commerce, or a related discipline.
• At least 7 years of relevant experience in key account management, sales, commercial planning, or marketing; experience in a multinational or complex matrix environment is advantageous.
• Previous people leadership, coaching, or team lead experience, with the capability to manage and develop a P1 direct report.
• Proven commercial acumen and strong methodological and analytical skills across business planning, forecasting, performance management, and financial analysis.
• Demonstrated ability to build senior customer relationships, negotiate effectively, influence cross-functional stakeholders, and translate strategy into execution.
• Extensive knowledge of the retail, sporting goods, apparel, footwear, or FMCG industry is an advantage.
• Advanced proficiency in presentation, spreadsheet, reporting, and account planning tools; able to communicate complex insights clearly and concisely.

Working Relationships:

• Reports to: Director, Wholesale
• Direct report: P1, Global Key Accounts
• Key internal partners: GKA, OBF, Finance, Demand Planning, Operations, Customer Service, Merchandising, Go-To-Market, and Brand Marketing teams.
• Key external partners: Customer buying teams, senior decision makers, and relevant account operations teams.