Senior Specialist, Field Key Accounts

Purpose & Overall Relevance For The Organization

Drive profitable and sustainable market share growth across Sport Specialist (Rugby) and Corporate accounts, while protecting and strengthening the adidas brand, values, and market positioning. The role plays a key part in delivering commercial performance, developing long-term partnerships, and unlocking new business opportunities within the New Zealand market.

Key Responsibilities

• Deliver net sales growth across assigned key accounts and categories
• Own the commercial management of the Corporate channel, including New Zealand Rugby, Les Mills New Zealand, and international partners
• Manage net sales performance across assigned global Clearance partners and categories
• Lead and execute the Go-To-Market process, including forecasting, pre-line preparation, sell-in meetings, and range selection aligned to seasonal priorities, key technologies, and concepts
• Develop and execute account-specific marketing plans aligned to customer strategies and adidas commercial priorities
• Manage order books on a weekly and monthly basis to ensure accuracy, delivery, and performance against targets
• Analyse sell-through performance and provide clear, actionable commercial insights and recommendations
• Conduct regular customer and store visits in line with store visit guidelines, covering visual merchandising, re-orders, point-of-sale execution, and brand storytelling
• Represent assigned accounts internally as the key interface across all functions, acting as an ambassador for both the customer and adidas
• Agree, formalise, and execute sell-out support through Account Marketing Plans
• Build and deliver Strategic Account Plans, including quarterly business reviews and performance tracking
• Own and manage cost centre budgets, including customer sales working budgets and trade investment
• Track and measure performance against individual KPIs
• Monitor competitor activity and proactively propose and implement commercial responses
• Deliver realistic forecasts and performance plans for assigned customers
• Ensure customer compliance with all commercial agreements

KPIs

• Market share growth within assigned key accounts and categories
• Budget and trade investment compliance
• Contributes to improved cash flow efficiency and effective credit risk management

Key Relationships

• Key Accounts & Corporate Partners: Build genuine, sustainable relationships with buyers, planners, and franchise partners
• Brand Team: Ensure alignment with brand strategy, campaigns, and communications
• Category Planning Team: Support product allocation and category strategy, advocating for segmentation changes where required
• Finance Team: Manage provisions, credit limits, and new account approvals to support business growth and continuity
• Supply Chain Team: Partner closely to manage the order book and ensure product availability at the right time, place, and quantity

Knowledge Skills And Abilities

• Experience in a B2B sales or account management role within Sporting Goods, Retail, FMCG, or a related industry
• Strong exposure to account management, business development, and commercial planning
• 4–5+ years’ experience in sales, ideally as a Key Account Executive or in Business Development
• Wholesale experience and strong understanding of the local New Zealand market

Requisite Education And Experience / Minimum Qualifications

• University degree in Business, Marketing, Sales, or a related discipline

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.