Manager Key Accounts

Role purpose

The Key Accounts Manager will own the growth of assigned accounts by improving topline performance, market share, and partner relationships. The position focuses on building a profitable business, strengthening brand leadership, and delivering key account priorities such as seasonal sell-in, space expansion across targeted accounts, sell-out growth, and better business quality.

Key responsibilities

• Meet the assigned sales target by winning new business and protecting existing business across key accounts, while supporting account-level sales planning to grow revenue.
• Create and implement account-specific plans, including quarterly channel plans, to achieve monthly revenue goals.
• Develop strong, long-term business partnerships with key account stakeholders and use those relationships to deepen strategic account engagement.
• Deliver monthly, quarterly, and annual targets for sell-in, sell-out, and collections.
• Build a door-by-door growth approach and secure more premium and large spaces within assigned key accounts.
• Drive sales through strong customer service, product/category knowledge, and market understanding that support consistent target achievement.
• Prepare seasonal assortments, forecasts, and scenario plans for partner accounts using category, brand, account, and market insights.
• Ensure seasonal initiatives are executed properly in stores.
• Increase sell-in and sell-out through persuasive, targeted sales presentations.
• Handle order tracking, order entry, retail release and launch details, confirmations, cancellations, and delivery updates in a timely manner.
• Study competitors and the market, then adjust account plans and actions accordingly.

Stakeholder management

• Represent assigned accounts internally and act as the link between the accounts and all relevant internal functions.
• Ensure account strategies are aligned and documented through strategic account plans, with approval from the reporting manager.
• Coordinate with VM, Finance, Marketing, Sales Operations, and SCM to support store visibility, collections, and seasonal execution.
• Provide regular account updates to the Key Accounts Head, including performance, issues, opportunities, and market intelligence.

Controlling and reporting

• Track progress against defined KPIs.
• Follow adidas trade terms policy.
• Submit required reports to senior stakeholders and maintain report monitoring discipline.
• Track customer and competitor sell-through and activity, then recommend and implement actions as needed.
• Prepare practical forecasts and plans for customer performance.
• Ensure customers comply with agreed terms and conditions.

Experience and background

• More than 5 years of experience in sales, with a significant portion as a Key Account Manager.
• Preferred industry exposure includes apparel, fashion, footwear, or FMCG.
• 1-2 years of leadership exposure.
• Experience in sports, fashion & lifestyle, key accounts, and sales.
• Exposure to the India market is required.

Education and skills

• MBA with a business, marketing, or sales focus.
• Working knowledge of Outlook.
• Strong proficiency in Word, Excel, and PowerPoint.
• Advanced English communication skills.
• Fluency in the local language.

Equal opportunity note

The employer promotes diversity and inclusion, encourages individual expression, and does not tolerate harassment or discrimination. This is an equal opportunity workplace.