Purpose & Overall Relevance for the Organization: 

To ensure profitable market share and net sales growth within regional accounts 

To passionately lead the regional accounts organization in identifying, developing and implementing strategies for the profitable growth 

 

Key Responsibilities:    

Responsible for regional accounts all business related KPI, includes but not limited to Sell in (net sales), ST, retail KPIs (comp growth and etc), inventory level, POS numbers; 

OTB Planning ,negotiation and SBP (Strategic Biz Plan) preparation 

Work with cross functional teams to provide the strong supports to key account aligned with business growth targets; 

Co-work with Product Sales team to provide range feedback based on regional accounts business reality; 

Work with territory management team to ensure POS allocation are properly managed; 

To ensure the best possible Net Sales result by setting clear targets and action points; 
constant tracking of results; analysis of risks & new business opportunities 

To support negotiation and enforcement of adidas Group trade terms 

To provide realistic plans and forecasts on customers performances 

Manage and maintain a healthy A/R balance 

Control core inventory ratio and structure 

To lead team and foster performance culture within team 

To develop, train and retain key talents 

 

 

Key Relationships:  

Head of Account Sales, RE, MM, BP, SO, PS, CRM, etc.  

 

Requisite Education and Experience / Minimum Qualifications:  

Minimum 10 years of sales experience within large sales organizations, ideally in apparel/fashion/shoes or FMCG 

At least 5 years’ experience of people and operational management  

A passion for and an understanding of SPORTS  

Strong communication and influence skill 

Good analysis and Solid skills in Word, Excel, PowerPoint, Project, etc. 

University degree 

Willing to travel 

 

KPI 

SI 

OTB 

Assortment Plan Execution (Package… etc.) 

Category SOB 

Account Target 

POS: Net # of POS Opening 

ST 

Trade Inventory 

Scale Growth 

Comp. Store Growth 

Customer Management 

Customer Satisfaction 

Product 

Mandatory Range Realization 

Key City 

Key City net sales 

Key City POS Opening  

Budget: Sales Budget Management