PURPOSE & OVERALL RELEVANCE FOR THE ORGANIZATION
Support the PAC Wholesale Account team in accelerating digital growth across selected wholesale accounts. This role focuses on enhancing brand representation, optimizing the consumer journey, and ultimately driving net sales and market share in the online space.
As the digital lead for these accounts, you will also be responsible for inventory planning, orderbook conversion, and performance analytics to ensure annual revenue and profitability targets are achieved for the Digital Wholesale channel.
KNOWLEDGE, SKILLS AND ABILITIES
* Strong grasp of digital performance metrics (Impressions, CTR, PDP Views, ATC, CVR, ROAS) and how to leverage them to drive business results
* Excellent project management skills, capable of steering cross-functional teams and multiple initiatives in parallel
* Proven experience in Sales, Account Management, or Digital Wholesale roles
* Clear communicator with the ability to simplify complex data and influence senior stakeholders
* Skilled in stakeholder management across various seniority levels, with the ability to lead change and foster alignment
* Strategic, proactive, and entrepreneurial mindset with a strong sense of ownership
* Solid understanding of retail financials including sales, inventory, margin, and returns
* Proficient in MS Office, particularly Excel (macros a plus)
* Working knowledge of Marketplace infrastructure (middleware, PIM systems, customer backends)
* Deep understanding of Amazon’s Flywheel and key levers for partnership success
* Experience with BI tools (e.g. Tableau, PowerBI) and Customer Data Platforms (e.g. Amazon Retail Analytics)
* Familiarity with retail media strategies and their impact on sales
* Exposure to agile work environments preferred
KEY RESPONSIBILITIES
* Drive digital sell-through across all relevant domains and apps for your assigned wholesale accounts
* Partner with the PAC Key Accounts team to identify and activate high-impact digital initiatives
* Monitor consumer demand, assortment trends, and digital shelf performance to identify growth opportunities
* Build dashboards and translate data insights from internal and external sources into actionable strategies
* Ensure premium, consistent, and optimized content across your accounts’ digital touchpoints
* Maximize adidas brand visibility through tailored activation along the consumer journey
* Lead the development and implementation of Digital Joint Business Plans (JBP) with clear sell-out and KPI goals
* Partner with Planning to track key performance metrics, assess impact, and support sales forecasting
* Deliver clear and strategic updates to senior stakeholders across regions and functions
* Continuously evaluate and improve adidas’ digital Go-to-Market strategy in partnership with accounts
* Enforce adidas Partnership Agreements and ensure compliance across channels
* Manage the commercial and operational aspects of Hybrid (1P/3P) account relationships
* Oversee third-party resellers to protect brand integrity across digital platforms
* Represent adidas in key strategic meetings and maintain strong tri-party relationships with distributors and retailers
* Negotiate annual trade terms and ensure investments align with strategic and profitability goals
KPIS
* Net sales, contribution margin, and profitability
* Share of Wallet
* Digital Share of Business
* Brand Market Share
KEY RELATIONSHIPS
* PAC Key Account Team
* PAC Digital Wholesale (DPC) Team
* External Account & Operations Teams
* Emerging Markets DPC
* Sales Development & Finance
* Brand Activation & Category Management
* Cross-functional teams as needed for strategic projects
REQUISITE EDUCATION AND EXPERIENCE / MINIMUM QUALIFICATIONS
* University degree in Business, Marketing, or related field (Engineering/Computer Science background a plus)
* Proven experience in Sales or Account Management, preferably with digital or multi-channel focus
* Professional background in Digital Merchandising, Consumer Experience, or Digital Marketing
* Experience in the sports or lifestyle industry preferred
* In-depth understanding of the global e-commerce ecosystem