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