Descripción
Purpose & Overall Relevance for the Organization:
• Lead the wholesale business across Iberia, driving sustainable growth, market share, profitability and brand desirability across all customer channels.
• Own the commercial strategy and performance of the wholesale portfolio, ensuring alignment with adidas’ long-term business priorities and Game Plan.
• As a member of the Iberia SteerCo, contribute to shaping the overall business strategy and key growth decisions for the zone.
• Lead and develop a high-performing sales organization, fostering a culture of accountability, collaboration, diversity, equity, inclusion and continuous development.
Key responsibilities:
Commercial Leadership :
• Define and execute the wholesale strategy for Iberia, ensuring sustainable growth, profitability and market share expansion.
• Own wholesale business performance across all customer segments and channels.
• Driving business planning, forecasting, investment management, and commercial excellence across the customer portfolio.
• Identify market opportunities, competitive trends and growth initiatives to strengthen adidas’ market position.
Customer & Business Development :
• Oversee all strategic and key accounts across Iberia.
• Build and maintain executive-level relationships with key customers and partners.
• Lead top-to-top engagements, annual negotiations, and joint business plans.
• Drive omnichannel growth and strengthen adidas’ position as a preferred strategic partner.
Organizational Leadership :
• Lead, coach and develop the Sales Directors and Account Operations Lead, fostering a high-performance culture built on accountability, collaboration and execution excellence.
• Build and sustain a diverse and high-performing organization through effective talent management, succession planning, capability development, and inclusive leadership practices that ensure all employees have equal opportunities to contribute, grow and thrive.
Cross-Functional Leadership :
• Represent Wholesale within the Iberia SteerCo and contribute to enterprise-wide business decisions.
• Partner with Brand, Retail, DPC, Finance, Supply Chain and HR to deliver integrated business plans.
• Champion customer and market insights to shape strategic business decisions.
KPIs:
• Net Sales
• Operating profit / Contibution
• Market share growth
• Customer portfolio profitability
• Forecaste accuracy
• Trade Terms effectiveness
• Employee Engagement (Enps)
• Talent development & Sucession readiness
Key Relationships:
• Country Lead Iberia
• Iberia SteerCo
• Brand, Retail, Legal, Finance, DPC, Supply Chain and HR leadership team
• South Europe / Europe wholesale leadership teams
Knowledge, Skills and Abilities:
• Extensive commercial leadership experience in sales and business development.
• Proven ability to lead leaders and high-performing organizations.
• Strong strategic, financial, and business acumen.
• Exceptional influence, stakeholder management, and negotiation skills.
• Demonstrated ability to lead diverse teams and create an environment of belonging, collaboration, and high performance.
• Strong analytical and decision-making capabilities.
• Experience operating in complex international and matrix organizations.
• Excellent communication and executive presentation skills. High personal impact and excellent communication skills.
Requisite Education and Experience / Minimum Qualifications:
• University degree in Business Administration, Economics, Marketing or related field.
• 12+ years of progressive commercial and sales leadership experience within consumer goods, retail, sporting goods or comparable industries.
• Proven track record of delivering sustainable business growth, market share expansion and profitability improvements.
• Significant experience leading senior leaders and managing high-performing teams within complex matrix organizations.
• Strong commercial, strategic, and financial acumen, including business planning, forecasting, and performance management.
• Demonstrated success managing strategic customer partnerships and leading executive-level negotiations.
• Deep understanding of wholesale, omnichannel and digital business models.
• Experience operating in international environments and influencing regional and global stakeholders.
• Proven ability to build high-performing, inclusive teams and foster a culture of Diversity, Equity & Inclusion.
• Strong stakeholder management, communication, and influencing skills.
• Fluent in English and Spanish.
• Minimum 5-8 years of experience within relevant industries.
• Experience in sporting goods or fashion is a benefit.
• Experience in successfully leading, managing and developing a team.
• Business or similar degree from a leading academic institution
