Senior Manager, Wholesale

Leads the Wholesales function for adidas Vietnam, with the primary objective of developing and implementing the company's sales strategy and wholesale account plans to achieve sales, margin and contribution objectives. It sets ongoing targets for the WHS channel and defines distinct targets based on service standards, operational target values and department strategies. The role establishes and influences new standards based on organisational strategy to achieve short-term and mid-term operational goals.

• Lead the team to deliver sales turnover, margins and contribution while managing sales expense within planned levels.
• Ensure accounts receivable collections in line with trade terms and DSO objectives, limiting bad debts through effective credit management, tracking and assessment of customer creditworthiness.
• Formulate sales development, channel strategies and annual account plans, and ensure execution aligns with brand and company strategy.
• Develop, negotiate and implement customer trading terms to drive pay-for-performance growth, optimise in-store execution, brand presence and sell-through according to set standards.
• Build, maintain and enhance partnerships with all accounts, especially alliance accounts, maintaining effective customer service levels for order processing, route and order fulfilment.
• Liaise with the Marketing team on merchandising support, timely stock inflow to service customers and prompt action to liquidate old inventory.
• Provide coaching and guidance to the team to achieve daily responsibilities and objectives.
• Lead internal and external communication on conflicting or diverging opinions, and negotiate internally and externally to ensure acceptance of new standards or concepts.
• Continuously evaluate and adapt or enhance existing processes and terms of trade.
• Measure and deliver the team's KPIs, report on market trends and competition in relevant accounts or channels, and provide realistic business plans and sales forecasts from top line to bottom line, understanding how to influence business KPI performance.
• Set clear directions and ensure clarity of roles and responsibilities, focusing on team performance by actively managing and delivering against project timelines and KPIs.
• Communicate and adapt influencing style to engage different team members and stakeholders, and develop a strong peer network within the function and cross-functionally to drive core processes and goals.

• Thorough and deep knowledge of theory and organisational practice, with expertise in sales/commercial functions.
• Broad management experience across all functional areas of businesses.
• University degree in Business with a sales/commercial focus.
• Minimum 8–10 years of commercial experience.
• Ability to build, coach and develop individual team members.
• Ability to communicate and adapt influencing style to engage different team members and stakeholders.

• Experience in Sales/Account Management and the sports/fashion industry.
• Fluency in English and Vietnamese.

Adidas believes that embedding diversity, equity and inclusion into its culture and talent processes gives employees a sense of belonging and the brand a competitive advantage.