Franchise Account Manager

PURPOSE & OVERALL RELEVANCE FOR THE ORGANIZATION

Own the commercial relationship and the business results of a portfolio of adidas retail partners in Mexico — franchise operators of mono-brand stores — from buy commitment and order conversion, through sell-in, credit and inventory health, to sell-out, store productivity and network expansion.The Sales Manager is the partner's single point of contact and the account lead inside the company, coordinating the internal teams — planning and buying, customer service, finance and credit, store development, retail operations and marketing — to deliver the sell-in, sell-out and profitability targets of the portfolio, while protecting brand standards and consumer experience in every store.

KEY RESPONSIBILITIES

1. Commercial & Financial Ownership

Deliver the sales targets of the assigned partner portfolio — sell-in (net sales, margin, trade terms) and sell-out (net sales, comparable-store growth, productivity per square meter) — against the annual plan and the seasonal buy.Lead the seasonal buy with the partner — pre-order commitment, order conversion, in-season reorders and assortment push — ensuring consistency with the partner's open-to-buy, inventory coverage and sell-through.Manage the partner's financial health with the finance and credit teams: credit limits, payment plans, overdue balances, credit notes and returns — anticipating billing risk and protecting the sell-in plan.Own inventory productivity across the partner network: coverage, ageing, markdown and clearance decisions, rebalancing between stores and clean season transitions.Build the business case and P&L view behind every commercial decision — openings, relocations, trade-terms adjustments, incentives — and present recommendations and portfolio insight to senior management.

2. Retail Performance & Brand Execution

Drive sell-out through the retail KPI framework (traffic, conversion, units per transaction, average selling price, average transaction value) at partner, format and store level; identify root causes and agree corrective action plans with the partner.Increase comparable-store productivity (net sales per square meter) across the portfolio to improve channel profitability and partner viability.Assess execution of brand standards in store — operations, visual merchandising, staff capability and in-store activation — and ensure learnings are replicated across the partner's full store portfolio.Deploy the brand's retail tools and programs to the partner (training, service model, visual merchandising guidelines, campaign calendar, staff incentives) to lift productivity and consumer experience.Assess the partner's retail organization and recommend structure, key staff and capability improvements in line with the brand's policies and procedures.

3. Partner Relationship, Governance & Growth

Act as the single point of contact for the partner's principals and management, bringing accountability, efficiency and simplicity to the relationship.Run the account governance rhythm: weekly performance tracking, monthly business reviews and seasonal strategic reviews with agreed KPIs, action plans, owners and deadlines.Set objectives, strategies and tactics with the partner and translate them into executable plans within the partner's organization — holding the partner accountable while protecting a long-term, trust-based relationship.Lead difficult conversations — credit, inventory responsibility, underperforming stores, closures — with a fact-based approach and timely escalation.Co-own the partner's expansion plan — openings, relocations, remodels and closures — with the store development team, ensuring delivery of the committed opening plan and location quality.Ensure partner compliance with the contractual agreement, brand standards and trade-terms conditions.

KNOWLEDGE, SKILLS AND ABILITIES

Retail industry capability:Deep understanding of how a retail business works at network level: store economics and retail P&L, KPI framework (traffic, conversion, units per transaction, average selling price, average transaction value, sales per square meter), inventory and open-to-buy management, seasonality and product life cycle, assortment, visual merchandising and store operations.

Commercial acumen: Connects sell-in and sell-out into one business logic; commands margin, trade terms, pricing and markdown, credit and collections, order and buy management; builds and defends business cases with numbers; negotiates with a win-win, long-term mindset.

Partner / customer relationship management (B2B or B2C): Proven experience owning relationships with external business partners or customers — key accounts, distributors, wholesale customers, franchisees — or leading regional retail operations in front of store owners and operators. Influences senior counterparts without hierarchical authority, manages conflict and holds partners accountable while sustaining trust.

Strong analytical capability: Owns the numbers behind every commercial decision — P&L, sell-in / sell-out bridge, inventory coverage, credit exposure, business cases — and turns data into executive decisions, leveraging advanced Excel, Power BI and AI tools.Executive communication and presentation skills; comfortable in front of partner principals and senior management.Cross-functional leadership: aligns planning, customer service, finance, store development, retail operations and marketing around the partner plan.Results-driven, resilient and hands-on; operates with autonomy under commercial pressure. Consumer and brand orientation.

REQUISITE EDUCATION AND EXPERIENCE / MINIMUM QUALIFICATIONS

• Bachelor's degree in Business, Marketing, Finance, Economics, Engineering or related field; MBA is a plus.
• Minimum 7 years of professional experience in the retail or fashion industry (sporting goods, apparel, footwear, fashion retail or department stores), including at least 3 years accountable for commercial or sales results in one or more of the following: key account / wholesale sales management; regional or district retail management; retail buying, planning or trading with commercial partner exposure.
• Track record of accountability for sales, margin and KPI targets, with P&L exposure.
• Experience managing external partners or customers at owner / general-manager level (B2B), or leading store networks (B2C).
• Experience in franchise or mono-brand partner models is a plus.
• Advanced Excel and AI tools capability (data analysis, automation and productivity);
• Power BI desirable.
• English: advanced (business level).