Wholesale Key Account Manager

About the Role

As a Key Account Manager in our Wholesale department, you will drive sustainable business growth with our strategic partners by developing strong, long-term relationships and ensuring mutual value creation. You will be responsible for leading commercial strategy, expanding partner accounts, and maintaining operational excellence across the entire partnership lifecycle.

Key Responsibilities & Deliverables

1. Develop & Manage Key Account Partnerships

• Collaborate closely with strategic partners to develop fast-growing, highly profitable accounts.

• Maximize partnership potential through strong relationship building, trust, and effective trade animations.

• Build commercial plans using sales data, seasonal cycles, and market potential.

• Negotiate contract renewals/expansions and follow up on merchandising execution and product listings.

• Deliverables: Account development plans, yearly partner sales animation calendar, partnership revenue & margin growth metrics, contract renewals/expansions, and trade marketing activations.

2. Build Sustainable Commercial Partnerships

• Lead the onboarding of new partners and ensure smooth operational setups in collaboration with internal teams (Supply, Finance, Digital).

• Develop joint business plans focused on long-term growth, profitability, and brand alignment.

• Define shared sales targets and drive category expansion within each account.

• Execute commercial negotiations regarding trading terms, product assortments, and commercial conditions.

• Oversee financial follow-ups with Finance and report relevant field/market intelligence.

• Deliverables: Partner-specific business plans, category sales & margin targets, commercial agreement documentation, and onboarding reports.

3. Optimize Value Proposition & Account Performance

• Utilize cost-price sheets to ensure fair and sustainable margins for all partners.

• Analyze sell-through performance per product and partner to optimize assortment availability and profitability.

• Partner with headquarters/sports teams to build seasonal and permanent assortments aligned with global strategy.

• Deliverables: Seasonal offer plans, product performance review reports, sell-through performance reports, and partner performance summaries.

4. Drive Strategic Efficiency & Project Development

• Support the Wholesale Director in defining scalable, efficient processes and operational playbooks.

• Participate actively in project teams to boost internal alignment and delivery efficiency.

• Contribute cost management frameworks and result-tracking models per account.

• Deliverables: Operational playbooks, process improvement contributions, and cost management frameworks.