Purpose & Overall Relevance for the Organization
The Key Account Manager Junior (KAM ACA & SSA) is responsible for managing a portfolio of 50 small customers approx., across two distinct business models: Assortment Clearance Accounts (ACA) and Self-Service Accounts (SSA).
This position ensures end-to-end account management, combining commercial execution, customer relationship management, and operational coordination. It plays a critical role in driving sales performance, improving service levels, and supporting the adoption of digital self-service solutions (Click platform).
Additionally, the role contributes to business expansion through active client development (hunting) and supports internal efficiency by coordinating across key stakeholders in a highly dynamic environment.
Key Responsibilities
Customer Portfolio Management
- Get in touch, know and classify and develop customer portfolio by tier and define differentiated engagement strategies.
- Conduct periodic portfolio reviews and ensure alignment with commercial policies and segmentation.
Account Management – ACA (Assortment Clearance Accounts)
- Manage relationships with smaller, high-touch customers, often business owners, requiring strong negotiation, adaptability and resilience skills.
- Drive sales through stock liquidation strategies, including pricing negotiations and discount agreements.
- Maintain regular contact (monthly cadence) to ensure sell-through and inventory turnover.
Account Management – SSA (Self-Service Accounts)
- Manage accounts through the Click B2B platform, ensuring correct usage and adoption of the self-service model.
- Provide day-to-day operational support while gradually driving autonomy in ordering and platform usage.
- Support pre-order cycles (typically twice per year) and manage reorders and order execution.
- Ensure continuous engagement and follow-up, even in a low-priority internal business environment.
Sales & Commercial Execution
- Maximize monthly sales results across brands through pre-orders, reorders, and in-season opportunities.
- Support forecasting activities and ensure structured planning for accurate demand visibility.
- Identify growth opportunities through client development and proactive prospecting (hunting).
Assortment & Platform Management
- Build and adapt assortments aligned with Go-to-Market (GTM) strategy and customer needs.
- Maintain and optimize the Click platform, ensuring accurate product data, pricing, and visual content.
- Contribute to continuous improvement initiatives for digital tools and processes.
Customer Experience, Order Management & Operations
- Manage end-to-end order execution, including reorders, returns, credit management, and follow-up.
- Coordinate closely with internal stakeholders to ensure timely resolution of operational issues.
- Maintain strong oversight on accounts receivable, ensuring consistent follow-up on collections and payment tracking.
- Maintain accurate and up-to-date data in CRM systems (ICL/ICS tools).
- Support the organization and execution of pre-sales events (showrooms, brand days).
- Contribute to defining and improving service levels (SLA) by customer cluster.
Key Relationships
- Channel/Commercial Teams (CTC)
- Demand Planning
- Sales Operations
- Order Fulfillment
- Credit & Collections
- Marketing / Marketing Operations
Requisite Experience, Knowledge, Skills & Minimum Qualifications
- University degree in Business Administration, Marketing, Sales, or related field.
- 1–3 years of experience in sales, account management, or commercial roles, preferably in fashion, retail, or consumer goods industries.
- Experience in planning, forecasting, or commercial execution is highly valued.
- Commercial mindset with ability to negotiate and influence clients.
- Ability to manage multiple stakeholders and follow up persistently in complex environments.
- Affinity for digital tools and e-commerce processes.
- Proactive, solution-oriented mindset with creativity to develop new business opportunities
- Strong communication and relationship-building skills.
- Strong organizational and planning skills with high attention to detail.
- Solid analytical capabilities, particularly in sales tracking and customer management.
- Advanced proficiency in Excel (formulas, pivot tables); Power BI is a plus.
- Fluency in Spanish; advanced English required.
En adidas, valoramos la diversidad, apoyamos la inclusión de todas las personas y fomentamos la expresión individual. En el marco de la Ley de Inclusión n°21.015, incentivamos la inclusión de personas con discapacidad al mundo laboral.
