Director, Wholesale

Purpose & Overall Relevance for the Organisation:

Drive profitable and sustainable market share growth across The Accent Group and the Fashion Channel by building strong customer partnerships, delivering clear commercial strategies, and ensuring adidas is positioned strongly across key fashion and lifestyle accounts.

This role is responsible for leading the Accent Group and Fashion Channel sales strategy across adidas Pacific. It will identify growth opportunities, build short-, mid-, and long-term account plans, oversee execution across internal and external partners, and ensure commercial outcomes are delivered while protecting the strength and consistency of the adidas brand.

Key Responsibilities:

• Own the strategic account planning process for The Accent Group banners across adidas Pacific, including the development of short-, mid-, and long-term plans that support sustainable market share growth.
• Develop and execute the Fashion Influencer and Specialty channel strategy for adidas Australia, ensuring the channel builds brand heat, strengthens consumer relevance, and contributes to the broader Pacific wholesale strategy.
• Build strong, senior-level relationships with key customer stakeholders, ensuring adidas is positioned as a preferred strategic partner across relevant banners and channels.
• Lead the relationship with True East sales agency, setting clear expectations, providing direction, and ensuring the agency operates effectively as an extension of the adidas sales team.
• Translate consumer, customer, and market insights into commercial plans that support profitable growth, brand consistency, and improved execution across the channel.
• Create and implement growth plans that contribute to the Pacific and Emerging Markets Moonshot strategy, ensuring local execution is aligned to regional priorities.
• Partner closely with Brand, Planning, Customer Service, Logistics, Business Development, and Emerging Markets teams to align priorities, resolve risks, and deliver a consistent customer experience.
• Lead, coach, and develop the account team, setting clear objectives and building capability to deliver strong commercial outcomes and consistent execution.
• Support the negotiation, implementation, and governance of adidas trade terms, ensuring commercial agreements are clearly understood, embedded, and managed effectively.
• Manage key performance indicators including sell-in, sell-out, availability, inventory, margin, digital growth, and market share, ensuring performance remains healthy while supporting long-term growth.

KPIs:

• Market share growth across The Accent Group and Fashion Channel
• Sell-out performance and consumer demand generation
• Net sales, margin, and profitable growth delivery
• Digital growth and online channel performance
• Local OPEX management and commercial efficiency
• Inventory health, availability, and effective stock management

Key Relationships:

• Wholesale leadership and cross-functional commercial teams
• Brand, Customer Service, Business Development, Planning, Finance, and Logistics teams
• Senior stakeholders across The Accent Group banners and Fashion Channel partners
• Sales agency and other relevant agency partners

Knowledge, Skills and Abilities:

• Strong commercial leadership with the ability to build clear strategies, set priorities, and deliver results through others.
• Deep understanding of wholesale sales, key account management, and customer planning within a fast-paced consumer goods environment.
• Strong strategic and creative capability, with the ability to identify growth opportunities and turn them into practical commercial plans.
• Growth mindset with a focus on continuous improvement, customer partnership, and long-term commercial impact.
• Exceptional analytical skills, including the ability to interpret performance data, identify risks and opportunities, and translate insights into action.
• Strong communication, negotiation, presentation, relationship management, and influencing skills across both internal and external stakeholders.
• Confident people leader with the ability to coach, develop, and motivate a team to deliver against clear commercial objectives.
• Ability to build strong cross-functional relationships and work effectively in a matrix environment.

Requisite Education and Experience / Minimum Qualifications:

• University degree, ideally in business, marketing, commerce, or a related field.
• Minimum 9 to 10 years of sales experience within a large sales organisation, ideally across apparel, fashion, footwear, sport, lifestyle, or FMCG.
• Experience managing strategic wholesale accounts, including customer planning, trade terms, commercial negotiations, and performance management.
• At least 5 years of people leadership and operational management experience, including leading teams through priorities, performance, and change.
• Exposure to sport, fashion, marketing, digital, and supply chain environments.
• Advanced Microsoft Office skills, with confidence using data and reporting to support commercial decision-making.