Senior Director Wholesale Iberia

Purpose & Overall Relevance for the Organization:    

• Lead the wholesale business across Iberia, driving sustainable growth, market share, profitability and brand desirability across all customer channels.    

• Own the commercial strategy and performance of the wholesale portfolio, ensuring alignment with adidas’ long-term business priorities and Game Plan.    

• As a member of the Iberia SteerCo, contribute to shaping the overall business strategy and key growth decisions for the zone.    

• Lead and develop a high-performing sales organization, fostering a culture of accountability, collaboration, diversity, equity, inclusion and continuous development.  

Key responsibilities:  

Commercial Leadership :    

• Define and execute the wholesale strategy for Iberia, ensuring sustainable growth, profitability and market share expansion.   

• Own wholesale business performance across all customer segments and channels.   

• Driving business planning, forecasting, investment management, and commercial excellence across the customer portfolio.    

• Identify market opportunities, competitive trends and growth initiatives to strengthen adidas’ market position.    

Customer & Business Development :    

• Oversee all strategic and key accounts across Iberia.   

• Build and maintain executive-level relationships with key customers and partners.   

• Lead top-to-top engagements, annual negotiations, and joint business plans.   

• Drive omnichannel growth and strengthen adidas’ position as a preferred strategic partner.   

Organizational Leadership :    

• Lead, coach and develop the Sales Directors and Account Operations Lead, fostering a high-performance culture built on accountability, collaboration and execution excellence.   

• Build and sustain a diverse and high-performing organization through effective talent management, succession planning, capability development, and inclusive leadership practices that ensure all employees have equal opportunities to contribute, grow and thrive.   

Cross-Functional Leadership :    

• Represent Wholesale within the Iberia SteerCo and contribute to enterprise-wide business decisions.    

• Partner with Brand, Retail, DPC, Finance, Supply Chain and HR to deliver integrated business plans.   

• Champion customer and market insights to shape strategic business decisions.   

KPIs:  

• Net Sales  

• Operating profit / Contibution  

• Market share growth  

• Customer portfolio profitability   

• Forecaste accuracy  

• Trade Terms effectiveness   

• Employee Engagement (Enps)  

• Talent development & Sucession readiness  

Key Relationships:  

• Country Lead Iberia  

• Iberia SteerCo  

• Brand, Retail, Legal, Finance, DPC, Supply Chain and HR leadership team  

• South Europe / Europe wholesale leadership teams  

Knowledge, Skills and Abilities:  

• Extensive commercial leadership experience in sales and business development.   

• Proven ability to lead leaders and high-performing organizations.   

• Strong strategic, financial, and business acumen.   

• Exceptional influence, stakeholder management, and negotiation skills.   

• Demonstrated ability to lead diverse teams and create an environment of belonging, collaboration, and high performance.   

• Strong analytical and decision-making capabilities.   

• Experience operating in complex international and matrix organizations.   

• Excellent communication and executive presentation skills. High personal impact and excellent communication skills.  

Requisite Education and Experience / Minimum Qualifications:  

• University degree in Business Administration, Economics, Marketing or related field.   

• 12+ years of progressive commercial and sales leadership experience within consumer goods, retail, sporting goods or comparable industries.   

• Proven track record of delivering sustainable business growth, market share expansion and profitability improvements.   

• Significant experience leading senior leaders and managing high-performing teams within complex matrix organizations.   

• Strong commercial, strategic, and financial acumen, including business planning, forecasting, and performance management.   

• Demonstrated success managing strategic customer partnerships and leading executive-level negotiations.   

• Deep understanding of wholesale, omnichannel and digital business models.   

• Experience operating in international environments and influencing regional and global stakeholders.   

• Proven ability to build high-performing, inclusive teams and foster a culture of Diversity, Equity & Inclusion.   

• Strong stakeholder management, communication, and influencing skills.   

• Fluent in English and Spanish.  

• Minimum 5-8 years of experience within relevant industries.  

• Experience in sporting goods or fashion is a benefit.  

• Experience in successfully leading, managing and developing a team.  

• Business or similar degree from a leading academic institution