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