Senior Manager, Wholesale

Purpose & Overall Relevance for the Organization:

Lead the Wholesale Operations function for adidas Malaysia, driving operational excellence and profitable growth across Key Accounts, B2B, Clearance, and Customer Service.

This role ensures strong sales execution, trade governance, service levels, and process discipline, enabling seamless order-to-cash delivery while safeguarding margins, compliance, and customer experience.

The position partners closely with the Key Account team (strategic growth) to ensure clear accountability between strategy Key Account and execution (Wholesale Operations).

Key Responsibilities:

Functional

Wholesale Operations & Non-Key Business

• Own end-to-end performance of Key Accounts, B2B, and Clearance channels
• Deliver sales, margin, and contribution targets while managing operating expenses
• Drive disciplined sell-in execution and inventory management to optimize sell-through
• Ensure strong execution of seasonal plans, promotions, and stock allocation

Customer Service Excellence

• Lead customer service operations including order management, fulfilment, and after-sales support
• Improve OTIF, order accuracy, and service SLAs
• Strengthen customer satisfaction and long-term relationships

Governance & Trade Management

• Ensure compliance with wholesale policies, trade terms, and commercial controls
• Manage AR collections, DSO targets, credit limits, and bad debt prevention
• Standardize processes for contracts, pricing, and trade investments

Operational Excellence

• Simplify and optimize wholesale processes (order-to-cash, forecasting, reporting)
• Improve productivity through systems, tools, and automation
• Partner with Supply Chain, Finance, and Marketing for cross-functional alignment

Planning & Reporting

• Develop annual operating plans and forecasts for Non-Key business
• Track KPIs and proactively identify risks/opportunities
• Provide market insights and competitor updates to leadership

People Leadership

• Lead, coach, and develop the Wholesale Operations team
• Set clear performance targets and accountability standards
• Build capabilities in service mindset, process discipline, and commercial execution
• Foster collaboration with Key Account, Retail, and cross-functional teams

Controlling / KPIs

Accountable for:

• Non-Key revenue & margin
• Sales expense control
• DSO & AR collection
• Inventory health & clearance efficiency
• OTIF & service level metrics
• Customer satisfaction (CSS/NPS)
• Team productivity & process compliance

Core Competencies

Functional

• Wholesale Operations Management
• Sales Execution & Governance
• Financial & Margin Control
• Customer Service Excellence
• Process Optimization

Leadership

• Result Orientation
• Operational Rigor
• Influencing & Stakeholder Management
• People Development
• Cross-Functional Collaboration

Pre-requisite Knowledge / Skills

• University degree in Business/Commercial/Operations or related field
• 6–8 years in Sales, Wholesale Operations, or Account Management
• Experience leading operational or service-focused teams
• Strong commercial acumen with financial literacy (margin, DSO, inventory)
• Process-driven and structured problem solver
• Excellent communication and stakeholder management skills
• Sporting goods / apparel / FMCG experience preferred