Key Account Manager

The Key Account Manager (OIB Leader) leads the strategic expansion, end-to-end commercial negotiation, and onboarding of Other International Brands (OIB) portfolio within Decathlon.. This role requires a profile representative with a strong professional posture to act as the primary bridge between external brand partners and Decathlon's internal ecosystem (Offer, Purchase & Supply, Country Commercial Teams, Logistics & Distribution), ensuring that all partnerships drive profitable growth and align with both local and regional strategies.

• APAC Zone Alignment, Synchronize functionally with the APAC Zone team to ensure that the selected offer and new brand introductions are aligned with APAC regional guidelines and portfolio standards.

• Manage the end-to-end onboarding execution for new international brands, moving them smoothly from contract to retail presence.

• Lead end-to-end commercial negotiations, securing optimal agreements regarding margins, quantity commitments, price structures, markdown support, merchandise swaps, and buy reductions.

• Work closely and coordinate with the Country Sales Manager (CSM) to strategically select the offer and identify external brands that complement Decathlon’s local commercial strategy.

• Act as the main commercial and strategic interface between external brands and Decathlon. Lead the relationship end-to-end, from initial contract negotiation to full onboarding execution, while collaborating with supply teammates on operational delivery.

• Host monthly operational updates and lead Quarterly Business Reviews (QBR) with partners to align on actions and decisions. 

• Manage the day-to-day activities of the EXE season, including precise order follow-up, replenishment tracking, and end-to-end invoice and payment management. Ensure full compliance with all quantity and price agreements

• Supply & Inventory Management, Coordinate closely with external brands, Decathlon Warehousing, and 3PL partners to manage shipments, inbound logistics, and stock dispatch seamlessly.

• Analyze seasonal "Top Flop" product performance to adapt ranges, optimize margins, and maximize profitability.

• Partner with specialized internal teams to continuously optimize operations: Labeling ( GTD Logistics ), VM Update ( Merchandising ), Sales activation coordination ( DIRCO-Brands )

• Negotiation Expertise: Proven capability in driving firm commercial agreements and building win-win corporate partnerships.  

• Professional Posture: Excellent executive presence and strong communication skills suitable for external corporate representation.

• Cross-Functional Collaboration: Ability to work effectively and mobilize stakeholders across local teams (CSM, Sports Teams) and regional structures (APAC Zone).

• Retail & Analytical Savvy: Understanding of Decathlon supply chain operations, retail economics, margin tracking, and performance analytics. 

• Languages: Thai & English proficiency (written/spoken) is required for regional functional communication.

• You embody our company values and demonstrate them through your actions:

  • Vitality

  • Responsibility

  • Generosity

  • Authenticity