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The Director, Sales is responsible for driving revenue, profitability, and long-term strategic growth across key wholesale and retail accounts within the company’s multi-brand portfolio. This role translates the Company’s vision and Long Range Plan (LRP) goals into actionable sales strategies and serves as the primary owner of high-level customer relationships, assortment planning, and sales execution. The Director, Sales ensures cross-functional collaboration across Merchandising, Planning, Marketing, Operations, and Finance to deliver optimal results for both the company and its retail partners.

Responsibilities

Business Development

Lead strategic efforts to land new wholesale and retail accounts across multiple channels, including club, institutional, and specialty retail partners.

Expand the distribution footprint by identifying and pursuing high-potential accounts aligned with brand and business objectives.

Develop and execute a pipeline of new business opportunities, from prospecting through pitch, negotiation, and onboarding.

Drive incremental sales by expanding product categories or programs within existing accounts.

Collaborate with internal teams to customize proposals and deliver compelling, data-driven business cases.

Represent the company at key industry events and trade shows to network, generate leads, and promote the brand portfolio.

Sales, Reporting & Financial Ownership

Set, manage, and be accountable for topline revenue targets, margin goals, and profitability by account/channel.

Own the P&L for assigned business, making informed decisions to optimize sales and financial outcomes.

Identify white space and incremental growth opportunities by analyzing sales performance, market data, and competitive benchmarks.

Lead the creation of detailed sales presentations and hindsight reports using internal reporting and retail partner dashboards.

Develop and manage account-level pricing, margin, and promotional strategies in partnership with Merchandising and Account Managers.

Assortment & Channel Strategy

Build and maintain customer-specific assortments that align with broader brand and business strategies.

Partner with Merchandising to support seasonal line architecture, replenishment programs, and exclusive product strategies.

Align with Marketing and Ecommerce on timing of launches, promotions, and content to support channel-specific plans.

Operational & Contractual Oversight

Negotiate and manage all aspects of account agreements, including pricing terms, co-op, allowances, and compliance chargebacks.

Ensure all account-level service requirements are met, including PO delivery windows, vendor guides, and system compliance.

Lead buy planning and drop execution per internal calendars and account requirements.

Customer Relationship Management

Act as the senior point of contact for key merchant and buying partners.

Own the customer relationship from strategic planning through seasonal execution.

Lead customer-facing meetings, line reviews, and business updates, ensuring thoughtful preparation and effective follow-through.

Cross-Functional Leadership

Drive alignment across internal teams to ensure sales execution is on time, on brand, and meets business goals.

Work closely with Supply Chain and Production to mitigate delivery risk and maintain healthy inventory flow.

Use project management tools to track cross-functional deliverables and ensure accountability.

Inventory & Sell-Through Accountability

Analyze sell-in vs. sell-through performance by customer and category to identify risks and develop solutions.

Partner with Planning to manage aging inventory and create exit strategies as needed.

Forecast and proactively adjust plans based on recent performance, market shifts or retailer trends.

Position details

Seniority level: Director

Employment type: Full-time

Job function: Sales and Business Development

Industries: Staffing and Recruiting

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