Director of Sales – Club, Off Price Account

This is a fully remote position, open to applicants in California.

📋 Description

• Develop and implement account strategies to achieve or surpass revenue, margin, and growth objectives across Clubs and Off-Price.

• Act as the primary sales liaison for designated accounts, fostering buyer relationships and aligning product offerings with retailer goals.

• Lead presentations for buyers and conduct line reviews.

• Negotiate pricing, terms, and promotional strategies effectively.

• Analyze sales, sell-through rates, and inventory performance to uncover opportunities and risks.

• Collaborate with Account Management to monitor orders, address execution issues, and ensure timely delivery.

• Create seasonal SKU plans and assortments that align with account objectives and company KPIs.

• Oversee assortment development across various brands, licenses, and categories.

• Work together with Design, PD, Sourcing, and Production on retailer requirements, costs, margins, and timelines.

• Keep track of consumer trends, competitive assortments, and retailer feedback.

• Collaborate with Licensing on brand standards and approval timelines.

• Lead market preparation efforts, including assortment selection, presentation materials, sample readiness, and showroom setup.

• Compile management recaps detailing current business status, growth opportunities, and risks.

• Manage sample coordination and relay buyer feedback along with next steps.

• Organize buyer approvals for lab dips, fit samples, pre-production samples, and TOP samples.

• Ensure that packaging and marketing materials comply with retailer, brand, and licensing standards.

⛳️ Requirements

• 5+ years of experience in sales/account management, ideally within the apparel, accessories, or licensed goods sectors, with a solid background in mass retail.

• Demonstrated success in managing Clubs/Off Price or comparable big-box retail accounts.

• Strong comprehension of merchandising, retail mathematics, product costing, and margin management.

• Excellent communication, presentation, and negotiation abilities, with a proven history of establishing long-term retail partnerships.

• Capability to analyze POS and market data to inform business decisions.

• Strong teamwork skills to collaborate with cross-functional teams (design, merchandising, production, sourcing, supply chain).

• Preferred experience in expanding licensed or branded apparel or accessories businesses, including translating brand positioning and target-consumer insights into retailer-specific assortments and collaborating on product development.

• Outstanding organizational and leadership abilities.

🏝️ Benefits

• Up to 20% travel to Costco headquarters (Seattle) and market meetings.