Director, Sales – Regional Accounts

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

📋 Description

• Take ownership of developing and implementing a strategically oriented business plan for the Regional Account Base that aligns with Corporate and Geography Strategic Plans.

• Act as the representative for Key Accounts and Regional priorities within the JR Product team to facilitate sustainable growth and pinpoint new opportunities.

• Spearhead marketplace channel/account/door-level consumer-right assortments that enhance retailer profitability.

• Implement Go To Market strategies that support Nike Brand seasonal initiatives.

• Establish and nurture relationships with retailer management teams across Key Partners.

• Develop one- and three-year Strategic Account Plans in collaboration with sales representatives.

• Participate in and integrate into seasonal Nike account meetings.

• Oversee the preparation and execution of Seasonal Customer Sell-Ins, including forecasting and long-range planning.

• Manage profitable and sustainable seasonal growth strategies with Key Partners.

• Organize QBRs, annual business reviews, and strategic alignment meetings.

• Drive seasonal retail marketing strategies at both Key Partner and category levels.

• Lead and coordinate Seasonal Game Plan gates through PRO, PREVIEW, GTM, and Final Lines.

• Propel seasonal category strategies into the marketplace for effective execution.

• Coordinate cross-functional efforts with Sales Ops, Product, Finance, and HR.

• Oversee the regional business alongside the Product team, steering product assortments through competitive analysis, consumer insights, and wholesale/retail sales metrics.

• Review Seasonal Booking Teardowns, identify deficiencies, and drive monthly action plans.

• Lead, coach, motivate, and inspire the Regional Account Executive team.

• Utilize team meetings to disseminate information, share best practices, and implement strategies.

• Engage with team members individually on a weekly, quarterly, and annual basis through KPI goals and reviews.

• Coach and collaborate with the Regional Sales Team on Seasonal Customer Sell-Ins.

• Guide Macro Growth Planning biannually across the Sales team.

• Leverage the Elastic B2B Platform to enhance team efficiency, productivity, sales, and growth.

⛳️ Requirements

• Bachelor’s Degree.

• 3–5 years of experience in Key or Strategic Account Management.

• 3–5 years of people management experience with full HR responsibilities, preferably managing a team of 5 or more.

• 8–15 years of sales experience across diverse channels, categories, and product lines.

• Ability to communicate Brand Vision and facilitate Key Account Partnership alignment.

• Exceptional written and verbal communication skills.

• In-depth understanding of retail trade channels, competitive landscapes, trends, and business models.

• Outstanding personal and professional selling abilities.

• High integrity, energy, motivation, proactivity, career orientation, and a strong work ethic.

• Proficient in computer applications, including Outlook, Excel, Word, PowerPoint, Adobe, and Zoom.

• Strong interpersonal and leadership skills.

• Proven track record of fostering cohesion and collaboration among people and functions.

• Experience in the Sporting Goods industry or equivalent experience is preferred.

• Previous experience with the Nike Brand is preferred.

• Willingness to travel – 50%.

• Position available remotely in the Continental United States, ideally from a key city with a major airport.

🏝️ Benefits

• Medical insurance.

• Dental insurance.

• Vision insurance.

• 401k match.

• Life insurance.

• Pet insurance.

• Access to a company gym with personal trainer services.

• On-site kitchen facilities.

• Paid Parental Leave.

• Summer hours (from Memorial Day through Labor Day).

• Responsible Time Off (also known as Unlimited Vacation).

• 13 company holidays.

• Opportunities for professional development workshops.

• Employee product discounts on select brands.