Reporting to the North America GM, the NA Sales Director will be a member of the North America leadership team representing the organizations growing range of award-winning outdoor products across North America and Canada. This commercial leader is directly responsible for driving revenue growth across REI, Key Accounts, and 450+ specialty accounts throughout North America. This is in addition to the oversight of all sales agencies. They will be accountable for maintaining a comprehensive and overarching understanding of the entire region to inform the business. The company’s sales organization is expected to provide best-in-class support and partnership to dealers including: strategic thought leadership, assortment planning, merchandising, promotional support, education & staff training, business analytics, and technical product expertise.

ACCOUNTABILITIES

Sales

• Drive customer sales growth and profitability by achieving quarterly and annual sales goals and other identified KPIs.
• Provide leadership, relationship building, operational support, and strategic partnership to key accounts including REI.
• Oversee strategic agency partnerships, independent field reps and in house sales organization providing ongoing training and development as well as optimal operational support.
• Identify new business opportunities through networking and focused reconnaissance and maintain a working and prioritized account list inclusive of projected business potential. Conduct thorough sales, market, and channel analysis to help prioritize and vet possible distribution expansion opportunities.
• Cater each sales presentation to be specific and relevant to that individual account’s unique personalities, region, competition, and needs.
• Develop strategic account level plans that leverage initiatives, strategies, and tactics to capitalize on opportunity and minimize risk.
• Foster and cultivate strong business relationships with merchants through timely follow-up, active listening, partnership focused communication, and best-in-class support.
• Build and implement cohesive distribution strategies to improve brand position, product performance and strengthen distribution partnerships.
• Understand and study competitor products, positioning, program offerings, and support structure within the relevant region and be able to effectively position the organizations product against them.
• Partner and coordinate with Marketing team on training and sell-in opportunities.
• Establish future season sell-in targets inclusive of assortment and expansion within existing accounts as well as new points distribution.
• Drive seasonal as well as ad-hoc sales programming and be able to influence account adoption.
• Best in class training support to key retailers and specialty retailers in prioritized manner.
• Ensure all regional sales, service and marketing campaigns are executed in alignment with the company’s expectations.

Team Management

• Leads Sales Teams by recruiting, selecting, orienting, and training employees as well as external sales agencies.
• Monitors performance, coaches and counsels as necessary, addresses performance issues, conducts performance reviews, set goals and drive accountability, provide staff with professional guidance and partners with staff in developing professional development plans.
• Ensures the team and our external partners have the support, tools and resources they need to win every day while driving ownership and accountability.
• As member of the North America leadership team, work in tandem with various departments and maintain flexible attitude supporting all the work that helps in achieving organizational goals, along with other duties as assigned.

Reporting and Planning

• Develop and execute detailed account and department level business plans for all Key Accounts.
• Coordinate with Finance, Marketing and Operations to create and execute against detailed travel, marketing, and RPA expense budget framework.
• Track and take ownership of monthly/ quarterly/ yearly expenses and ensure budget targets are achieved.
• Monitor actual sales-to-forecast performance for relevant accounts and communicate with Senior Purchasing Manager and GM Sales Leaders as needed.
• Provide Purchasing team with timely and accurate information needed for forecasting and S&OP.
• Provide weekly/ monthly/ quarterly account level revenue projections and reports to the GM as requested.
• Supply thoughtful bottoms up account level revenue targeting factoring in preseason commitments, historical sales trends, and other account specifics.
• Continuously customer and consumer feedback to inform long-term product development. Identify, validate, and implement account specific product introductions aligned with established channel strategies and brand objectives.

QUALIFICATIONS

• Minimum 5+ years in sales leadership role
• Key account experience within a growth focused wholesale organization
  • Retailer Focused
  • Consumer Goods
• Understanding of complex retail environments (Specialty & Big Box)
• Previous People & Team Management required
• Hardgoods/accessory background within an outdoor aligned industry
• Management of sales agency experience required
• Corporate Retail Merchandising or Inventory experience
• Strategic account sales management and relationship building experience in a wholesale consumer goods or retail organization preferably in the outdoor industry with prior REI account management is highly desired.
• Superb interpersonal skills, including the ability to quickly build rapport with both customers, peers and team members.
• Present themselves professionally and be comfortable when speaking with customers or giving presentations to a group.
• Experience working within structured templates including reporting, performance, strategic planning, and assortment architecture.
• Passion for all things Specialty Retail, Outdoor activities, and participating in true team dynamics.
• Ability to travel 50 days annually and have valid passport and driver’s license

LOCATION

This role is based in Broomfield, CO on a hybrid basis.

COMPENSATION

The base salary range for this role is $150k - $165k