Reporting to the Group Leader & Owner, the Sales Manager will lead the development and expansion of US wholesale distribution across running, outdoor, and multisport categories. This is a hands-on commercial leadership role focused on opening new accounts, strengthening retail partnerships and building an effective sales rep network. The Sales Manager will collaborate with marketing, product development, training, finance and operations to support retail partners and deliver a consistent customer experience. The role requires an entrepreneurial approach, strong commercial judgment and the ability to balance personal selling with longer-term business development.
ACCOUNTABILITIES
Specialty Retail Network Development
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Identify, prospect and secure partnerships with running-specialty, outdoor, multisport and sporting-goods retailers.
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Personally lead customer outreach, needs assessment, product presentations, commercial negotiations and account conversion.
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Develop opportunities with national and specialty accounts and broader sporting-goods retailers where appropriate.
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Collaborate with the winter sales team to expand year-round assortments within existing multi-activity partners.
Revenue Growth and Commercial Planning
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Develop and execute a focused US year-round sales strategy, including account priorities, geographic coverage and seasonal sales plans.
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Manage sales forecasting, pipeline development and account plans; coordinate orders and product availability with finance, logistics and HQ.
- Deliver growth within agreed commercial and marketing budgets, monitoring revenue, gross margin and account performance as the business scales.
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Provide monthly KPI updates, quarterly business reviews and twice-yearly strategic reviews aligned with seasonal targets and agreed milestones.
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Build strong working relationships with French leadership and the US team, contributing clear recommendations on priorities, resources and market development.
Sales Rep and Agency Development
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Evaluate the year-round market opportunity and recommend the right independent rep and agency network to support the sales strategy.
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Recruit, onboard and activate suitable partners, establishing clear territory coverage, account ownership and performance expectations.
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Equip reps with product knowledge, selling tools and training support, and maintain accountability for results delivered directly or through agencies.
Brand Building and Market Development
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Represent the brand at trade shows, running and outdoor events, retailer meetings and industry gatherings.
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Collaborate with marketing and training to develop retailer education and local activation that support product understanding and sales.
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Provide actionable customer feedback and competitive intelligence to global marketing and product development, identifying assortment gaps and opportunities for market-specific products.
QUALIFICATIONS
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Proven success building or expanding US wholesale distribution, opening new accounts and delivering measurable commercial growth.
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Demonstrated ability to personally prospect, negotiate and close business with specialty retailers and key accounts.
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Experience managing and developing independent sales reps or agencies, with clear expectations and consistent follow-through.
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Prior people-management experience and the ability to earn credibility, guide colleagues and build a team as resources expand.
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Strong understanding of US specialty retail, ideally within running, footwear, outdoor, multisport, team sports or sporting goods.
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Entrepreneurial drive and resourcefulness; comfortable working hands-on within a small organization and recommending practical solutions.
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Curiosity, integrity, adaptability and a collaborative approach, with the confidence to express a point of view and the willingness to learn.
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Experience working with European brands or international teams is a plus.
EDUCATION AND EXPERIENCE
- Bachelor’s degree in a relevant field or equivalent work experience
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8-15 years of progressive sales leadership experience in run specialty, outdoors, or multisport footwear.
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Personal passion for the outdoor/active lifestyle.
LOCATION
This position is based in the greater Salt Lake City, Utah area. An initial remote arrangement may be considered with the intention of relocating within 1-2 years.
This role requires 20-30% travel, including at least two international trips.
