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Lead specific product and brand direction for focus categories within specific key national accounts. Lead sell-in and sell-through for those categories along with retail activation and the merchandising team to achieve profitable growth with the account.
Key Accountabilities:
Using strong business acumen and retail math abilities drive the top and bottom line number for the account.
Drive account growth and profitability by assessing and building on areas of momentum; capitalize on product/pricing opportunities and course correct with innovative sales tactics to improve sales performance with account.
Develop strategic sales plan for complex retail accounts leveraging insight and goals to achieve targets and align with brand and category objectives.
Leverage market and competitor trends along with buyer preferences at the category level to build strategic sales plan
Based on specific product and brand direction for focus categories at account lead the sell in and especially sell through process in collaboration with marketing and retail
Collaborate with marketing and retail activation partners to drive sell through programs at the account
Develop and maintain strong relationships with all internal departments and assigned key accounts based on respect
Deliver on time reporting and forecasting for all required reports and documents to appropriate parties
Manage all credit claims and issues to resolution
Manage, track and resolve all customer compliance issues regarding freight claims, charge-backs, shipping violations, RTV and DFA
Provide mentorship to other Account Executives and Key Account Reps focusing on performance improvement
Knowledge Skills and Abilities:
Thorough knowledge of key metric levers and how to use them to create increased profitability and sales for both our company and its' retail partners.
Ability to apply financial data to make decisions and influence outcomes. This includes margins, retail math, forecast/projections, probability and statistical inference, fractions, percentages, ratios, etc.
Ability to lay out assortment plans based on retail space, inventory turn, and sell through
Ability to use innovative selling techniques with key retailers to build brand momentum and improve business results
Ability to portray a confident and winning attitude in challenging business interactions.
Demonstrated ability to negotiate and influence outcomes
Proven background that reflects being results-oriented
Agile and confident communication skills
Experience working across a wide range of business partners on projects
Ability to make "on the spot" decisions
Ability to effectively interact with all levels of business via phone, written communication and in person
Strong presentation skills
Strong understanding of retail sales practices
Strong understanding of fashion trends, color, etc.
Advanced computer skills ( Word, Excel, PowerPoint)
Ability to travel up to 50%
Passion for sport.
Qualifications:
A four year degree preferably in Business, Marketing, Advertising or a related field. A minimum six years of field sales experience, preferably with key accounts within a consumer goods company in the sporting goods industry. The equivalent combination of education and experience may be substituted.
