National Sales Manager

Posted by Dovetail Workwear on 05/02/2022

Job Basics

Industry Sector: Action, Lifestyle, Outdoor

Job Categories: Management - Sales, Sales - Company Rep & Support

Company Type: Apparel/SoftGoods

State: OR

City: Portland

Country: United States

Required Experience: 7 - 10 years

Job Type: Full Time

Salary:

Required to Relocate: No

Required to Travel: Yes

Employee May Telecommute: Yes

Job Seeker Must Live Within: 50+ miles

Job Description & Requirements

Essential Duties

1. Sales Management and Development of Territory Sales Reps
2. Build long-term relationships with key accounts and co - managing the Go-To-Market process internally and externally with strategic partners and the sales force
3. Excellent Leadership ability with strong communication and team management skills are essential for this position.

Job Duties

Sales Management and Leadership/ Development of Territory Sales Reps:

Lead nationwide sales team to achieve sales targets

1. Identify and communicate seasonal sales goals related to individual and account targets (pre-season orders, doors sold and revenue).
2. Establish top priorities for individual reps based on territory needs and goals. Review seasonal objectives and initiatives with sales force on a consistent basis.
3. Ensure reps are informed and accountable for personal pipeline and channel management via the forecasting tool.
4. Collaborate with PPW Senior Leadership to identify underserved areas of the market. Hire, on-board and develop new agencies/ reps to address gaps in national sales force as required.

Develop and implement effective sales strategies that drive consistent, healthy growth

1. Conduct meetings and Account previews to collect industry feedback and understand the general state of the market.
2. Establish and execute Brand and product trainings with reps. Review and sales distribution plans seasonally.
3. Deliver clear expectations to reps concerning PPW gold-standard customer service and Key Account management related to sell-in, merchandising, product presentation, sell-through support and general business planning.
4. Execute strong account management practices that ensure consistent healthy sell through of product with active wholesale accounts with particular focus on the top 20 accounts nationwide.

Provide leadership and support to reps at Sell-in and Sell-through seasons

1. Drive the strategy for attendance at National and Regional Tradeshows (Internal and external).
2. Travel as necessary to markets with reps and actively engage in Key Account Meetings and Product Previews.
3. Establish and conduct team conference calls to review the general state of the business and marketplace, bookings-to-date, sell-through from Key Accounts.
4. Bring creative ideas for motivation and incentives for sales representatives that could include the following: Team Building event and sales contests.
5. Support sales force in identifying at-once opportunities and solving for issues related to returns, discounts, etc.
6. Develop and deploy tools for sales representatives and use by their accounts:

• Forecasting tools
• Product knowledge and training materials
• Retail and POS materials
• Top 20 Account Action Plans

Key Account Management:

Continuously improve performance of existing accounts

1. Develop and execute GTM and Seasonal Business Plans with Key Accounts related to securing new distribution and ensuring proper assortments at the account level.
2. Implement pricing and promotional programs with Key Accounts. Track and monitor sell-through for programs and evaluate strategies by account.
3. Oversee promotional and merchandising strategies to drive profitable category and brand growth.
4. Independently, and in conjunction with local agencies and sales reps, educate Key Accounts on category potential and profitability, unique brand Positioning and attributes of key products.
5. Follow up with key accounts and schedule final line showing for all brands with KA leadership team with objective to gain commitment.
6. Collaborate with reps and leadership to finalize list of top 20 accounts and establish a monthly, quarterly and annual QBR scorecard and business reviews with top accounts and strategic partners.
7. Set appointments with key decision makers from all accounts at trade shows or private events. Invite management and key decision makers to attend Product Launch and media events.
8. Provide guidance and leadership to territory reps and Key accounts on retail presentation excellence that drive sell-through for each category/ Brand.
9. Monitor and report to PPW Senior Leadership on account performance, profitability and sell-through at strategic accounts.

GTM Leadership and Execution

Participate in the GTM calendar and maintain accountability for the sales function within the GTM process

1. Identify key dates and gates in the sales process (order forecasts, samples, tradeshows, marketing events, product launches, etc.) Ensure accountability at all milestones by the sales force. Monitor and influence accountability of internal GTM functions to deliver as needed for Sales.
2. Coordinate with PPW leadership team to align on key product stories, tradeshows and GTM and gain Sell-in efficiencies for maximum exposure and effective sales strategy implementation each season.
3. Review samples with product team, identify key stories and talking points for the overall collection and hero products by Brand. Draft a sales-centric Q&A -Narrative to provide to reps.

Tradeshow and GTM Meeting Leadership

1. Organize and lead a seasonal GTM Meeting for the sales force to educate on collection, seasonal sales goals, forecasting tools, introduce sell-in tools and materials, review sales programs and pricing, samples and general business planning best practices.
2. Organize and execute pre-line meetings with key accounts to engage them in the GTM process for the season.
3. Review the pre-line samples, vision with buyers and key decision makers
4. Get feedback on price points, features & competitive sell-thru data

Sell-in Tools, Samples and Marketing Material Coordination

1. Ensure salesman samples and sell-in tools are delivered to sales force on time. This includes providing an overview -review prior to GTM and final delivery of tools to adapt by account (as needed) prior to sell-in.
2. Collaborate with sales force to understand Point of Sale and MARCOM needs ahead of the season and work with PPW creative resources to make sure all relevant POP, merchandising and marketing collateral are developed and arrive on time.

Forecasting and Pipeline Management

Forecast and order booking oversight

1. NSM to review and update top-line forecasts based upon sales rep insight and early previews.
2. Develop individual forecast tools that provide a macro view of the corporate forecasting sheet. Leverage real-time forecasting data to assess the business regularly and provide updates to PPW Management and Operations.
3. Review Rep - Account bookings and conduct weekly conference calls that monitor progress against initial sales forecast via the sales tools.
4. Analyze final bookings and address any gaps to goal. Identify Wins/Losses at the rep and account level based on initial and updated forecasts from the sales rep.
5. Develop and implement action plans as needed to stay on revenue goals each season.
6. Assess need for at-once product based on bookings and communicate to production/operations.

General Business Functions

1. Interacts cross-functionally with PPW’s Operations, Finance, Product Development and Marketing teams to ensure overall business goals are being met or exceeded.
2. Identifies and defines potential business opportunities and liaise with appropriate PPW Leadership to develop plans that capitalize on such opportunities.
3. Maintains punctual, regular and predictable attendance.
4. Works collaboratively in a team environment with a spirit of cooperation.
5. Respectfully takes direction from manager.
6. Other duties as assigned.

About Dovetail Workwear