Collegiate Select Director - West Coast

Varsity Brands•US - CA - Remote, CA

3d•$120,000 - $180,000

About The Position

BSN SPORTS, a Varsity Brands company, is seeking a strategic, commercially minded leader to help shape growth for its Collegiate Select division. This role combines new business development, partner activation, customer success, and campus-wide expansion. The director builds relationships with athletic departments and university leaders, develops opportunities, supports successful implementation of signed agreements, and creates repeatable systems to strengthen adoption, retention, satisfaction, and growth. The role serves as a link among customers, Field Sales, global brand partners, and BSN teammates, and reports to the Senior Vice President of Collegiate Select. The position covers the West Coast territory: California, Utah, Washington, Oregon, Arizona, Colorado, Wyoming, Montana, Alaska, Hawaii, Nevada, and New Mexico. Travel is approximately 20% to 25%, with some out-of-area and overnight travel potentially required. The stated compensation is $120,000–$180,000 plus bonus. The role operates in a professional office environment. Regular physical activities include sitting; using hands to finger, handle, or feel; reaching with hands and arms; and talking or hearing. Occasional activities may include standing, walking, driving, climbing, balancing, stooping, kneeling, crouching, or crawling. Reasonable accommodations may be made for individuals with disabilities.

Requirements

Minimum of 10 years of progressively responsible experience in collegiate sales, business development, strategic partnerships, account management, customer success, onboarding, or related roles.
Minimum of five years of experience in customer-facing, strategic, or operational roles.
Collegiate sales experience is required.
Exceptional business acumen in selling, negotiation, contract management, strategic planning, executive account management, and problem solving.
Ability to translate long-term opportunities into practical plans and effective day-to-day execution.
Proven customer focus and ability to build durable internal and external relationships that create long-term value.
Executive communication skills and ability to influence senior executives, institutional partners, and internal teams.
Ability to collaborate across functions, align teams, and influence outcomes without direct authority.
Strong organization, accountability, attention to detail, and ability to manage competing priorities and tight deadlines.
Sound and timely decision-making that balances customer outcomes, organizational goals, risk, and opportunity.
Action-oriented approach with initiative, resilience, energy, opportunity recognition, and follow-through.
Strong proficiency in Microsoft Office and CRM platforms, and ability to use business intelligence and AI tools to manage activity, reporting, and execution.
Demonstrated success presenting to, influencing, and building relationships with executive-level customers and complex organizations.
Proven ability to manage multiple strategic initiatives simultaneously while maintaining exceptional attention to detail.

Nice To Haves

Bachelor’s degree preferred.
Residence in a Midwest Territory state preferred but not required.
Experience working in or with collegiate athletics or university environments is strongly preferred.

Responsibilities

Develop a deep understanding of each partner’s goals, needs, and operating rhythms within the assigned territory.
Create and manage a growth and renewal pipeline.
Use existing industry relationships and build new connections to accelerate customer acquisition and expand BSN’s reach.
Lead sales presentations, commercial discussions, negotiations, and execution of new and renewal agreements.
Expand partnerships by connecting athletics with other campus departments to increase adoption, volume, and customer value.
Guide institutions through onboarding and activation, including contract activation, local sales alignment, systems setup, branding workflows, product education, and service introduction.
Conduct disciplined business reviews to identify service risks, adoption gaps, and growth opportunities, and coordinate proactive solutions.
Execute collegiate RFPs and bids, working with go-to-market operations and cross-functional teammates to improve procedures and efficiency.
Serve as the Collegiate Select expert, aligning Field Sales, territory and support teams, and campus stakeholders around plans, products, solutions, and service.
Advise and coach Field Sales and provide tools and change leadership to improve effectiveness, close rates, CRM discipline, order processes, and collegiate licensing compliance.
Collaborate with Marketing on market-specific campaigns, presentations, communications, engagement programs, and resources tailored to Varsity Athletics.
Maintain accurate CRM documentation and use company platforms to track pipeline activity, customer visits, quarterly business reviews, and follow-ups.
Use data, customer feedback, and performance trends to improve activation speed, satisfaction, adoption, retention, expansion, and operational efficiency.
Perform other duties as assigned.