Director of Retail Sales

Lakeshore Learning Materials•Chicago, IL

About The Position

Lakeshore is seeking a Director of Retail Sales to set the sales strategy for its retail stores. This experienced multi-unit retail sales leader will use analytical rigor to establish direction, prioritize opportunities, and ensure sales programs deliver measurable results. Partnering directly with the Vice President of Stores, the Director will review sales and customer data across Lakeshore and develop plans to improve customer retention, grow revenue, and support institutional sales for the Retail Sales Division. The Director will bring strategy to life through Retail Territory Managers, who work with Store Managers across all locations. The role sets priorities, evolves selling standards as the business grows, measures program performance, and keeps cross-functional partners aligned. It also leads retail B2B and outreach strategy across educator, school, childcare, and community segments, connecting stores with sales teams so leads and opportunities move smoothly between channels.

Requirements

At least 7 years of progressive sales leadership in multi-unit retail, including ownership of chain-wide or multi-region sales strategy.
At least 3 years carrying a revenue number or P&L line, with demonstrated delivery against it.
Proven record of designing sales programs and scaling them across a multi-unit fleet with measurable revenue results.
Strong analytical skills and experience turning retail sales data into strategy.
Strong financial fluency, including budgeting, forecasting, opportunity sizing, and margin impact.
Ability to travel nationally up to 50%.

Nice To Haves

Experience building B2B, institutional, or community outreach sales within a multi-unit retail business.

Responsibilities

Drive retail sales strategy with the Vice President of Stores by reviewing sales, transaction, UPT, AOV, and customer data to identify opportunities and set priorities for each period.
Assist in setting and adjusting the annual retail sales plan and rolling forecast.
Define recovery plans for opportunity stores and provide executive leadership with clear, actionable recommendations.
Lead chain-wide selling programs, including customer outreach, educator partnerships, community events, and loyalty initiatives, and hold each program to measurable results.
Evolve the Lakeshore selling model and standards as the business grows.
Keep the playbooks and tools used by Territory Managers and Store Managers current and effective.
Lead retail B2B and outreach strategy across educator, school, childcare, and community segments.
Connect stores with sales teams so leads and opportunities move smoothly between channels.
Travel nationally for store diagnostics, pilots, and field engagement, as needed, up to 50%.