Regional Accounts Representative

Callaway Golf•Carlsbad, NM

About The Position

The Regional Account Representative manages and grows business with Callaway Golf’s strategic retail partners and serves as the point of contact for assigned accounts on customer planning, marketing, and business issues. The role requires understanding customers’ operations, infrastructure, and marketing, merchandising, and growth strategies, as well as building relationships across customer organizations. The representative uses sales analysis and feedback from internal sales colleagues to develop account-specific selling and service strategies and share information about customers’ retail operations, support levels, inventory, sell-through, and competition across the company. The position works with customers and internal Sales, Marketing, and Brand Management teams to deliver solution-based services, improve operational efficiency, identify cost-saving opportunities, and grow business with top customers. It is performed in a professional office environment with heavy phone volume and requires frequent travel to customer markets.

Requirements

3–5 years of sales experience; multi-door account experience is preferred.
Strong knowledge of retail sales operations and retail performance metrics.
Strong selling and marketing skills.
High energy, strong multitasking ability, and relationship-building skills.
Expertise with Callaway Golf IT, order management, and software productivity platforms.
Callaway Golf product expertise.
Frequent travel is required.
Occasionally lift and/or carry up to 25 pounds.
Bachelor’s degree preferred.

Nice To Haves

Sales experience with multi-door accounts.
Bachelor’s degree.

Responsibilities

Manage and grow business with assigned strategic retail accounts; serve as the contact for customer planning, marketing, and business issues.
Work with customers and OSRs to establish inventory levels, replenishment plans, product positioning, and merchandising plans across product categories.
Sell and promote Callaway Golf Company products to assigned accounts within a territory or region.
Make at least 150 outgoing sales calls per week and achieve a minimum of 25 hours of talk time.
Prepare annual sales plans, call rotations, and business plans for assigned territories.
Reinforce the benefits of merchandising Callaway Golf products in retail locations in accordance with sales program requirements and the premium brand image.
Use and manage sales tools, including product samples, fitting systems, POP and POS materials, and demos.
Maintain a call and account rotation plan to contact customers regularly and develop strong partnerships with key accounts.
Document daily sales calls in contact management tools and use that information to support product sales.
Visit customers in various markets to understand the market landscape, strengthen relationships, and promote the Callaway brand.
Place customer orders, communicate product availability, and follow up on and resolve customer issues daily.
Communicate with department leadership to develop business strategies and identify opportunities internally and with customers.
Analyze internal reports and customer-provided information to monitor business and identify opportunities.
Attend meetings at Callaway Golf headquarters to contribute to and understand company initiatives and strategies.
Manage budgets to support successful programs and execution of Callaway Golf initiatives.
Organize, plan, and coordinate customer meetings.
Identify opportunities to improve operational efficiency and reduce costs, including through ordering frequency and lead-time calculations, shipping and delivery schedules, opportunity purchases, and bulk shipping versus replenishment orders.
Plan promotions and programs with customers to drive business and increase inventory turns.
Perform other duties as assigned.