Sales Account Manager - GCI Outdoor

Gathr Outdoors•Haddam, CT

2d•Onsite

About The Position

Gathr Outdoors is seeking a Sales Account Manager for its GCI Outdoor brand to manage and grow an assigned portfolio of retail and dealer accounts, develop new business, and drive profitable sales growth. The role serves as the primary relationship manager for assigned customers, developing account strategies, presenting product lines and seasonal programs, securing preseason commitments, and expanding product placement and distribution. Success requires knowledge of retail sales, customer buying cycles, inventory management, and account profitability, along with the ability to manage customer relationships independently, work across internal teams, and meet sales goals. The position is based on-site at GCI Outdoor in Higganum, Connecticut when not traveling. It involves customer visits, trade shows, buying-group events, and sales meetings. The posting gives two different travel estimates: up to 50% in the position description and qualifications, and up to 25% in the work-environment section. The role regularly uses a computer and standard office equipment and may require lifting, retrieving, or repositioning products and trade-show materials weighing up to 50 pounds, with or without reasonable accommodation.

Requirements

2–5 years of relevant B2B sales or account management experience, with demonstrated success managing customer accounts and delivering sales growth.
Strong understanding of retailer margins, inventory management, seasonal purchasing cycles, and product assortment decisions.
Ability to develop and maintain customer relationships, identify growth opportunities, and independently manage multiple accounts.
Strong sales presentation, negotiation, and relationship-building skills.
Proficiency in Microsoft Excel, including analyzing sales data, identifying trends, and translating insights into account strategies.
Experience using CRM, ERP, or comparable business systems to manage customer information, sales opportunities, and forecasting.
Strong organizational and time-management skills, including prioritizing competing customer needs and meeting deadlines.
Excellent written, verbal, and interpersonal communication skills.
Ability to work independently and collaborate effectively with cross-functional teams.
Ability and willingness to travel for customer visits, trade shows, and other business-related activities; the posting specifies up to 50% in the position description and qualifications, but up to 25% in the work-environment section.
Bachelor's degree in Business Administration, Marketing, Sales, or a related field, or equivalent professional experience; the degree is preferred.

Nice To Haves

Experience selling to retailers, dealers, distributors, or buying groups.
Experience presenting product lines, seasonal programs, and sales proposals to retail buyers or buying offices.
Experience in outdoor recreation, sporting goods, consumer products, or related retail industries.
Experience managing wholesale retail accounts, dealer networks, or distributor relationships.
Experience developing new business and expanding existing customer accounts.
Experience with seasonal product launches, preseason selling programs, and retail buying cycles.
Familiarity with domestic and direct-import sales programs.
Experience analyzing retail sell-through data, inventory trends, and account profitability.
Experience working in a multi-brand consumer products or manufacturing organization.

Responsibilities

Manage an assigned portfolio of retail and dealer accounts, with accountability for sales performance, customer retention, and profitable growth.
Develop and maintain relationships with retail buyers, dealers, distributors, and other key customer contacts.
Achieve sales goals through proactive account management, customer engagement, and strategic selling initiatives.
Grow existing accounts through assortment expansion, new-product placements, replenishment programs, and increased distribution.
Prospect for new customers and reactivate inactive accounts.
Develop and execute account plans aligned with customer needs, sales objectives, and business strategies.
Monitor account performance and address sales gaps, customer concerns, and emerging opportunities.
Present GCI Outdoor product lines, seasonal programs, and new-product offerings to retail buyers and buying offices.
Lead preseason selling activities, secure customer commitments, and follow through on buying deadlines and account requirements.
Analyze account sales, retail sell-through data, and inventory trends to identify opportunities and risks.
Partner with customers and Marketing to improve product presentation, in-store merchandising, and point-of-sale materials.
Educate customers on domestic and direct-import programs and recommend solutions within established pricing, freight, promotional, and channel policies.
Support customer negotiations and sales programs while maintaining company profitability objectives.
Plan and conduct customer visits, product presentations, trade shows, and buying-group meetings.
Maintain accurate sales forecasts, customer records, sales opportunities, and account activity in company systems.
Monitor customer demand, seasonal purchasing patterns, and inventory requirements to support sales planning.
Collaborate with Customer Service, Demand Planning, Operations, Marketing, and Finance to support accounts and business objectives.
Coordinate internally to resolve customer issues, communicate delivery risks, and follow through on commitments.
Work with internal teams to evaluate promotional opportunities, customer programs, and account profitability.
Provide updates on account performance, sales opportunities, customer activity, and potential business risks.
Identify improvements to sales processes, account management practices, and customer experience.
Participate in cross-functional projects and initiatives and perform additional responsibilities or special projects as assigned.