Senior Director, National Account Sales

TravisMathew

About The Position

TravisMathew is a premium apparel brand that exists because we seized an opportunity—and we’re inviting you to take yours. Back in 2007, we saw there weren’t many companies whose clothing bridged the gap between performance and lifestyle, so we created our own. Inspired by the sun, surf, and sand of Southern California, we became a leading innovator in lifestyle performance apparel by making clothes for real life—plus working with premium wholesalers, building a leading e-commerce business, and opening retail stores around the world. We invite you to join team TravisMathew. The Sr. Director, Sales – National Accounts is responsible for leading TravisMathew’s National Accounts Sales organization to deliver profitable and sustainable growth for the brand and our wholesale partners. This individual is a strategic business leader who can cultivate strong relationships, partner across functions and lead & develop a sales team to craft commercial strategies that deliver positive brand and financial results.

Requirements

Demonstrated experience leading teams and developing people
Ability to coach / lead and collaborate at all organizational levels to develop win-win scenarios
Ability to influence key internal and external stakeholders through compelling presentations
Advanced verbal and written communication skills, with an ability to tailor communication style to any audience.
Ability to thrive in a fast paced, growing and less structured company environment
Ability to drive innovative channel and category development across multiple customers
Intermediate proficiency in P&L management
Strong understanding of key levers that drive wholesale and retail key performance indicators
Strong analytical and strategic planning skills
Strong knowledge of standard concepts, practices, and procedures within the sales field
Proficient in Microsoft Applications (i.e., Excel, PowerPoint, Word, Business Intelligence)
Bachelor’s degree in business, marketing, or a related field
Minimum 8 years of experience in the apparel industry
Minimum 7 years of experience in direct wholesale sales or account management
Minimum 3 years of direct people management and leadership experience

Nice To Haves

Established / proven relationships with department stores, golf majors and sporting goods is preferred

Responsibilities

Promote and cultivate TravisMathew’s mission, vision, and values
Align individuals’ sales targets and business goals with broader team and business strategies
Manage individuals’ performance against sales targets, business goals and individual development plans
Implement and lead hiring, training, and talent development programs to strengthen the National Accounts Sales organization and create a strong internal and external talent pipeline
Develop and execute multi-year revenue, profit, and investment plans that drive brand and business objectives
Lead the bottoms-up business planning and seasonal order reconciliation processes for National Accounts
Conduct quarterly business reviews with key internal stakeholders to highlight wholesale partners’ performance against business objectives and to share actionable insights
Lead the National Accounts Sales team in publishing weekly business recaps to key internal stakeholders
Conduct regular market, consumer, and channel analyses to inform product, marketing and overall business strategies
Own the full P&L for the National Accounts business
Manage all financial and operational levers to deliver revenue growth and profitability targets, and ensure a healthy business with our wholesale partners
Partner with finance to manage T&E, personnel and other operating expenses
Partner with the Sales Director - Men’s to align assortment plans with partner strategies and brand objectives
Cultivate strong relationships with wholesale partners through proactive communication, identifying win-win scenarios, and strong salesmanship
Monitor and analyze weekly sales performance to identify opportunities and create compelling proposals that meet customer and company goals and drive incremental business.
Partner across internal functions to support business plans and wholesale partners’ needs
Set the GTM agenda and dates, gates, and deliverables for the National Accounts Sales team each season
Own the preparation for and execution against partner meetings to ensure objectives are clearly defined and met
Ensure key takeaways and actions items from partner meetings are executed against in a timely manner
Partner with the Sales Director - Men’s to ensure assortment plans are executed across the marketplace
Manage the wholesale off-price business