Strategic Account Director – Department Stores

Columbia Sportswear Company•New York, NY

2d•$194,680 - $340,570

About The Position

The Columbia Sales Team is a key driver of our brand’s growth across wholesale channels. We partner closely with national retailers, merchants, and internal teams across Merchandising, Planning, Marketing, and Product to deliver compelling assortments and strong financial performance. As the Strategic Account Director – Department Stores, you will own and lead Columbia’s U.S. department store business, including key national accounts such as Macy’s, Nordstrom, and Belk. This is a business ownership role, responsible for setting strategy, driving revenue and profitability, and managing the full commercial relationship with some of Columbia’s most important retail partners. You will operate at the intersection of brand, product, and financial performance—ensuring Columbia is positioned to win within a highly competitive department store environment.

Requirements

10+ years of wholesale sales experience in apparel, with clear progression into leadership roles
Direct ownership of major U.S. department store accounts (e.g., Macy’s, Nordstrom, Belk, Kohl’s, Dillard’s or similar)
Proven track record managing and growing multi-million-dollar wholesale businesses, with accountability for revenue and margin
Demonstrated ownership of: pricing strategy, markdown management, inventory flow and replenishment and season assortment planning
Strong, established relationships with department store merchants and buyers, with the ability to influence decisions at multiple levels
Experience leading cross-functional work across merchandising, planning, product, and marketing
A background in brand-side apparel wholesale, with exposure to fashion, lifestyle, or performance categories
Experience operating in environments where sell-through performance, margin management, and inventory discipline are critical to success
The ability to translate consumer, product, and financial insights into clear commercial strategies that drive growth
A track record of leading teams or influencing across organizations to deliver consistent business results

Nice To Haves

Commercial leader who approaches the role as a true business owner, not just an account manager
Experienced in working directly with department store merchants and buying teams
Able to balance strategic thinking with hands-on execution in a fast-moving environment
Highly effective in influencing decisions across both external partners and internal stakeholders
Strong in retail math, with a clear understanding of margin drivers, sell-through, and inventory dynamics
A leader who builds accountability, clarity, and performance within teams

Responsibilities

Own and lead the department store business, with full accountability for revenue, margin, and long-term growth
Develop and execute strategic account plans for Macy’s, Nordstrom, and Belk that expand market share and strengthen partnerships
Build and maintain senior-level relationships with merchants and executives, influencing assortment, pricing, and in-season decisions
Drive sell-in and sell-through performance across accounts, including ownership of pricing architecture, markdown strategy, and inventory flow
Lead seasonal assortment strategy in partnership with merchants and internal merchandising teams
Deliver data-driven insights and business reviews that inform both customer and internal decision-making
Identify opportunities to expand distribution, optimize assortments, and improve profitability across the department store channel
Partner cross-functionally across merchandising, planning, product, and marketing to ensure aligned execution and go-to-market success
Lead and develop a high-performing team, creating clarity, accountability, and consistent execution