Job Description Director, Sales & Business Development The Director, Sales is responsible for driving revenue, profitability, and long-term strategic growth across key wholesale and retail accounts within the company’s multi-brand portfolio. This role translates the Company’s vision and Long Range Plan (LRP) goals into actionable sales strategies and serves as the primary owner of high-level customer relationships, assortment planning, and sales execution. The Director, Sales ensures cross-functional collaboration across Merchandising, Planning, Marketing, Operations, and Finance to deliver optimal results for both the company and its retail partners. Key Responsibilities • Business Development • Lead strategic efforts to land new wholesale and retail accounts across multiple channels, including club, institutional, and specialty retail partners. • Expand the distribution footprint by identifying and pursuing high-potential accounts aligned with brand and business objectives. • Develop and execute a pipeline of new business opportunities, from prospecting through pitch, negotiation, and onboarding. • Drive incremental sales by expanding product categories or programs within existing accounts. • Collaborate with internal teams to customize proposals and deliver compelling, data-driven business cases. • Represent the company at key industry events and trade shows to network, generate leads, and promote the brand portfolio. • Sales, Reporting & Financial Ownership • Set, manage, and be accountable for topline revenue targets, margin goals, and profitability by account/channel. • Own the P&L for assigned business, making informed decisions to optimize sales and financial outcomes. • Identify white space and incremental growth opportunities by analyzing sales performance, market data, and competitive benchmarks. • Lead the creation of detailed sales presentations and hindsight reports using internal reporting and retail partner dashboards. • Develop and manage account-level pricing, margin, and promotional strategies in partnership with Merchandising and Account Managers. • Assortment & Channel Strategy • Build and maintain customer-specific assortments that align with broader brand and business strategies. • Partner with Merchandising to support seasonal line architecture, replenishment programs, and exclusive product strategies. • Align with Marketing and Ecommerce on timing of launches, promotions, and content to support channel-specific plans. • Operational & Contractual Oversight • Negotiate and manage all aspects of account agreements, including pricing terms, co-op, allowances, and compliance chargebacks. • Ensure all account-level service requirements are met, including PO delivery windows, vendor guides, and system compliance. • Lead buy planning and drop execution per internal calendars and account requirements. • Customer Relationship Management • Act as the senior point of contact for key merchant and buying partners. • Own the customer relationship from strategic planning through seasonal execution. • Lead customer-facing meetings, line reviews, and business updates, ensuring thoughtful preparation and effective follow-through. • Cross-Functional Leadership • Drive alignment across internal teams to ensure sales execution is on time, on brand, and meets business goals. • Work closely with Supply Chain and Production to mitigate delivery risk and maintain healthy inventory flow. • Use project management tools such as Asana to track cross-functional deliverables and ensure accountability. • Inventory & Sell-Through Accountability • Analyze sell-in vs. sell-through performance by customer and category to identify risks and develop solutions. • Partner with Planning to manage aging inventory and create exit strategies as needed. • Forecast and proactively adjust plans based on recent performance, market shifts or retailer trends.