Director of Sales – Mass Retail Channels

Responsibilities

• Lead day-to-day management of Mass Retail Channel accounts and customer relationships.
• Develop and execute sales strategies to achieve revenue, margin, and growth objectives across assigned retail partners.
• Build and maintain strong relationships with buyers, planners, merchants, and category managers at key retail accounts.
• Prepare and deliver customer presentations, line reviews, assortment recommendations, seasonal strategies, and business updates.
• Identify opportunities for category expansion, new product placements, promotional growth, and market penetration.
• Negotiate business terms, promotional programs, and merchandising opportunities to maximize sales and profitability.
• Drive account growth through strategic planning, customer engagement, and collaborative business development initiatives.
• Analyze sales trends, inventory performance, replenishment metrics, customer scorecards, and financial KPIs.
• Develop accurate sales forecasts and support inventory planning initiatives to ensure business continuity and growth.
• Monitor market trends, competitive activity, consumer behavior, and customer insights to support strategic decision-making.
• Collaborate with finance, planning, and operations teams to manage profitability, promotional investments, and margin performance.
• Proactively identify business risks and develop action plans to improve sales performance and operational efficiency.
• Utilize retail analytics and reporting tools to evaluate business opportunities and recommend growth strategies.
• Partner with merchandising, design, sourcing, production, operations, licensing, and marketing teams to ensure successful program execution.
• Support, mentor, and develop sales team members supporting the Mass Retail Channels business.

• Bachelor’s degree in Business, Marketing, Merchandising, or related field preferred.
• 5–8+ years of sales, account management, or business development experience within consumer products, apparel, licensed products, or wholesale industries.
• Direct experience managing Mass Retail Channel accounts preferred.
• Proven ability to drive sales growth, manage retail relationships, and execute strategic business initiatives.
• Strong understanding of mass retail operations, merchandising processes, replenishment systems, and retail planning practices.
• Excellent communication, negotiation, presentation, and analytical skills.
• Strong organizational skills with the ability to manage multiple priorities in a fast-paced environment.
• Proficiency in Microsoft Office Suite, retail reporting systems, sales analytics tools, and forecasting platforms.
• Ability to interpret financial data and make informed business recommendations.