Strategic Account Director – Department Stores

Location: New York

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R-025580
** OUTGROWN YOUR OWN BACKYARD? COME PLAY IN OURS.
** At Columbia, we’re as passionate about the outdoors as you are. And while our gear is available worldwide, we’re proud to be based in the Pacific Northwest, where natural wonders are our playground.

Every product we make and every task we undertake is inspired by the famous words of our founder Gert Boyle: “It’s perfect. Now make it better.” As pioneers of relentless improvement, we are constantly evolving.

We believe the outdoors is ours to protect and strive to keep our planet healthy. We believe in empowering people to experience the outdoors to the fullest.

And we believe in you.
** 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.
** HOW YOU’LL MAKE A DIFFERENCE
*** 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
** YOU ARE
*** A 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
** YOU HAVE
*** 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
*…