Vice President of Sales

Experience level

15+ years in footwear specific sales (10+ in management)

The Vice President of Sales is responsible for developing and executing the sales strategy for the firms footwear business. This executive will play a key role in driving profitable revenue growth across the company’s portfolio of licensed, owned, and private-label brands. You will lead the footwear sales organization, manage relationships with key retail partners, and work closely with Design, Product Development, Marketing, Planning, Finance, Operations, and Sourcing.

The position is accountable for achieving annual sales, gross-margin, inventory, and profitability objectives.

• Develop and execute annual and seasonal sales plans aligned with the company’s revenue, margin, distribution, and profitability objectives.
• Lead, develop, and motivate the footwear sales team, establishing clear goals and holding the organization accountable for results.
• Conduct regular sales meetings to review performance, opportunities, risks, customer activity, and progress against established goals.
• Manage and cultivate senior-level relationships with key retailers across department store, family footwear, sporting goods, specialty, mass, off-price, and e-commerce channels.
• Maintain direct sales responsibility for designated strategic accounts.
• Identify new customers, channels, and distribution opportunities that support the long-term positioning of each brand.
• Partner with Design, Product Development, Marketing, Planning, and Sourcing to ensure product assortments, pricing, and delivery strategies support customer needs and sales objectives.
• Provide market intelligence and retailer feedback to guide product development, assortment planning, pricing, and brand strategy.
• Approve customer pricing and negotiate programs to ensure sales and gross-margin objectives are achieved.
• Partner with Sourcing and Product Development to evaluate first costs, challenge pricing when necessary, and identify opportunities to improve product margins.
• Lead seasonal account planning, including sales targets, product assortments, door counts, average unit retail, promotional activity, and growth opportunities.
• Conduct quarterly sales forecast updates with the sales team and Finance to ensure the business is tracking against annual sales and profitability goals.
• Provide sales forecasts and projections by brand, account, channel, and season to the Planning, Marketing, Finance, and Operations teams.
• Lead regular sales opportunity and risk meetings with Executive Management, Sales, Planning, Finance, Marketing, and Operations.
• Review customer sell-through, inventory levels, replenishment opportunities, cancellations, markdown exposure, and potential inventory risks.
• Coordinate seasonal stock and opportunity purchases with the Sales, Planning, Sourcing, and Operations teams. Negotiate markdowns, allowances, returns, and other customer programs while protecting the company’s profitability.
• Work with Planning, Logistics, Warehouse, Finance, and Sales to develop liquidation strategies for excess, aged, or distressed inventory when necessary.
• Ensure that sales activities comply with all applicable brand positioning, distribution, pricing, and licensor requirements.
• Oversee the execution of sales strategies for licensed and owned brands in accordance with company and licensor guidelines.
• Provide direction for accounts supported by the customer service and account management teams.
• Manage the sales department’s budgets, commissions, travel, entertainment, and other expenses within established guidelines.
• Recruit and develop sales talent as needed to support the company’s growth strategy and evolving distribution needs.

• Minimum of 15 years of footwear sales experience, including at least 10 years in a leadership or management role.
• Proven record of building and leading a successful sales organization.
• Established relationships with senior management, senior merchants, and key decision-makers across major footwear retail channels, including department store, sporting goods, specialty, mass, off-price, and e-commerce, with particularly strong, current…