Director, Sales (Regional Accounts)

JR286 is seeking a Sales Director to join our North America Sales Leadership team.  Responsible for our Regional Account base, Key Partners in Sporting Goods, Team Channel and Specialty businesses.  There are 3 key components to the position:  1. Key Account Management of the most important accounts in the Region.  2. Category Sales Management of the entire Nike line, including marketplace management decisions, distribution, segmentation.  3. Regional Sales Team management.  You will own creating and driving a strategically focused business plan for the Regional Account Base that aligns to the Corporate and Geography Strategic Plans. Be the voice of Key Accounts and Regional priorities with the JR Product team to drive sustainable growth and identify new growth opportunities.  Leads the marketplace with channel/account/door level consumer right assortments that drives retailer profitability.  Execute Go To Market plans in support of the Nike Brand seasonal strategies.

What You’ll Do:

• Key Account Management
  • Establish and own strong relationships with retailer management teams across all Key Partners
  • Build comprehensive Strategic Account Plans in conjunction with sales reps for all Key Partners for 1 & 3 year growth plans at the category level.
  • Attend and Integrate into seasonal Nike Account meetings such as Key Account Planning Meetings, Final Lines and Team to Team meetings.
  • Lead preparation for and execution of all Seasonal Customer Sell In’s, including in season forecasting and long range planning.
  • Manage a mutually profitable and sustainable growth plan each season with all Key Partners.
  • Coordinate QBR and Annual Business reviews & Strategic Alignment meetings with Key Partners.
  • Drive Retail Marketing strategy each season, at the Key Partner and Category level
• Category Sales Management
  • Lead & Coordinate Seasonal Game Plan gates for the Regional business through PRO, PREVIEW, GTM and Final Lines.
  • Drive Seasonal category strategies at GTM and appropriately into the Marketplace for execution
  • Proactively own internal relationships with Sales Ops, Product, Finance & HR facilitating collaborative cross functional work between the Regional Sales Team and JR functions
  • Oversee and be the voice of your Regional business with the Product team, driving the evolution of product assortments, through competitive analysis, consumer insights, fact based wholesale and retail sales metrics.
  • Lead preparation for and execution of all Seasonal Customer Sell In’s, including seasonal forecasting, category prioritization, sales tools.
  • Review Seasonal Booking Teardown, identify gaps, establish and drive action plans each month
• Regional Account Executive Team Management
  • Lead, Coach, Drive & Inspire the Regional Account Executive team. Leverage Team meetings to share information, best practices, execute strategies. 
  • Engage 1:1 with each individual weekly, quarterly and annually, staying aligned through KPI Goals, Reviews, and provide daily support.
  • Coach & partner with Regional Sales Team in preparation for and execution of all Seasonal Customer Sell In’s with Key Partners. Prep meetings, scorecard review, strategy execution.
  • Guide the execution of Macro Growth Planning 2X year across Sales team.
  • Leverage Elastic B2B Platform to drive efficiency, productivity, sales and growth for the team

What to Bring:

• Minimum education: Bachelor’s Degree.
• 3-5 years of Key or Strategic Account Management.
• 3-5 years of people management experience, full HR responsibility, preferably with team size of 5 or more.
• 8-15 years of selling experience, multiple channel, category, product line experience.
• Ability to clearly articulate Brand Vision and lead Key Account Partnership alignment.
• Excellent written and oral communication skills.
• Comprehensive understanding of retail trade channels (retail acumen, competitive landscape, trends, business models etc.)
• Exceptional personal, & professional selling skills. High integrity, high energy, motivated, proactive, career oriented individual with a strong work ethic that will manage the brand within a competitive market place.
• Advanced computer skills. (Microsoft Applications: Outlook, Excel, Word, Power Point, Adobe. Zoom)

Nice to Have:

• Strong interpersonal and leadership skills. Proven ability to drive cohesion and collaboration among many different people & functions.
• Experience in the Sporting Good Industry or Equivalent
• Experience with the Nike Brand

 Additionally:

• Travel required – 50%
• Position is based remotely in the Continental United States in a Key City with a Major airport.

What We Offer:

• Competitive salary (we leverage market data) + benefits (medical, dental, vision, 401k match, life insurance, pet insurance)
• Company gym with access to personal trainer
• On-site Kitchen
• Paid Parental Leave
• Summer hours (Memorial Day through Labor Day)
• Responsible Time Off (aka Unlimited Vacation
• 13 company holidays
• Professional development workshops
• Employee product discounts on selected brands