Director of Sales - Club. Off Price Account

Position Summary

The Sales Director will lead sales strategy, account growth, and merchandising for the Clubs and Off-Price business, translating brand positioning and consumer insights into account-specific growth opportunities. This role owns retailer relationships and partners with cross-functional teams to deliver compelling assortments, achieve revenue and margin goals, and ensure timely execution from concept through delivery.

Essential Duties & Responsibilities

Sales

• Develop and execute account strategies to meet or exceed revenue, margin, and growth targets across Clubs and Off-Price.
• Serve as the primary sales contact for assigned accounts, building strong buyer relationships and aligning offerings with each retailer’s customer, pricing, and business objectives.
• Lead buyer presentations and line reviews, highlighting product attributes and account-specific growth opportunities.
• Negotiate pricing, terms, and promotional strategies to support profitable growth.
• Analyze sales, sell-through, and inventory performance to identify opportunities, address risks, and recommend adjustments.
• Partner with Account Management to track orders, resolve execution issues, and support on-time delivery.

Merchandising & Product Development

• Partner with Planning to establish seasonal SKU plans and assortments aligned with account goals and company KPIs.
• Guide assortment development across brands, licenses, and categories, identifying product gaps and opportunities for new programs, in-season additions, and available inventory placements.
• Collaborate with Design, PD, Sourcing, and Production to ensure products meet retailer requirements, target costs, margin expectations, and development timelines.
• Monitor consumer trends, competitive assortments, and retailer feedback to inform future product development.
• Partner with Licensing to ensure assortments meet brand standards and approval deadlines.

Market Preparation & Execution

• Lead market preparation, including assortment selection, presentation materials, sample readiness, and showroom setup.
• Prepare management recaps outlining current business, growth opportunities, and risks ahead of market.
• Oversee sample coordination before, during, and after market, and communicate buyer feedback and next steps to internal partners.
• Partner with cross-functional teams to coordinate buyer approvals for lab dips, fit samples, pre-production samples, and TOP samples.
• Ensure packaging and marketing materials meet retailer, brand, and licensing requirements.

Minimum Qualifications

• 5+ years of sales/account management experience, preferably within apparel, accessories, or licensed goods, with a strong background in mass retail.
• Proven track record of managing Clubs/Off Price or similar big-box retail accounts.
• Strong understanding of merchandising, retail math, product costing, and margin management.
• Excellent communication, presentation, and negotiation skills with demonstrated success in building long-term retail partnerships.
• Ability to analyze POS and market data to drive business decisions.
• Strong collaboration skills with cross-functional teams (design, merchandising, production, sourcing, supply chain).

Core Competencies

• Strategic Account Management
• Communication & Presentation Skills
• Data-Driven Decision Making
• Negotiation & Influence
• Sense of Urgency & Execution

Working Conditions

• Requires up to 20% travel to Costco headquarters (Seattle) and market meetings.
• This position being fully remote