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). Experience growing licensed or branded apparel or accessories businesses preferred, including translating brand positioning and target-consumer insights into retailer-specific assortments and partnering on product development.

Exceptional organizational and leadership skills. 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