Director of Wholesale Sales

Posted by Far Bank Enterprises on 07/01/2024

Job Basics

Industry Sector: Fishing

Job Categories: Sales - Company Rep & Support

Company Type: Apparel/SoftGoods, HardGoods/Equipment

State: WA

City: Seattle

Country: United States

Required Experience: 5 - 7 years

Job Type: Full Time

Salary: 150,000-175,000

Required to Relocate: No

Required to Travel: Yes

Employee May Telecommute: Yes

Job Seeker Must Live Within:

Job Description & Requirements

Far Bank is the world's authority in fly fishing, comprised of the greatest brands in the industry - Sage, Redington, RIO Products, and Fly Water Travel. Founded in 1980, Sage's core mission is "perfecting performance" through our Made in the USA fly rods and high-end fly reels. Redington is the go-to provider of accessible fly-fishing rods, reels, waders, wading boots, and apparel for the value conscious angler. RIO Products is recognized as the world's leading producer of the highest performance fly lines, leader, tippet, and flies for the specialty fly fishing market. Fly Water Travel provides world-class on-the-water experiences.

The Director of Wholesale Sales is responsible for driving sales and profitability through engagement with specialty retail, national accounts, the sales team, and independent sales representatives. The Director of Wholesale Sales is responsible for maximizing the revenue performance by leading the team to achieve annual sales plans across all North American wholesale accounts.

Job Description

• Collaboratively devise and articulate Far Bank brand positioning and key strategic initiatives for brands, where appropriate; strategize optimal placement in store.
• Lead regular review of shipments and orders, sales and stock levels, merchandising and markdowns with sales team.
• Oversee communications and feedback between customers and internal partners in Sales, Product and Marketing.
• Lead the development of sales, distribution, and customer relations management strategies for the US wholesale business including specialty fly retailers and national/key accounts.
• Drive revenue and profitability through in-depth wholesaler knowledge, account and margin analysis, detailed progress reviews and creative thinking.
• Align Far Bank sales programs with revenue objectives and marketplace dynamics. Regularly evaluate program success and opportunities for improvement and work cross-functionally to implement revisions.
• Lead the development of the company's annual sales budget and regional and key account sales plans.
• Work with internal and external resources to develop and manage Far Bank's go-to-market strategies, programs and assets. Communicates vision to all relevant customers.
• Lead internal and external teams in the development of tools that support sales and distribution strategies and programs to meet or exceed established sales plans.
• Delivers feedback to direct reports on an ongoing basis to ensure clarity of performance against objectives throughout the year.
• Collaborate with the Far Bank's marketing team to help develop and execute sales and marketing programs to drive our brands with targeted retailers & consumers.
• Collaborate with the Far Bank's marketing team and key retailers to deliver a strong return on co-op dollars.
• Communicates on an ongoing basis with the Product, Merchandising and Finance Teams, as to performance and opportunities compared to industry and competition.
• Collaborate with the Far Bank's product creation team to develop global product assortment and comprehensive sales programs and materials to support the launch of each seasonal product line.
• Lead the development and execution of a plan to consistently and objectively measure the effectiveness of the company's sales programs and investments.

Outcomes:

• A thorough understanding of the marketplace, and the competitive field that Far Bank competes in that is shared with the internal team. Improved alignment within Far Bank and with our retail partners.
• Engaged sales representatives and retailers.
  • Recruits, coaches, and mentors a world-class sales team to support Far Bank's seasonal and long-range business objectives.
  • Partner with Sales Operations to ensure the highest levels of account service in the industry.
  • Execute sales meetings based on strategy developed in junction with CRO, CPO/CMO. Responsible for creation of agenda and sell-in story /presentations.
  • Annual sales plans are updated by channel and sales forecasts updated regularly. Analyze performance vs. plan, and coordinate with regions and sales reps to achieve results.
  • Improved communications so that wholesale partners understand Far Bank decisions, when decisions will go into effect, why key decisions were made and how decisions benefit our partners.
  • Top-to-top relationships are intimate and lasting between Far Bank and its most important specialty and national account partners.
  • Fewer distribution conflicts within wholesale and more symbiotic relationship between direct and wholesale channels.
• A Far Bank product and marketing team that is informed of wholesale retail trends in fly fishing business.
  • Product feedback is shared in a timely manner.
  • Support Far Bank at key retail and/or consumer events.
  • Identify sales growth opportunities and challenges, and lead the sell-in cycle, generally twice annually and address as appropriate.

Knowledge, Skills and Abilities Required

• Bachelor's degree or equivalent required.
• Leadership skills required to manage independent rep force and lead direct reports and work effectively with peers (Director of Sales Opps, planning, product, and finance teams).
• Minimum of 5 years of experience in account management, preferably for an outdoor apparel or fishing brand.
• Demonstrated ability to analyze account specific needs to develop and implement a strategic plan and to grow business.
• Strategic selling skills with a command of value-added sales techniques.
• Ability to develop and manage relationships with key decision makers and influencers.
• A proven track record of exceptional organizational, planning and negotiating skills in addition to exceptional verbal and written communication.
• Must be highly motivated and results oriented with the ability to work independently and in a team environment with ability to easily adapt to change, and consistently meet deadlines.
• Ability to make independent decisions and regularly suggest ways to improve services and processes.
• Strong PC skills/aptitude. Intermediate Proficiency in MS Office programs (Word, Excel, and PowerPoint).
• Overnight travel up to 50%.

Working Conditions

Both office & field environment. Extensive travel required (50%).

The above statements are intended to describe the general nature and level of work being performed and are not intended to be an exhaustive list of all responsibilities, duties and skills which may be required.

Compensation includes an expected annualized salary: $150,000 - $175,000 + bonus

About Far Bank Enterprises

Far Bank is the world’s authority in fly fishing, comprised of the greatest brands in the industry – Sage, Redington, RIO Products, and Fly Water Travel. Founded in 1980, Sage’s core mission is “perfecting performance” through our Made in the USA fly rods and high-end fly reels. Redington, acquired by Sage in 2003, is the go-to provider of accessible fly-fishing rods, reels, waders, wading boots, and apparel for the value conscious angler. RIO Products joined the family in 2005 and is recognized as the world's leading producer of the highest performance fly lines, leader, tippet, and flies for the specialty fly fishing market. In 2018, Fly Water Travel (FWT) joined the Far Bank family, complementing our industry-leading products with world-class on-the-water experiences. At Far Bank, our core purpose is to inspire the fly angler through outstanding products and extraordinary experiences. Far Bank Enterprises is a wholly owned subsidiary of the Joshua Green Corporation.

 We’re a “work hard/play hard” culture that encourages intra- and inter-department collaboration and camaraderie—whether it’s in the office or on the water. Beyond our internal teamwork, we’re an intimate part of the fly fishing and greater outdoor community, providing our employees unique opportunities to enjoy outdoor gear and experiences.