Job description

Sea to Summit is an award-winning Australian brand and manufacturer of innovative, meticulously engineered outdoor gear designed for adventures at every altitude. We pass on our collective experiences - by designing equipment that brings you closer to the outdoors. Sea to Summit was established in 1990 and currently has offices in Western Australia, North America, Germany, and China. We currently have an excellent opportunity for a driven and motivated individual who has a passion for selling outdoor gear to join our team as our Sales Manager – West Coast & Canada in our Boulder, CO office. Position Overview The Sales Manager will represent Sea to Summit’s growing range of award-winning outdoor products to their outlined territory and portfolio of accounts. This position is responsible for driving sales strategy and revenue growth with assigned accounts and through progressive and effective sales agency management across Western USA and Canada. Sea to Summit’s salespeople provide best-in-class support and partnership to dealers including: assortment planning, : assortment planning, merchandising, promotional support, education & staff training, business analytics, and technical product expertise.They will bring elevated strategies and thinking to maximize the business and collaborate internally to ensure cross functional efforts are being directed to support these key accounts. They will manage multiple Sales Agencies in the Western USA and Canada, and act as their main point of contact and directly manage all related aspects including meetings, goaling, account and territory strategies, and support.

Position Duties & Requirements
Sales 45%

• Drive customer sales growth and profitability by achieving quarterly and annual sales goals and other identified KPIs for their portfolio of accounts
• Identify new business opportunities through networking and focused reconnaissance and maintain a working and prioritized prospective account list inclusive of projected business potential
• Cater each sales presentation to be specific and relevant to that individual account’s unique personalities, region, competition, and needs
• Leverage analytics through Dashboard Fox & SAP as well as Excel driven reporting to help deliver a perspective that is grounded in metrics when selling to or working with an account
• Develop strategic account level plans that leverage initiatives, strategies, and tactics to capitalize on opportunity and minimize risk.
• Foster and cultivate strong business relationships with buyers through timely follow-up, active listening, partnership focused communication, best-in-class support, business acumen, exuding a strong work ethic, integrity, and understanding and relating to their account’s specific needs
• Monitor and analyze sales performance metrics and suggest timely and effective solutions to customers that keep the company aligned with its goals
• Understand and study competitor products, positioning, program offerings, and support structure within the relevant region and be able to effectively position Sea to Summit product against them
• Partner and coordinate with Sales Educator on training and sell-in opportunities – utilize in-house Studio as necessary
• Conduct thorough sales, market, and channel analysis to help prioritize and vet possible distribution expansion opportunities
• Establish future season sell-in targets inclusive of assortment and expansion within existing accounts as well as new points of distribution
• Understand seasonal and ad-hoc / in-season sales programing and be able to leverage to influence account adoption
• Best in class training support to key retailers and specialty retailers in prioritized manner
• Consistently maintain detailed account call / support log to maintain steady communication and support

Account Management 30%

• Provide excellent support and engagement with account staff to achieve a high standard of product knowledge & merchandising
• Ensure all regional sales, service and marketing campaigns are executed in alignment with the company’s expectations
• Identify and capitalize on opportunities to partner with accounts to drive sell through and brand affinity
• Schedule and conduct informative and professional product clinics – either in person or through video
• Coordinate with Marketing team on seasonal retail initiatives with participating accounts.
• Respond to retailer questions or issues in a professional and timely manner

• Reporting/Planning 20%*
• In coordination Sales Director & Business Development Director to develop and execute detailed account and department level business plans for all National Accounts
• Coordinate with the Sales Director and Sales Coordinator to create detailed travel, marketing, and RPA expense budgets.
• Track and take ownership of monthly / quarterly / yearly expenses and ensure budget targets are achieved
• Maintain detailed monthly calendar and ensure all key planning deliverables and deadlines are realized
• Monitor regional sales inclusive of actual sales-to-forecast performance for relevant accounts and communicate with Senior Purchasing Manager and Sales Director as needed
• Provide weekly / monthly / quarterly reports to the Sales Director as requested
• Provide updated monthly account level revenue projections as requested
• Supply thoughtful bottoms up account level revenue targeting factoring in preseason commitments, historical sales trends, and other account specifics
• Continuously analyzes demand against forecasts/ plans, and retail sell-through for accounts.

Operations 5%

• Provide support for key National Account initiatives
• Support Customer Service a Reps as needed with order entry, order confirmations, back-order management, and other CS functions.
• Provide excellent sales and logistical support for national, regional, and consumer shows as needed
• Bring forward any potential marketing opportunities to the Marketing Team
• Demonstrate nimbility and provide cross functional support as business demand dictates
• Work in tandem with various departments and maintain flexible attitude supporting all the work that helps in achieving organizational goals, along with other duties as assigned

Our ideal candidate would have the following:

• 5+ years in sales role required, with proven track record of meeting key performance metrics in previous positions
• 5+ years sales experience in Outdoor Industry and 1+ year previous Retail experience is highly preferred
• Excellent sales and negotiation skills.
• Superb interpersonal skills, including the ability to quickly build rapport with both customers and peers
• Present themselves professionally and be comfortable when speaking with customers or giving presentations to a group
• Proficient in all MS Office applications especially MS Excel
• Excellent verbal and written communication skills.
• Thorough understanding of technical aspects of our products to be sold.
• Highly organized and have excellent follow-through
• Self-directed and takes initiative
• Passion for all things Specialty Retail, Outdoor activities, and participating in true team dynamics
• Willing to work a non-standard schedule, including some evenings and weekends
• Current Driver’s License & excellent driving record.

This is a full-time position with a comprehensive benefits package which include health insurance (medical, dental, vision), 401K match, paid time off, community service leave, paid holidays, gear allowance and some other great perks. The salary range for this role is $75,000- $85,000 This position is located in Boulder, Colorado. Sea to Summit is committed to building an inclusive environment for people of all backgrounds and everyone is encouraged to apply. We are an Equal Opportunity Employer and does not discriminate on the basis of race, color, gender, sexual orientation, gender identity or expression, religion, disability, national origin, protected veteran status, age, or any other status protected by applicable national, federal, state, or local law. Department – Sales

Job Type: Full-time

Pay: $75,000.00 - $85,000.00 per year

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