Key Accounts Manager - DSG & Academy

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For over 40 Years, Merrell has been trying to share the simple power of the being outside with everyone. We believe in the positive benefit of the outdoors to restore individuals and communities. As a result, we want to fuel the growth of outdoor participation through the creation of awesome products and amazing stories that encourages people to get outside everyday whether in the city or on the trail. To help drive this journey, we are looking for a Key Account Manager to grow our relationships with DSG and Academy, reporting into our Sales Director for Sporting Goods.

This individual will drive business development and growth of key accounts to achieve sales and profitability objectives. The ideal candidate will build winning customer relationships and demonstrate a keen sense of curiosity to promote product placement in their assigned channels of distribution. They will utilize data and insights to identify marketplace opportunities, develop strategic sales presentations to communicate with impact and execute a winning sales plan with a passion for excellence.

Primary Duties:

• Formulate and implement strategic sales plans in conjunction with senior leadership and cross-functional partners that will execute against brand sales and profit goals to ensure that objectives are achieved or exceeded.

• Cultivate and sustain strong, long-term relationships with senior leaders and decision-makers within key accounts. Regularly engage with senior stakeholders to foster trust, address concerns, and identify opportunities for growth and collaboration.

• Collaborate cross-functionally with Sales Planning, Product, Finance and Marketing to develop business plans and forecasts.

• Represent needs of key accounts with Merchandising to ensure account product needs are being met on a consistent basis. Identify and communicate competitive trends.

• Drive growth by selling proper quantity of assortment product that a customer can profitably retail and a quality composition of assortment product to ensure growth in the territory.

• Maintain a thorough understanding of the marketplace (competitor information, consumer understanding, current/future market penetration, etc.) to drive forecast accuracy.  During presentations gives leadership direction by recommending assortments.

• Initiate, develop and sell accounts in keeping with our distribution strategies.

• Prepare for each sales call in advance with an analytical approach to link solutions to business needs – knows what the retailer has on order, delivery update, what is reordering and previous year’s sales history.

• Monitor model stocks and determine proper pairs and levels of inventory and timing of recommended markdowns.

• Plan a conversion strategy that enables a profitable transition from one season to the next.

• Advise management routinely of problems and opportunities in the accounts, offers recommended solutions when management is needed.

• Maintain a consistent frequency of in-store visitation to ensure execution of brand presence, visual roll-out/events, driving turn and door volume.

• Identify areas of underdeveloped business and formulate a strategy to capture increased market share.

• Maintain updated account and sales records and analyzes and reports selling information to company on weekly basis for key accounts.

• Performing duties consistent with the Company’s AAP/EEO goals and policies.

• Performing other duties as required/assigned by manager.

Knowledge, Skills and Abilities Required:

• Bachelor’s degree or equivalent work experience.

• 7+ years of Sales experience and 3 years of Key Account Management experience with demonstrated sales skills; footwear experience preferred.

• Demonstrated ability to develop strong business partnerships to deliver mutually beneficial solutions.

• Entrepreneurial and enthusiastic self-starter who can manage day-to-day details as well execute against long-term strategic vision and objectives.

• Excellent oral and written communication skills, time management skills and is detail oriented.

• Compelling storyteller who can share a vision instead of taking a more transactional approach. Easily adapts to needs of different audiences.

• Strong analytical ability to dive deep into business insights and financial results to inform action.

• Supports a culture of curiosity through a test & learn approach.

• Actively embraces a growth mindset with an openness to feedback to support continuous improvement.

• Must understand and stay connected to the marketplace. Prefer a strong interest in sneaker, sport and fashion culture.

• Brings a strong team mentality approach to their work and comfortable positively driving and influencing change.

• Must possess strategic selling and presentation skills, and have a professional presence when dealing with customers.

• Proficient MS Office (excel, word and powerpoint)

• Working knowledge of retail math measurements (i.e. gross margin, turn and markdowns).

Working Conditions:

Field sales environment. Consistent travel required (30%).  Ability to push, pull and lift up to 50 lbs.

#LI-ND #LI-Remote

Salary Minimum

$128,000.00

Salary Maximum

$168,000.00

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.

Wolverine Worldwide, Inc. is committed to creating a company that is as diverse as our consumers. We value the differences in one another and believe our differences make us stronger. Our diverse and inclusive corporate culture starts with the recruitment process. We are committed to being an equal opportunity employer. We aim to create equal opportunities for our associates, customers, and suppliers regardless of race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, or any other legally protected characteristic.

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