Rastaclat, LLC:
Domestic Business Development Manager (CA - REMOTE) Job in Long Beach, CA
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Long Beach, CA
Full-time | Sales – Independent Rep, Sales - Inside, Sales - Outside
About the job
The Domestic Business Development Manager will be responsible for establishing representation and development of the brand, creating account plans, identifying sales opportunities, and creating Domestic sales forecasts for the company. This position is accountable for ensuring the Domestic channel’s sales goals and targets are achieved within the planned sales forecast. The Domestic Business Development Manager will directly interact with key accounts and retailers, manage the internal and external Sales and Sales Operations teams, build sales presentations, and field inquiries regarding orders, shipments, and products. This role will also drive B2B growth with all product lines and categories. The Domestic Business Development Manager will report directly to the Sr. Director of Global Business Development.
RESPONSIBILITIES //
SALES PLANNING & FORECASTING
• Develop and manage the overall Domestic Sales strategy, forecast, and department budget.
• Develop seasonal sales execution plans to achieve quarterly and annual sales objectives.
• Manage inventory levels for Domestic Major Accounts and assist Production team with suggested product procurement.
• Provide feedback on competitors, general market trends, and product opportunities.
• Track and monitor the sales forecast versus actuals on a monthly, quarterly, and annual basis.
SALES MANAGEMENT
• Manage internal and external sales representatives’ performance by holding them accountable to their KPI’s.
• Lead and collaborate by managing direct reports to ensure KPI’s are met for the Domestic Sales and Sales Operations teams.
• Manage Sales Representative agreements from negotiations to execution of contracts and determine KPI’s of success.
• Develop and distribute sales materials for internal and external Sales Representatives and Domestic retail partners.
• Lead & plan tradeshows in alignment of brands key markets and target markets.
• Travel with Sales Reps and accounts to ensure the Rastaclat brand and product strategy is executed.
• Attend account events and regional tradeshows as needed.
• Introduce, align, and lead retail marketing co-ops with Major Domestic Accounts and external Sales Representatives.
• Increase brand visibility and secure in-store real estate by having fixtures, POP, and merchandising POS placed throughout all independent retailers.
• Lead the Domestic Sales team during product launches and tradeshows to ensure appropriate brand messaging for all accounts in terms of strategy, support, and execution.
SALES PROCUREMENT
• Leverage key industry relationships to create new partnerships and alliances that contribute to long-term revenue growth.
• Engage with buyers to promote the Rastaclat brand and sales.
• Increase accounts and sales in Domestic territories by developing comprehensive presentations to potential buyers.
• Onboard new accounts by coordinating the completion of dealer applications and ensuring accounts have sufficient sales tools and resources.
• Receive and approve incoming product requests from Domestic retailers.
• Lead product planning strategies of all Domestic Major Accounts while ensuring sales goals and brand initiatives are aligned.
SALES REPORTING & COMMUNICATION
• Manage the Domestic Sales Operations and Customer Service Teams.
• Manage sales to inventory, turn and gross-margin activity, Domestic production buys, present results along with any recommendations for rebuys or depletion strategies in the weekly meetings with the Sr. Director of Global Business Development.
• Review all sell-through reports, product margins, and product turn performance in the Domestic Sales Channel to provide weekly summaries and recommendations to the Sr. Director of Global Business Development.
• Manage approvals of customer claims, markdowns, allowances, marketing, and RTV.
• Collaborate with the Accounting team on accounts receivables, assisting with escalated collections efforts while maintaining customer relationships.
• Work with internal and external Sales Representatives to manage and police Terms and Conditions for Domestic Accounts.
• Manage order file to ensure orders in the system are prioritized appropriately.
SALES DEVELOPMENT
• Prospect, establish, manage, and grow the sales team and Domestic key accounts.
• Analyze internal resource needs within the department to prospect, hire, and develop sales staff to align with the needs of company strategies.
• Identify training needs and lead workshops for internal sales representatives, external sales representatives, and retailer sales associates.
• Mentor and develop the Domestic Sales and Sales Operations teams while strengthening collaborations with cross-functional teams.
CULTURE & VALUES
• Maintain Culture & Core Value Alignment with Rastaclat's values (Passion, Righteousness, Integrity, Discovery, Excellence) and contribute to achieving company’s mission to inspire the world to Seek the Positive.
QUALIFICATIONS //
• The ideal candidate will have 5+ years of prior Sales Management work experience in the action sports, apparel, accessory, or related field preferred.
• Must be detail oriented with excellent communication and presentation skills.
• Demonstrate ability to work as part of a team.
• Must be well versed with Microsoft Office, Microsoft Word, Microsoft Excel.
• Experience with Full Circle, DOMO and EDI a plus.
• General understanding of Domestic Major Vendor Compliance, Routing Guides, and Fulfillment requirements.
• Track record of achieving sales goals and initiatives.
• Ability to multi-task, prioritize, and manage time effectively.
RESPONSIBILITIES //
SALES PLANNING & FORECASTING
• Develop and manage the overall Domestic Sales strategy, forecast, and department budget.
• Develop seasonal sales execution plans to achieve quarterly and annual sales objectives.
• Manage inventory levels for Domestic Major Accounts and assist Production team with suggested product procurement.
• Provide feedback on competitors, general market trends, and product opportunities.
• Track and monitor the sales forecast versus actuals on a monthly, quarterly, and annual basis.
SALES MANAGEMENT
• Manage internal and external sales representatives’ performance by holding them accountable to their KPI’s.
• Lead and collaborate by managing direct reports to ensure KPI’s are met for the Domestic Sales and Sales Operations teams.
• Manage Sales Representative agreements from negotiations to execution of contracts and determine KPI’s of success.
• Develop and distribute sales materials for internal and external Sales Representatives and Domestic retail partners.
• Lead & plan tradeshows in alignment of brands key markets and target markets.
• Travel with Sales Reps and accounts to ensure the Rastaclat brand and product strategy is executed.
• Attend account events and regional tradeshows as needed.
• Introduce, align, and lead retail marketing co-ops with Major Domestic Accounts and external Sales Representatives.
• Increase brand visibility and secure in-store real estate by having fixtures, POP, and merchandising POS placed throughout all independent retailers.
• Lead the Domestic Sales team during product launches and tradeshows to ensure appropriate brand messaging for all accounts in terms of strategy, support, and execution.
SALES PROCUREMENT
• Leverage key industry relationships to create new partnerships and alliances that contribute to long-term revenue growth.
• Engage with buyers to promote the Rastaclat brand and sales.
• Increase accounts and sales in Domestic territories by developing comprehensive presentations to potential buyers.
• Onboard new accounts by coordinating the completion of dealer applications and ensuring accounts have sufficient sales tools and resources.
• Receive and approve incoming product requests from Domestic retailers.
• Lead product planning strategies of all Domestic Major Accounts while ensuring sales goals and brand initiatives are aligned.
SALES REPORTING & COMMUNICATION
• Manage the Domestic Sales Operations and Customer Service Teams.
• Manage sales to inventory, turn and gross-margin activity, Domestic production buys, present results along with any recommendations for rebuys or depletion strategies in the weekly meetings with the Sr. Director of Global Business Development.
• Review all sell-through reports, product margins, and product turn performance in the Domestic Sales Channel to provide weekly summaries and recommendations to the Sr. Director of Global Business Development.
• Manage approvals of customer claims, markdowns, allowances, marketing, and RTV.
• Collaborate with the Accounting team on accounts receivables, assisting with escalated collections efforts while maintaining customer relationships.
• Work with internal and external Sales Representatives to manage and police Terms and Conditions for Domestic Accounts.
• Manage order file to ensure orders in the system are prioritized appropriately.
SALES DEVELOPMENT
• Prospect, establish, manage, and grow the sales team and Domestic key accounts.
• Analyze internal resource needs within the department to prospect, hire, and develop sales staff to align with the needs of company strategies.
• Identify training needs and lead workshops for internal sales representatives, external sales representatives, and retailer sales associates.
• Mentor and develop the Domestic Sales and Sales Operations teams while strengthening collaborations with cross-functional teams.
CULTURE & VALUES
• Maintain Culture & Core Value Alignment with Rastaclat's values (Passion, Righteousness, Integrity, Discovery, Excellence) and contribute to achieving company’s mission to inspire the world to Seek the Positive.
QUALIFICATIONS //
• The ideal candidate will have 5+ years of prior Sales Management work experience in the action sports, apparel, accessory, or related field preferred.
• Must be detail oriented with excellent communication and presentation skills.
• Demonstrate ability to work as part of a team.
• Must be well versed with Microsoft Office, Microsoft Word, Microsoft Excel.
• Experience with Full Circle, DOMO and EDI a plus.
• General understanding of Domestic Major Vendor Compliance, Routing Guides, and Fulfillment requirements.
• Track record of achieving sales goals and initiatives.
• Ability to multi-task, prioritize, and manage time effectively.