Principal Key Account Representative - Amazon Account

SOREL’s Sales team partners with external partners—from wholesale key accounts to independent boutiques—and internal teams including Merchandising, Marketing, and Design to understand consumer needs, marketplace realities, and how our product fits into that equation. The team’s business savviness and sales strategy expertise drive strong partnerships and solid results.

About the role

As a member of the Sales team, the Principal Key Account Representative drives sales strategies to support our Amazon account. Using an enterprise mindset, you’ll optimize profitability for both Columbia Sportswear and Amazon. Responsibilities include account presentations, financial planning and in-season management, assortment planning, and assisting with inventory projections and tracking.

Responsibilities

• Manage all aspects of the Amazon account by developing and implementing sales strategies that promote the sale and sell-through of SOREL product.
• Drive sustainable and profitable sales growth for Amazon’s strategic account.
• Harvest and cultivate sales opportunities by leveraging analytics and aligning brand priorities.
• Use sales analytics, product, consumer, and marketplace expertise to construct compelling seasonal Go-to-Market plans and provide associated business forecasts to internal stakeholders.
• Partner and collaborate with internal and external cross-functional teams to run a best-in-class business.
• Develop growth strategies that align to brand expectations and deliver on goals of increased market share while elevating brand equity.
• Partner with leadership to develop short-term growth strategies and provide input into long-term strategies.
• Use elevated and persuasive storytelling and directive selling techniques to deliver compelling seasonal product presentations.
• Execute and collaborate with internal and external partners to create and implement marketing plans that build consumer awareness, drive conversion, and lead to brand advocacy.
• Leverage marketplace intelligence and consumer insights to create, execute, and share best practices for activating brand strategy.
• Understand all components of an upfront financial plan for an account/department and develop a plan for each account, including receipt flow and retail math.
• Perform financial analysis of in-season key metrics, analyze and manage sell-through, and make recommendations on order shifts and flows to positively affect seasonal financials.
• Work closely with key accounts to establish appropriate sales goals based on sales history analysis and projected sales trends.
• Meet regularly with the buying and management teams of key accounts to project and manage inventory on hand and purchase needs.
• Meet regularly with SOREL sales management to review sales data and account management.
• Use strong presentation skills to tell the brand story, initiative stories, and product-specific presentations at the selling table.
• Work closely with SOREL departments to coordinate product presentations and provide information on technical aspects of product, including design and materials.
• Manage sales order entry, bulk management, auto-replenishment forecasts, order flow, and fulfillment.
• Collaborate with an internal SOREL team of merchants, customer service, and planning responsible for product planning, production, sales and inventory projections, SMU design, operational and logistics support, and information sharing to properly manage key account business.
• Understand and facilitate implementation of key online marketing strategies.
• Manage all online sales components, including brand landing pages, site SKU management, and product descriptions.
• Develop strategies to maintain profitability, including off-price and promotional offers.
• Understand the competition and communicate competitive issues to management and merchandising.

Requirements

• Familiar with standard concepts, practices, and procedures within the sales field.
• Strong written and verbal communication skills.
• Able to handle and work with proprietary, private, and confidential information.
• An out-of-the-box thinker willing to challenge the status quo; creative ideas and solutions preferred.

Qualifications

• Bachelor’s degree in Business Administration, Marketing, or equivalent combination of education and experience.
• 8+ years of experience in sales within the footwear and/or apparel industry.
• 5+ years of Amazon Fashion account experience required.
• Thorough knowledge of marketing, sales theory, strategy, prospecting, account business planning, forecasting, use of sales aids, and closing techniques.
• Knowledge of product lines/services and the outdoor industry.
• Proven experience in defining retailer value-add from markets, outdoor industry, product trends, and key data.
• Experience leading business reviews and creating marketing plans.
• Advanced interpersonal skills, including the ability to quickly build relationships.
• Ability to travel 25% of the time.

Pay

Salary Range: $114,610 – $191,320. Pay decisions are determined by multiple factors, including what the market is paying, a candidate’s capabilities and skills, years of experience, and internal equity.

Benefits

• 401k plan with a generous company match.
• Medical, dental, vision, life insurance, and disability coverage.
• Flexible spending accounts and health savings account.
• Assortment of voluntary benefit offerings (accident, critical illness, hospital indemnity, and legal services).
• Free and confidential 24/7/365 counseling services (EAP+).
• Extensive wellness benefits.
• Employee discounts.
• Generous time off program.