Strategic Account Director – Department Stores

About the role

The Columbia Sales Team is a key driver of our brand’s growth across wholesale channels. We partner closely with national retailers, merchants, and internal teams across Merchandising, Planning, Marketing, and Product to deliver compelling assortments and strong financial performance. As the Strategic Account Director – Department Stores, you will own and lead Columbia’s U.S. department store business, including key national accounts such as Macy’s, Nordstrom, and Belk.

Responsibilities

• Own and lead the department store business, with full accountability for revenue, margin, and long-term growth
• Develop and execute strategic account plans for Macy’s, Nordstrom, and Belk that expand market share and strengthen partnerships
• Build and maintain senior-level relationships with merchants and executives, influencing assortment, pricing, and in-season decisions
• Drive sell-in and sell-through performance across accounts, including ownership of pricing architecture, markdown strategy, and inventory flow
• Lead seasonal assortment strategy in partnership with merchants and internal merchandising teams
• Deliver data-driven insights and business reviews that inform both customer and internal decision-making
• Identify opportunities to expand distribution, optimize assortments, and improve profitability across the department store channel
• Partner cross-functionally across merchandising, planning, product, and marketing to ensure aligned execution and go-to-market success
• Lead and develop a high-performing team, creating clarity, accountability, and consistent execution

Requirements

You are a commercial leader who approaches the role as a true business owner, not just an account manager. Experienced in working directly with department store merchants and buying teams. Able to balance strategic thinking with hands-on execution in a fast-moving environment. Highly effective in influencing decisions across both external partners and internal stakeholders. Strong in retail math, with a clear understanding of margin drivers, sell-through, and inventory dynamics. A leader who builds accountability, clarity, and performance within teams.

Qualifications

• 10+ years of wholesale sales experience in apparel, with clear progression into leadership roles
• Direct ownership of major U.S. department store accounts (e.g., Macy’s, Nordstrom, Belk, Kohl’s, Dillard’s or similar)
• Proven track record managing and growing multi-million-dollar wholesale businesses, with accountability for revenue and margin
• Demonstrated ownership of: pricing strategy, markdown management, inventory flow and replenishment, and season assortment planning
• Strong, established relationships with department store merchants and buyers, with the ability to influence decisions at multiple levels
• Experience leading cross-functional work across merchandising, planning, product, and marketing
• A background in brand-side apparel wholesale, with exposure to fashion, lifestyle, or performance categories
• The ability to translate consumer, product, and financial insights into clear commercial strategies that drive growth
• A track record of leading teams or influencing across organizations to deliver consistent business results

Skills

Not specified

Benefits

Not specified

Pay

Salary Range: $194,680 - $340,570

Schedule

Not specified