The Vice President, Sales at JR286 will be accountable for the overall revenue, margin, and inventory forecasting/management for the Dakine Equipment business unit. This role will manage global sales and channel management and lead the Sales Management/Operations teams while fostering close working relationships with internal/external stakeholders to ensure operational efficiency and sales growth. Reporting to the SVP and Chief Commercial Officer and working closely with the Executive Leadership, finance, operations, HR and product teams, this role will be key in aligning and growing revenue, margin, and inventory goals for Dakine Equipment.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
(OTHERS MAY BE ASSIGNED)
Leadership / Management
- Develop and communicate clear goals, strategy, and the business plan to drive profitable sales growth while appropriately allocating resources to ensure short-term activities support long-term goals.
- Operate with professionalism and positivity as an energetic leader with an abiding sense of urgency, achievement, inclusivity, and good-spirited fun (“Enjoy the Journey”)
- Promote and maintain a positive rapport with existing customers to achieve Company objectives while evaluating and developing new partnerships. Cultivate respect and trust through partnering with the customer’s senior management to ensure the achievement of goals.
- Mentor all direct reports through fostering an energetic, forward-thinking, professional team environment.
- Continually make progress through employee development, thoughtful team integration re-imagining how we “work to win” internally and in the marketplace
- Advocate internally on behalf of the sales team within the Dakine Equipment and JR286
- Develop an organizational succession plan to establish a management talent pipeline for future growth opportunities.
Sales
- Own and drive “the number” to deliver monthly, quarterly, and yearly goals. Lead Dakine’s annual sales forecasting (bottoms up) and strategic-account planning and selling process.
- Analyze results achieved against objectives, manage with accountability, and initiate action to optimize performance (“gap planning”).
- Own the sales plan by market segments.
- Be the most senior, day to day, face of Dakine Equipment in the marketplace with our Sales Representatives and retail Partners. Attend trade shows and key account meetings seasonally.
- Regularly challenge the status quo and drive prudent risk-taking which results in cultivating, delivering, and executing new ideas and innovation to accelerate business performance.
- Oversee and execute GTM meetings to prepare the sales team to sell in seasonally.
Strategic Vision and Execution
- Capitalize on marketplace opportunities through leveraging deep category knowledge, industry relationships, and operating a well-tuned “hurry up offense” focused on profitable growth and delivering on commitments. Anticipate change and pivot as needed.
- Balance day to day business management with the development of and management to a strategic Long-Range Plan (“LRP”)
- Work cross-functionally to develop internal partnerships with other key functional disciplines to ensure company resources are focused to maximize marketplace opportunities.
Product and Inventory Management
- Partner with the product team to develop and roll-out Dakine’s seasonal Go-To-Market (“GTM”) calendar including Sales Meetings and Trade Show schedule. Share insights around new product / category ideas and marketing strategies.
- Communicate, support, and align the sales calendar and inventory goals with the factory buying schedule and Company turns objectives. Provide item level forecast for both seasonal and “elevated inventory” for “never-out” core styles.
CHARACTERISTICS FOR SUCCESS:
- Fast learner who needs limited training and is capable of finding a way to get things done.
- Adhere to and manage JR sales processes with regard to sales orders, discounts, returns, inventory, and close outs.
- Unwavering integrity for one’s self and the Brand.
- Ability to manage multiple projects simultaneously; does not get rattled switching directions to capture vetted “quick-turn” at-once and long-term opportunities.
- Efficient and effective communicator – up, down, and across
- Strategic thinker: creative problem solver able to turn strategy into action to deliver agreed upon results.
- A person who is credible and not afraid to take a professional stance once they have data to support their position; not looking for a “yes” person.
- Decisive personality with negotiating skills to move the sales process to closure through confidently crafting win/win solutions.
- Change agent with the ability to champion change and process updates while growing relationships internally and externally at all levels within a company. Skillset to successfully turn a “no” into “yes, if” culturally and operationally.
- Hands-on leader with the ability to lead and motivate the sales organization while inspiring trust, confidence, and respect.
- Capable of operating in a fast paced, dynamic, and evolving environment
- Willingness, interest, and ability to travel to key accounts and develop meaningful relationships and industry insights.
- Meticulous and highly organized. Excellent written and verbal communication skills.
- Self-driven, entrepreneurial, nimble, and highly motivated
- Strong people skills with the ability to use tact and diplomacy while communicating with all levels.
- Excels in effective time management, organization, and working effectively in a team environment.
- Passionate about Dakine products and the sports / activities in which Dakine “plays” as well as other outdoor pursuits
- Customer / Athlete-minded with an existing depth of knowledge across Dakine’s competitive landscape
QUALIFICATIONS:
- 10+ years of sales leadership experience with at least 5+ years in a senior leadership role
- Channel management across Outdoor Specialty, National / Big Box specialty, and off-price preferred.
- Experience building teams and processes which deliver growth for companies or divisions.
- Strong financial acumen including exceptional understanding and successful management of retail math, product margin, SG&A and inventory forecasting, control, and management.
- Experience working with global distributors and Licensors is a significant plus.
- Proven track record of delivering against planned objectives and developing A+ teams.
- Ability to create and lead processes that resolve complexity and drive prioritized team behaviors.
- History of professional progression, problem solving, effective priority setting.
- Proven success delivering exceptional business results in a collaborative business environment.
- Exceptional ability to manipulate and utilize data to identify problems, establish facts, and draw valid conclusions to create a successful business plan, organizational structure, and efficient processes.
- Strong working knowledge of MS Office. Comfort in manipulating and using data to drive decision making. Experience with Oracle ERP and B2B systems is a plus.
- Domestic and International travel is required.
- Education: Bachelor’s degree in business, Marketing, Merchandising (or related field); MBA a plus.
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