Territory Sales Manager - Travel Gear

Position: Territory Sales Manager – Travel Gear – Southeast, Mid-Atlantic, Mid-West

Objective:

Drives wholesale sales in a defined territory by promoting sell through of the product at retail channels ensuring that product mix, replenishment cycle and manner in which the travel gear is sold are in accordance with the sales and marketing philosophy of Victorinox. Ensures that retail sales associates are knowledgeable brand ambassadors.

Primary Responsibilities:

Achieves annual sales targets, with a strong focus on sell through goals, by prioritizing assortment management and retail staff brand and product knowledge.

Sell Through Target Achievement

• Reviews monthly sales target as assigned. Develops and implements a plan to anniversary prior year events and achieve the defined target. Develops plan for making year-end goal when results trend below target.
• Insures that all accounts participate in required sales incentives/promotional activities.
• Assesses the distribution strategy within the territory, recommends account closures and openings to maximize business results and enhance brand positioning.
• Pulls together data in advance of quarterly key account meetings: reviews account performance, presents market share analysis, raise issue and related proposed solutions, etc. Participates in quarterly review meetings as required. Follows up as required to insure timely execution of plan.

Assortment Management

• Consults with each retailer in order to provide the right assortment based on store trends, customer base, etc.
• Develops and executes transitional merchandise strategy in each door to mitigate inventory liabilities.
• Constantly insures that all accounts meet inventory and real estate requirements as defined by Victorinox by monitoring basic product assortment mix and levels as well as aging inventory.
• Ensures retailer fully embraces auto replenishment and knows how to order their own replacement pieces online.

Retail Staff Brand and Product Knowledge

• Maintains the image of the Victorinox brand in accordance with directives from Corporate Marketing and Corporate Visual Merchandising: insures all accounts are using current ad campaigns and promotional materials, evaluates competitive brands carried by retailer, organizes case lines in adherence with corporate visual standards, etc.
• Enrolls accounts in Victorinox’s e-commerce program. Obtains financial commitment and works closely with marketing to secure and execute participation in this initiative. Once e-commerce program is established, serves as intermediary between account and Marketing. Negotiates commitment from retailers to invest in “key words” to maximize sales results.
• Regularly conducts in-store sales associate training to enhance brand and product knowledge.
• Promotes and monitors utilization of C.A.R.L Learning Platform. Follows up with sales associates who have not successfully completed C.A.R.L. to ensure timely certification.
• Works with Collections team to ensure that retailers are current with payments and able to receive product as dictated by sell –through results. Achieves DSO target.
• Conducts role plays to ensure associates are able to use information effectively in order to close sales and maximize sell through.
• Solicits individual sales associate questions regarding our brand, products and/or competitors

Desired Skills/Experience:

• Results driven - ability to effectively implement plans for maximizing sell through and profits within a defined region.
• Strong MS Office skills required – Word, Excel, Power Point.
• Demonstrable previous experience training and coaching retail sales teams.
• Strong negotiation skills – ability to align Victorinox objectives with the objectives of each account and design business solutions that deliver mutually beneficial results.
• Ability to adeptly manage multiple projects simultaneously with strong attention to detail.
• Ability to travel.
• Strong partnership skills – demonstrated ability to collaborate with retailers in order to effectively manage their assortment.
• Ability to work independently with minimal supervision.
• Strong presentation skills.
• Strong training and coaching skills – ability to motivate and train sales specialists in order to create brand loyalty and drive sell through.
• Excellent written communication skills for creating correspondence.
• Fluency in Spanish highly preferred.
• Demonstrated ability to communicate with customers, co-workers, and business contacts in a courteous and professional manner.
• At least 5 years of previous wholesale sell-through focused experience required.

Victorinox is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.