From the first days
designing clothing in a garage, prAna’s initial vision to connect yoga and
climbing to mindful living has captivated thousands. It’s ensured that prAna
clothing and gear are made with intention - that every detail from trim and
linings to hangtags is carefully designed to enhance our lives today while
still considering the needs of tomorrow. Since 1992, this vision has been
at the root of prAna’s relationships with customers and retailers. And, it has
helped the company to foster a community of active, free spirited customers
that share its values.
Today, the brand has evolved
beyond our rock climbing and yoga roots to include lifestyle and performance
clothing. The clothing is designed at prAna with style and versatility in mind.
prAna is deeply committed to mitigating the impact they have on the environment
in manufacturing and selling its clothing and that all products are made in
safe and fair working conditions.
Each year, prAna welcomes increasingly more people to the prAna way of life through a multi-channel strategy including their own branded stores, a fast-growing direct ecommerce business, catalogs and an established wholesale distribution of over 1,400 retailers across the US, Canada, and Europe.
prAna was acquired
by Columbia Sportswear Company (CSC) in June, 2014 and is part of the family of
brands in the CSC portfolio, including Columbia, Mountain Hardwear and
Sorel. prAna is headquartered in Carlsbad, California and operates as a
wholly owned subsidiary of Columbia Sportswear Company.
Overview of the Position: prAna is a rapidly growing +$140m business with plans to grow 20-25% annually in the coming years. National accounts represent a significant portion of prAna’s business. The National Sales Director will accelerate sales growth and execute customer-focused, brand building, go-to-market programs with strategic national accounts.
The ideal candidate will be an energetic brand champion with a passion for sales and developing strategic partnerships. He/she will have an established track record as a proven sales professional with complex, high-volume, multi-channel retailers. He/she will bring strong business acumen and established relationships and influence in the active/outdoor/lifestyle space. He/she will bring innovative new concepts and energy to tackle the ‘challenges’ of the new retail landscape.
The successful candidate
will enjoy professional and personal growth as a leader and key contributor to
the prAna Sales team. This role provides the opportunity to contribute to
prAna’s continued, rapid growth and development of go-to-market strategies. The
role blends a mix of autonomy with regular collaboration with cross-functional
company leaders in marketing, merchandising, operations and finance as well as
senior management. This person will serve as the functional lead in prAna’s
Manager Development Forum.
Key Accountabilities:
- Aggressively, profitably grow
sales and develop new revenue opportunities
- Increase sales of existing key
accounts through greater alignment of product category strategies and
marketing programs
- Prospect and develop new,
high-potential accounts for sales and market share growth
- Rapidly respond to changes in
the retail market from consumer trends, economic impacts and competitor
tactics
- Develop and execute seasonal
‘retail ready’ go-to-market programs to drive sell-through performance,
build brand awareness and elevate customer/brand experience
- Develop and manage
relationships with personnel in all relevant departments and functions for
select national accounts
Scope:
The National Sales
Director will be responsible for:
- eCommerce, catalog and
multi-channel wholesale accounts (US)
- Growing U.S. account base as
aligned with brand direction (ie; swim, surf and department stores)
- Key accounts, with the
potential for significant sales growth and reach to build brand awareness
of prAna
- Management of independent sales
agencies
Essential Functions:
- Achieve seasonal and annual
sales targets
- Maintain in-depth knowledge of
national account’s business, personnel and strategies
- Create and execute seasonal and
long-term key account business plans that support prAna’s brand and
product strategies
- Plan/organize meetings with
accounts to present seasonal product lines, brand initiatives, develop
go-to-market plans and manage business performance
- Manage and strategically
leverage COOP/MDF budgets
- Proactively monitor and respond
to sell-through and business performance metrics to maximize sales
opportunities and inform future marketing and product line plans
- Proactively collaborate and
communicate with cross-functional partners in merchandising, marketing,
operations/logistics and finance
- Build competitive terms packages
and sales programs
- Provide regular, detailed
communication to internal teams on regional and key account’s business,
product performance, marketplace trends and competitive landscape
- Proactively monitor and manage
order book to assure accuracy and predictability in business
- Provide account and product
forecasts
- Take the leadership role in
sales meetings, tradeshows and industry functions as needed
- Lead, motivate and collaborate
with external sales representatives
Education and Experience
Requirements:
- Minimum of 10 years experience
in apparel sales (or similar category)
- Minimum of 5 years experience
and proven expertise working with major/national accounts
- Working knowledge of applicable
sales channels – eCommerce, catalog, sporting goods, specialty chain,
apparel, and department store
- Product and visual
merchandising experience
- High school diploma or
equivalent; Bachelor’s degree in relevant field preferred
Technical Skills and
Experience:
- Proficient in MS Word, Excel
and Outlook, as well as PowerPoint or Keynote
- Experience with Full Circle,
EDI and CRM platforms beneficial
Travel/Schedule
Requirements:
- 25-50%, domestic
- The ability to work nights and
weekends
Key Competencies:
- Sales driven and
results-oriented
- Skilled in delivering product
and brand strategy presentations to large and small groups
- Highly motivated with strong
work ethic
- Team-oriented
- Ability to analyze complex data
and reporting/analytical tools
- Exceptional organizational
skills and follow through
- Effective interpersonal skills
- Influential and persuasive
communicator in all mediums and all organizational levels
- Independent, self-starter,
self-directed; able to work independently with minimal supervision
- Ability to thrive in a fast
paced, changing, team-oriented environment
- Effective time management,
planning and prioritizing skills
- Ability to operate in the
spirit of service (SEVA) in how we treat our customers and one another
- Ability to balance big picture
thinking and vision with a resourceful, entrepreneurial approach to
quickly solving problems and realizing opportunity
Physical Requirements:
Employee must be able to
perform essential functions of position with or without reasonable
accommodations.
- Frequent standing/walking
- Use of hands and fingers to
handle and feel objects, tools, or controls
- Must be able to stoop, kneel,
crouch, or crawl
- Frequently lift and/or move up
to 25 pounds and occasionally lift and/or move up to 50 pounds
- Specific vision abilities
required by this job include close vision, distance vision, color vision,
peripheral vision, depth perception, and the ability to adjust and focus.
Employee Conduct: It is the responsibility
of every employee to contribute to a positive work environment through
cooperative and professional interactions with co-workers, customers and
vendors.
This job description is not meant to be an all-inclusive list of duties and responsibilities, but constitutes a general definition of the position's scope and function in the company. EEO/AA
Employer/Vets/Disabled/Race/Ethnicity/Sex/Sexual Orientation/Gender
Identity/Age