Director of Sales Craft / Art

Job Title:
Director of Sales Craft / Art
Job Location:
Relocation:
Position Level:
Director
Position Report To:
CEO -
Position Responsibilities:

Seeking a Director of Sales who will manage Key Accounts in the US.  Accounts include Walmart, Michaels Arts & Crafts, Hobby Lobby, etc. 

Manage independent reps and rep groups including the management of a select group of commission representatives to grow sales.   The role will also have a strong product and operational focus to better serve several new major retailers. The position will dictate a high level of engagement with key customers, across the North American retail landscape. 

Sales Focus:

  • Develop business plans for each key account.
  • Meet and exceed sales targets
  • New Business Development within the new key accounts is a critical element of this role
  • Where appropriate manage pore performing rep out and ideally take over direct relationships with the buyers
  • Maximize opportunities within each key account.
  • Build appropriate business and promotional plans and hold regular meetings with key customers to gain knowledge and drive sales.
  • Margin management for all key customers
  • Evaluate the opportunity by product category by account and develop an execution plan.
  • Implement and evaluate sales strategies to deliver the required result by account and a strong business development focus.
  • Work closely with the Studio and production to develop various concepts as per customer briefs, market trends, and demands.
  • Developing close relationships with key buyers is a must – understanding the strategy of each key account and identifying all product gaps and opportunities.
  • Being across product and customer costs and using various levers to reduce and or manage costs is critical.

 Marketing & Promotions:

  • Develop account-specific plans to not only maximize category opportunities but also to expand into new product lines.
  • Work closely with the CEO and MD to ensure we maximize all opportunities not only within existing key accounts but also across the market.

 General Management & Administration

  • Strategic, organized and professional with clear and concise plans by customers with a good understanding of operational impacts.
  • Clear and accountable sales forecasting of each product line
  • Strong and clear communication with the publishing and production teams to ensure all product and sales briefs are able to be handled in the most efficient manner possible.
  • Ensure timely and accurate preparation of budgets and sales forecasts by key account by product category
  • Quarterly forecasting by account and corresponding offers for all key lines.
  • Develop good working relationships and procedures and an understanding of all internal and external stakeholders.

 Reporting:

  • Regularly update the CEO on customers, sales and product strategies, promotional plans, and all opportunities and risks.
  • There is a weekly product planning meeting and a more formal quarterly sales meeting to evaluate results and develop new strategies
  • A monthly report for the Board Meeting
  • Work closely with the rest of the sales team to ensure all opportunities are captured
Percent Travel:
30%
Direct Reports:
Yes
Experience Required:
  • At least 15 years’ experience in a similar industry – managing key accounts.
  • Strong business development skills.
  • A creative bend and eye for product development is a must.
  • Demonstrated experience in regularly achieving and exceeding sales targets
  • Strong commercial acumen with analytical skills – will be involved in cost negotiations and profitability analysis across multiple product lines and various promotional plans. This experience is essential.
  • Demonstrated capacity to be highly driven and self-motivated.
  • Needs to be an exceptional communicator – both written and verbal
  • The ability to prioritize effectively and to think, plan and work strategically
  • Strong negotiation and problem-solving skills.
  • Strong administrative skills and highly organized.
Education Required:
BS/BA
Other Remarks:
Seeking candidates from related product categories (toys, publishing, craft). Their competitors include Klutz Publishing (a div. of Scholastic), Horizon Group USA, Melissa & Doug, etc.
COMPENSATION AND BENEFITS:
Base Salary:
125000 (low): 120000 (high): 130000
Sign on bonus:
----
Bonus Potential:
Yes
Bonus %:
target How Much (low): (high):
Total Estimated Compensation:
Stock Options:
----
Car:
----
Car allowance:
Other Benefits: