GM - Wholesale

POSITION DESCRIPTION

Title & Reporting Relationships

Position Title:

GM - Wholesale

Reports to:

Chief Executive Officer

Brand(s):

Outerknown, Firewire Surfboards, and Slater Designs

Department:

Wholesale Sales

Oversees:

Sales Operations, Global Sales Representatives, Customer Service (Wholesale)

Interactions:

Senior Leadership Team, Operations, Finance, Product, Marketing, Digital

In office Expectation

3- 4 days in office at Carlsbad HQ

Main Purpose and Major Challenges of the Role

The GM - Wholesale's primary purpose is to drive the strategic development and execution of Outerknown, Firewire Surfboards, and Slater Designs' global wholesale business to deliver on financial targets and company objectives. Through excellent management of internal sales support functions to building long-term, successful partnerships with a premium, multi-tiered wholesale account network, this position is sharply focused on growth, profitability, and elevating our brands through a thoughtful wholesale distribution strategy.

ACCOUNTABILITY:

Strategy

• Develop and drive 3-year wholesale growth plan across all brands (and agnostic to each) for all product categories in alignment with company's overall 3-year strategy.
• Identify a multi-channel wholesale strategy that mitigates channel conflict, prioritizing expansion into key geographic communities with brand-elevating partners.
• Identify and unlock efficiencies to service all brands through the company's combined sales infrastructure.
• Develop and execute on a Top Account strategy that prioritizes the growth and service of our most essential partners.
• Partner with other key stakeholders/functional leaders to support execution of strategy.

ACCOUNTABILITY:

Financials

• Drive the delivery on net sales growth and profitability targets.
• Partner with finance on monthly, quarterly, and annual budgeting process, providing vetted and validated accuracy inputs on re-forecasting process.
• Support delivery of wholesale gross margin targets, minimizing wholesale-induced margin erosion variables.
• Set, distribute, monitor, and manage seasonal and annual sales plans to sales representatives.
• Partner with demand planning function to provide accurate inputs into product purchasing process to accurately support meeting demand within working capital targets.
• Manage wholesale operating expense budget to plan and/or targeted ratio.

ACCOUNTABILITY:

Sales Operations

• Develop the global wholesale infrastructure/sales force to support best-in-class service of brands.
• Oversee wholesale accounts' compliance of company Terms of Trade and adherence to company online MAP policy.
• Oversee the management of a best-in-class B2B order entry platform.
• Contribute to finance Accounts Receivable efforts, minimizing delinquency in payment and credit holds.
• Manage the RTV (return to vendor) and credit/markdown process with aim to minimize gross margin erosion and sales dilution as much as possible.
• Oversee the wholesale sample and catalog development and distribution process, focusing on cost and operational efficiency.
• Manage the wholesale Customer Service function, ensuring a clean order file, delivering to our customers on or before the start date.
• Manage all Prebook incentive and at-once programs.
• Manage and oversee the accuracy and integrity of the customer master file.
• Provide consistent sell-through reporting from key accounts to relevant stakeholders within the business.
• Manage the annual wholesale calendar, aligned with key Go To Market dates across multi-seasons.

ACCOUNTABILITY:

Cross-Functional Leadership

• Partner with Senior Leadership Team to accelerate the success of the wholesale strategy as well as contribute to overall company strategic plan.
• Partner with Product to ensure product feedback, future input, and channel/account specific needs are communicated clearly and regularly.
• Partner with Operations on the timely allocation and fulfilment of orders both through our 3PL operation as well as vertically.
• Partner with marketing on all wholesale-relevant Go To Market plans, tradeshows, campaigns, in-store buildout, fixture, POP, etc. execution.
• Partner with DTC teams to align on pricing strategy, harmonize route to market, and minimize self-inflicted channel conflict.

ACCOUNTABILITY:

Personal

• Inspire people: share a vision and plan linked to our strategy; make people feel they are part of something bigger; grow your people's confidence and capacity through coaching and development.
• Think like a custodian: think and act strategically about the long-term health of Outerknown, Firewire Surfboards, and Slater Designs; make courageous decisions to grow and protect the brand; leave the brands in a better place for consumers and the next generation of leaders.
• Build connections: form authentic collaborative relationships; build self, talent, diverse & inclusive teams, and partnerships; create space to have open and honest discussions with your team and peers.
• Deliver results: empower and hold yourself and your people accountable; create a safe environment to drive performance and progress, not perfection; be agile, find solutions and deliver with integrity.

Qualification & Experience Requirements

What is the typical background required to competently perform the responsibilities of the job?

• 8+ years' experience in a senior Sales Management position.
• 15+ years' experience and exposure to Sales, Product, and Marketing within the apparel and/or action sports industry preferred.
• Experience in global business development, particularly USA, Europe, and Australia, preferred.
• Established and verifiable track record of strong relationships with key wholesale accounts across multiple channels.
• Proven, strong people leadership to build and lead a best-in-class sales team.
• Expertise, experience on digital, omni channel wholesale business model preferred.
• The confidence and credibility to take the lead and challenge or influence when necessary.
• Inspiring communication and presentation skills.
• Ability to travel on an ad hoc basis internationally & domestically.
• Well organized with strong time management and prioritization capability.
• An honest and open character with the disposition to take and give constructive feedback. Proficient in Microsoft Office, including Excel & PowerPoint. Have previous experience and a reasonable level of familiarity working on ERP systems.
• Strong self-motivator, ability to self-manage under times of change and evolvement.