Job Title: VP of Sales
Role Summary
The VP of Sales is responsible for leading a ~$68M multi-channel business across many divisions in North America. The role owns full commercial performance, including net sales, margin delivery, and strategic channel development, while leading a team of ~30 and partnering cross-functionally to drive profitable growth.
Key Responsibilities
-
Commercial & Financial Ownership
-
Drive achievement of net sales and margin targets across all channels
-
Monitor daily/weekly performance vs. budget and adjust strategies accordingly
-
Ensure deal profitability through pricing, discount, and cost discipline
-
Oversee P&L-related decision-making and financial performance tracking
-
Multi-Channel Strategy & Execution
-
Define and execute differentiated strategies for:
-
Closeout (off-price & liquidation channels)
-
Retail (department stores, e-commerce, Amazon)
-
Outlook (entry-price dedicated business model)
-
Align channel strategies with broader North America and company objectives
-
Optimize assortment, pricing, and distribution by channel
-
Customer & Commercial Leadership
-
Lead high-level customer relationships and key negotiations
-
Guide team on deal structuring and customer strategy
-
Expand customer base and strengthen market positioning
-
Navigate complex and competitive retail landscape
-
Team Leadership & Capability Building
-
Lead, coach, and develop a team of ~30 across multiple sub-functions
-
Build commercial and financial acumen within the team
-
Drive accountability for both revenue and profitability
-
Redesign team structure where needed to improve efficiency
-
Cross-Functional Collaboration
-
Partner closely with:
-
Finance (deal approval, profitability)
-
Product & Brand (assortment and positioning)
-
Supply Chain (cost and flow optimization)
-
Ensure alignment across functions to execute commercial strategy
-
Product & Assortment Optimization
-
Analyze product performance and forecast demand
-
Optimize assortment efficiency (reduce low-performing SKUs)
-
Ensure alignment between product offering and channel needs
-
Net Sales performance vs. budget
-
Gross Margin / profitability
-
Distribution (number of doors by brand)
-
Assortment efficiency (SKU productivity)
-
Channel-specific growth targets
Candidate Profile
Must-Have
-
Strong commercial leadership experience in multi-channel retail or wholesale
-
Proven ability to manage P&L and drive profitability
-
Advanced analytical capability (reading financials, margin management)
-
Strong negotiation skills
-
Ability to operate in complex, matrixed environments
-
Experience leading sizable teams
Nice-to-Have
-
Experience in fashion, accessories, or consumer goods
-
Exposure to off-price, department store, or e-commerce channels
-
Eyewear industry experience (not required)
Leadership & Behavioral Traits
-
Commercial mindset over pure “sales personality”
-
Strong communicator—clear, structured, data-driven
-
Low ego, high collaboration
-
Non-micromanaging but highly in control
-
Comfortable switching across multiple priorities quickly
Key Challenges in Role
-
Balancing growth vs. profitability
-
Developing team financial acumen
-
Navigating competitive and declining retail channels
-
Aligning multiple stakeholders and functions
-
Managing complex channel strategies simultaneously
