The National Retail Sales Manager owns Traveler's Choice's retail account relationships end to end. This person is the primary point of contact between TC and its retail buyers, responsible for selling in seasonal assortments, negotiating pricing and programs, and managing each account's performance against revenue and margin targets. Beyond selling what exists today, this role feeds buyer insights and market needs back to the product and design teams so TC is developing the right products for each channel. The position requires someone who can operate independently across multiple accounts and retail formats, build presentations that win shelf space, and protect brand integrity as products move through different tiers of distribution.
Key Performance Indicators
- Achieve annual revenue targets across assigned retail accounts
- Maintain or grow door count and SKU placement at each account
- Deliver gross margin targets by account, managing pricing and promotional allowances within approved guidelines
- Seasonal sell-in execution: present and close seasonal product assortments on time per each retailer's buying calendar
- Forecast accuracy within defined threshold (e.g., ±10%) on monthly and quarterly shipment projections
- Buyer communication: maintain regular contact cadence with each account's buying team, including scheduled check-ins, post-season recaps, and proactive updates on product availability and opportunities
- Product development input: translate buyer feedback and account-specific needs into actionable product briefs for the design and sourcing teams, contributing to assortment planning that aligns with each retailer's customer and price architecture
- Presentation quality and execution: build and deliver polished, account-tailored product presentations and line reviews that clearly communicate value proposition, competitive positioning, and margin story for each program
- Inventory sell-through tracking: partner with buyers to minimize markdowns and returns
- On-time submission of all account-required documentation (item setup forms, compliance paperwork, routing guides)
Requirements
- Minimum 5 years of sales experience calling on national or regional retail accounts (mass, department, specialty, off-price, or club channels)
- Demonstrated track record managing multiple retail accounts simultaneously with full-cycle ownership: product selection, pricing, presentation, negotiation, and post-sale follow-through
- Understanding of how different retail channels operate, including inline programs, planogram/modular sets, off-price opportunistic buys, and promotional cycles
- Experience managing brand positioning across channels, with sensitivity to how pricing and placement in one channel affects brand equity in others
- Proficiency in building and delivering product presentations and line reviews tailored to individual buyer needs
- Strong analytical skills: ability to read sell-through reports, POS data, and inventory positions to inform account strategy
- Comfortable with travel to buyer offices, trade shows, and retailer HQs as needed
- Bachelor's degree required
Pay: $70,000.00 - $100,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Employee discount
- Health insurance
- Paid time off
Work Location: In person
