General Summary:
Canvasing for new customers and maintaining existing relationships to build brand market share. The Key Account Manager analyzes the business through forecasts and reports and communicates customer needs to the Planning and Design teams. Responsible for sales, profit and shipping goals.
Reports to: Senior Director, North American Sales
Essential Duties and Responsibilities:
• Develop and maintain relationships with new and existing customers.
• Complete thorough forecasts and reports to communicate on customer needs, strategize on business plans and monitor accounts including sales and shipping.
• Negotiate internally & externally to achieve sales & profit goals and manage orders (tracking & shipping of samples)
• Work in conjunction with Buyers to assort each account with assortments that are catered to the specific accounts needs.
• Establish cost-effective shipping goals by partnering with customer service/Planning.
• Partner with Planner to maintain account P&L’s and markdown projections in order to maximize shipping/profitability and minimize liabilities. Offer viable options to drive sales through markdown strategies and find alternative outlets for unproductive inventory.
• Store Visit, competitive shopping and communication with management at store level for feedback on brand as well as researching competition.
• Set up Shoe shows and showrooms. Prepare presentations to market. Prepare showrooms and booths for regional shows. Understand and react to current customer needs while having a full understanding of competition.
• Collaborate with brand leaders on lines being offered in each market.
• Sketch review presentations with DSW teams to ensure we are collaborating on future development.
• Ensure we are sourcing affordable materials and constructions for Mid-Tier products while keeping brand integrity intact.
• Drop Ship including set up of account and maintenance.
• Leverage cross functional partnerships with product, marketing, planning and customer service to apply insights to drive sales.
Required Skills and Competencies:
Required Skills:
• Established Relationships within department store Athletic and or Dress Casual buyers
• Self starter and able to work independently
• Retail math - ability to use sales metrics and industry knowledge to anticipate trends and recommend strategies to drive sales
• Make recommendations and build sales plan from analysis
• Strong customer relationships
• Must be a team player, exhibiting strong communication skills and flexibility
• Strong organizational, time management and prioritization skills, attention to detail and accuracy
• Professional demeanor and customer service oriented
• Skilled in Microsoft Office Suite, strong Excel ability
Competencies
Strategic Thinking – Creates and effectively communicates long term vision. Keeps team’s work aligned to strategy. Creates and adjusts plans. Understands big picture to constructively challenge the status quo. Generates new ideas. Encourages innovation. Manages change effectively. Knows internal strengths and weaknesses.
Leading & Motivating – Models and supports DSW values. Assesses, identifies, retains and develops talent. Build complementary teams. Motivates, supports and challenges associates. Resolves conflict. Makes tough decisions. Provides timely feedback. Works with and through others to exceed expectations of customers (internal/external)
Managing for Results – Produces sustainable results consistently. Holds team accountable. Recognizes and resolves complex problems. Understands underlying issues and addresses root causes. Measures, analyzes quantitative information and presents it effectively. Seeks input from others. Makes timely decisions.
Qualifications:
Experience:
• 5+ years related footwear/accessory wholesale sales experience.
Preferred Qualifications:
Education:
• Bachelor’s degree or equivalent combination of education and experience in footwear/accessory sales
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