Sales Director - Specialty Stores

Position Summary:

The Sales Director - Specialty Stores is responsible for leading sales strategy, managing key retailer relationships, and driving profitable growth within the specialty retail channel. This role identifies new business opportunities, expands existing accounts, and partners with internal teams to develop compelling apparel assortments tailored to each retailer’s customer and brand identity. The Sales Director collaborates closely with Design, Merchandising, Planning, Licensing, and Production to achieve revenue and margin goals while ensuring successful execution from product concept through delivery.

Key Responsibilities:

• Develop and execute sales strategies to achieve revenue, margin, and growth goals across specialty store accounts.
• Build and maintain strong relationships with buyers, merchandising leaders, and other key retail partners.
• Identify and pursue new specialty retail accounts and opportunities to expand product categories, brands, and distribution.
• Create account-specific business plans based on retailer positioning, customer preferences, pricing requirements, and growth potential.
• Lead buyer presentations, seasonal line reviews, and assortment discussions, clearly communicating product value and brand relevance.
• Partner with Design and Merchandising to develop trend-driven, retailer-specific apparel assortments, including branded, licensed, and graphic apparel.
• Collaborate with Licensing to align product opportunities with brand guidelines, retailer rights, and approval requirements.
• Negotiate pricing, programs, and commercial terms within company guidelines to support profitable growth.
• Develop and maintain sales forecasts, account projections, and seasonal business updates.
• Analyze sales, sell-through, inventory, and market trends to identify opportunities and recommend adjustments.
• Partner with Planning and Production to align product commitments, inventory needs, and delivery schedules with account expectations.
• Work closely with Account Management and Sales Operations to ensure accurate order processing and timely follow-up.
• Monitor order status and proactively address delivery risks, product changes, and other account issues.
• Maintain awareness of competitive activity, emerging brands, and trends within specialty retail.
• Present account performance, business opportunities, and recommendations to leadership.
• Provide direction and mentorship to account managers or sales support staff, as assigned.

Qualifications:

• Bachelor’s degree in Business, Merchandising, Marketing, or a related field, or equivalent relevant experience.
• 7+ years of progressive wholesale apparel sales experience, including demonstrated success managing specialty store accounts.
• Proven ability to grow revenue, develop new business, and manage established retailer relationships.
• Strong understanding of specialty retail buying cycles, assortment planning, pricing, and promotional strategies.
• Experience selling branded, licensed, or graphic apparel strongly preferred.
• Established relationships with specialty retail buyers and merchandising teams preferred.
• Strong merchandising instincts and the ability to translate consumer and market trends into account-specific product opportunities.
• Experience managing sales forecasts, account profitability, and margin objectives.
• Strong negotiation, presentation, communication, and relationship-management skills.
• Ability to collaborate effectively across Design, Merchandising, Planning, Licensing, and Production.
• Proficiency in Microsoft Excel and PowerPoint; experience with CRM and ERP systems preferred.
• Strong organizational skills and the ability to manage multiple accounts, priorities, and deadlines.
• Willingness to travel for buyer meetings, trade shows, and company business needs.

Work Environment:

• Office setting with regular collaboration across Sales, Design, Merchandising, Planning, Licensing, and Production teams.
• Travel to retailer offices, trade shows, showrooms, and company locations as needed.
• Standard business hours, with flexibility to accommodate buyer schedules, market appointments, and seasonal sales cycles.