Tommy John is a comfort-focused lifestyle brand committed to solving the problem people have with their clothing. Most well-known for reimagining the fabric, fit, and function of underwear and undershirts, Tommy John has spent the past decade making the online and in-store shopping experience more comfortable. We are constantly on a mission to add smart, innovative, and proactive team members and are looking for a VP of Sales to join our team.

Reporting to the Founder/CEO, the VP of Sales will bring a strong pulse on the market and have ownership over the entire sales organization including P&L, team, process, and strategy. The VP of Sales will develop and drive the roadmap for growth for all segments of the wholesale channel including majors, key accounts, specialty and independent accounts and partnerships. In addition, the VP of Sales will be responsible for the retention and growth of existing accounts and the acquisition of new partnerships including the expansion into new and emerging markets.

This is a pivotal role for Tommy John and the successful candidate will have a player-coach approach to leadership, be willing to dedicate the time to understand the business, react with tactical execution and will leverage pre-existing relationships in the men’s and women’s retail channels to grow the wholesale channel to record new levels.

Responsibilities:

Sales Strategy & Leadership -

Establish a strategic plan to advise, implement, and execute the best processes and procedures to develop and grow the wholesale business across all channels
Recruit, build and develop an inclusive, diverse, and effective team structure
Discover and define future opportunities and create comprehensive business plans to maximize revenue potential for Tommy John as a progressive brand of the next generation
Own Sales P&L and develop long-term plans for execution budgeted against strategic forecast and syncs with company objectives
Communicate product vision for ongoing releases and new product opportunities
Develop business plans with specific emphasis on enhancing current and new distribution plans across all sales channels
Analyze competitive landscape and user segmentation to develop a strong distribution strategy
Establish optimum sales territory allocation and evolution as markets mature and evolve
Manage rep structure including management of both independent and employed sales reps including working with finance on appropriate commission and compensation structure
Establish relationships directly with key accounts and top independent retail partners to best understand their needs and support the sales team
Build and secure a pipeline of new business development opportunities including accounts and programs that drive expansion including new distribution partners, partnerships, and other opportunities
Provide analysis and reporting including but not limited to outreach, sales initiation inbound sales orders, closing sales, reorders and account satisfaction

Sales Operations -

Establish and manage wholesale operations/ GTM calendar, including key market dates, trade-shows, sell-in periods, and regular business reviews with key accounts
Provide recommendations for wholesale pricing and business terms that drive profitable growth
Ensure B2B platform is executed at a high level in brand and product presentation and optimized to support new account acquisition and provides an efficient ordering process and a complete self-service customer experience
Standardize weekly, monthly, and quarterly sales reports with meaningful insights from the department and presenting clear plans to recoup budget variances when applicable

Cross-functional Partnerships -

Work seamlessly to align consumer and customer facing sales teams, supporting e-commerce as an important sales and margin driver
Partner with creative marketing to foster brand alignment through establishing and implementing POP, POS and marketing activities to ensure brand standards are maintained throughout the channels
Work with Director of Planning to optimize inventory ordering, replenishment and allocation
Deconstruct complex problems and drive the sales team to arrive at effective and actionable solutions
Execute product launch strategy, interact with management, and creative marketing to define these requirements, and coordinate required interaction

Requirements and Competencies:

Bachelor’s Degree in Business or related field; post-graduate preferred
10-12 years of experience in increasingly senior sales leadership roles in a well-regarded apparel, wholesale, or specialty retail company
Minimum of 5 years of experience in the intimate’s industry with established relationships with women’s and men’s buyers and demonstrated profitable growth
Demonstrated experience working with specialty stores and major retailers such as Nordstrom, Bloomingdales, Dick’s Sporting Goods & Macys, and further building specialty channels through hotels, lingerie, and international partnerships
Self-directed and motivated with the ability to be an independent entrepreneur, a strong cross-functional consensus builder, and a dynamic team leader
Strong ability to build internal processes to bring efficiencies to the team (e.g., line sheet creation & management, weekly selling dashboard, inventory management)
Ability to learn and adjust quickly to fluid business needs and growth challenges
A natural coach and mentor with experience in capitalizing on existing talent, developing, and managing high-performing teams, and capable of inspiring innovation and teamwork
Demonstrated ability to act as a change agent and entrepreneur, which will be evident through a proven track record of business results and market share growth
Must be able to create and communicate a clear, inspiring vision and translate that vision into a practical, results-focused actionable plan
Proven ability to define, construct, drive and build successful process and best practices in department store, sporting goods, and specialty store markets
Ability to write clearly understood documents targeted at various audiences (customers, analysts, press, management) as well as making presentations to large/small groups
Ability to work in the NYC office on a consistent basis including a minimum of 1 week per month and account travel up to 50% of time

Some awesome parts of working at Tommy John:

Benefits – Medical (covered 100% for employees), Dental, Vision
Tommy John Employee Discounts
Flexibility and a great work environment

But, don't just take our word for it. Check out #WorkAtTommyJohn on Instagram for a behind the scenes look!

Tommy John

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Vice President of Sales