POSITION SUMMARY

Responsible for driving revenue, EBIT, and operational excellence across key national accounts including Walmart, Amazon, Costco, Target, and Spiral Edge.

This role owns both the commercial strategy and the execution layer behind it. It ensures that what is sold is delivered, reconciled, and communicated flawlessly across the organization and to the customer. Acting as the right hand to the SVP of Sales, this position sits at the center of Sales, Operations, Finance, and eCommerce, driving alignment, accountability, and consistency across all touchpoints.

Success in this role requires strong account management experience combined with a disciplined operational mindset, particularly across deliveries, credits, chargebacks, and cross-functional communication.

PRIMARY RESPONSIBILITIES / ACCOUNTABILITIES

Strategic Account Co-Ownership and Growth

Establish and maintain strong relationships with buyers, planners, and key stakeholders across all accounts
Develop and execute annual and seasonal business plans by account to achieve revenue, margin, and EBIT targets
Lead the sell-in process with clear, compelling assortments aligned to TYR merchandising, innovation, and channel strategies
Negotiate pricing, terms, promotional activity, and assortment strategies to maximize profitability and brand positioning
Drive growth across wholesale, marketplace, and DTC models where applicable

SVP of Sales Support and Execution

Act as operational lead and extension of the SVP of Sales across all major accounts
Translate strategy into executable plans with clear ownership, timelines, and deliverables
Prepare weekly business reviews, account recaps, and issue tracking
Ensure all external commitments are documented, tracked, and delivered internally

Order Flow, Deliveries, and Fulfillment Execution

Own end-to-end visibility from PO receipt through delivery
Partner with Planning, Production, and Logistics to ensure on-time and complete shipments
Proactively identify risks to delivery and drive resolution
Maintain account-level scorecards for delivery performance and compliance

Credits, Chargebacks, and Financial Management

Own tracking, reconciliation, and resolution of all credits, deductions, and chargebacks
Partner with Finance to ensure accuracy, timeliness, and root cause visibility
Drive reduction in chargebacks through process improvement and compliance discipline
Ensure all trade spend, co-op, and customer entitlements are properly managed and optimized

Cross-Functional Alignment and Communication

Serve as the central point of coordination across Sales, Operations, Finance, Customer Service, and eCommerce
Partner with Customer Service on PO management, bulk orders, forecasting inputs, and exception handling
Collaborate with Planning and Production to align demand, inventory, and delivery timing
Establish clear communication cadence internally and externally
Build and maintain a centralized tracker for orders, issues, and resolutions

eCommerce and Digital Integration

Partner with eCommerce and Marketing teams to align wholesale and digital strategies
Support Amazon and marketplace business with strong understanding of digital drivers
Align promotional calendars, pricing strategies, and inventory allocation across channels
Understand and track digital spend relative to product categories and account performance

Performance Analysis and Reporting

Analyze account performance, identify risks and opportunities, and provide actionable insights
Monitor key metrics including sell-in, sell-through, margin, delivery performance, and deductions
Present structured updates to internal leadership and external partners
Maintain visibility into competitive landscape and market trends

Process Discipline and Continuous Improvement

Drive operational rigor across order-to-cash processes
Ensure compliance with account requirements
Identify breakdowns in process and implement scalable solutions
Improve speed, accuracy, and consistency across all account touchpoints

QUALIFICATIONS

8–12+ years in Sales, Account Management, or Sales Operations within consumer goods, apparel, or footwear
Deep experience with large-scale accounts: Amazon, Walmart, Target, Costco
Strong understanding of retail operations and vendor management
Proven ability to manage both commercial strategy and operational execution
Experience with eCommerce and digital marketing fundamentals
Highly organized with strong attention to detail and follow-through
Strong communicator with the ability to drive alignment across teams

SUCCESS METRICS

Revenue and EBIT performance by account
On-time and in-full delivery metrics
Reduction in chargebacks and improved resolution timelines
Accuracy and efficiency of order-to-cash process
Strength and consistency of communication
Execution against commitments

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