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
