Director of Women's Sales

Overview

We're seeking an experienced and driven Director of Women's Sales to join our Wholesale team. This role will lead the Women's Wholesale team overseeing our Department & Specialty business.

Pre-Season Strategy

• Set pre-season business strategies for Women’s Wholesale channel
• Create line / assortment plan to ensure collection supports the needs of the business
• Partner with Planning to build account market budgets
• Guide sales team through building high-level Wholesale assortments and account-specific assortments to ensure business needs will be met through pre-line process taking into account trends, classification opportunities, color stories, and brand direction
• Partner with Global Merchandising and Design teams to fill any voids in the collection that are identified during pre-line process
• Strategically create ATS to maximize business opportunity
• Review costing structure of line to ensure appropriate IMU
• Review sales budget and allocation by account to ensure that sales goals are realistic and can be achieved
• Plan and manage 4 seasonal markets and support Account Executives through their market appointments
• Work cross-functionally with Design, Visual, Marketing and Merch team to create a compelling market experience and sales campaign
• Work with Creative team and Photo Studio to create sales collateral and NuOrder product images to support sales campaign
• Work with Divisionals, Fashion Directors, and other executives at major accounts to ensure alignment on brand direction, strategies, and opportunities
• Partner with Marketing teams to develop seasonal marketing plans to drive business and support brand message
• Regularly review distribution strategy to address opportunity in emerging markets and to protect brand from being too widely distributed
• Build seasonal marketing and store support budget and plans
• Partner with Theory marketing team to identify marketing opportunities and co-op support

Business Analysis & In-Season Management

• Guide sales team through in-season business analysis to ensure that all opportunities are being maximized and to identify business-driving levers
• Analyze business by location, classification, and style to identify opportunities and implement strategic initiatives
• Ensure that there is a robust digital and marketing activation calendar throughout the year as well as in-store events and incentives
• Build monthly reorder goals to drive in-season opportunity
• Partner with Planning team to review account open-to-buys and assess financial needs of the business and react through seasonal reorders, swaps, and RTVs
• Manage seasonal markdown cadence and promotional calendar to maximize full-price product lifecycle, drive sales performance, and increase profitability
• Work with Production team to ensure timely deliveries and communication on any delivery delays
• Consistently review sales forecast vs budget and chase incremental sales opportunities wherever possible
• Review store location matrix for both Department and Specialty Stores to maximize brand distribution
• Identify in-season opportunities for recuts and chase, partnering with Merch team and Production to execute
• Partner with Theory marketing team to react in-season to business needs and implement additional marketing strategies in-season
• Work with Warehouse and Logistics teams to ensure proper shipping compliance and timely shipping of all orders

Store Support

• Manage Theory Shop Managers at key department store locations
• Guide sales team through creation of product knowledge tools and execution of in-store trainings
• Co-lead Visual Merchandising team to ensure Theory is represented properly in our department store locations
• Regularly review in-store locations, brand adjacencies, and sales representatives with accounts to maximize opportunity and brand exposure
• Identify opportunities for shop enhancements
• Visit key store locations regularly to assess competitive landscape and store opportunities

• 8-10+ years’ sales experience for a Women’s contemporary brand
• Superior retail math skills and strong analytical and business acumen
• Excellent leadership and communication skills
• Strong inter-personal skills with the ability to establish…