Job Description
Our Client Our client for this US Sales Manager role is a European Luxury Linen brand with a US team in charge of developing the North American market. The US entity is a lean structure spread across the United States. Customer Service in Miami and a stocking warehouse in Greensboro, NC ensures quick deliveries and a high level of attention to the customer. The company sells:
- wholesale to bed linen and furniture shops, designers via a strong network of Sales Reps across the country.
- wholesale in Canada, to where the European HW can ship directly with no import duty according New CETA EU/Canada trade agreement
- retail via their own E-Commerce site
Objective The objective and focus of the US Sales Manager is to increase sales without compromising the brand name or market pricing.
Job description Sales Management
- Manage all sales channels:
- Sales rep network (US and Canada) plus house accounts
- Evaluate the current rep network- individual reps, territories, independent vs company employed
- Set budgets for seasonal collections by channel/rep/account, review monthly actual sales versus budget with reps and management.
- Develop and distribute monthly sales reports for distribution to management and reps/sales staff
- Present new collections to sales reps and directly to key clients
- Develop sales strategies and activities by market and by key accounts
Business Development
- Increase the market penetration of basic collections especially for white and Ivory
- Consolidate and increase the current markets
- Focus on penetrating the high end designer market in key cities/states-NYC radius, CA., FL, TX, Washington DC radius, Pacific Northwest- Oregon & Washington states, Southeast population boom states-North & South Carolina, Georgia, and Ski resorts,
- Introduce newly developed products to existing segments
- Develop new hospitality, yachting and designer segment
- Support the E-Commerce channel;
- Evaluate the opening of a new shop in shop(s)
- Evaluate & penetrate other high end E-comm sites
Product development and price positioning
- Market research and analysis (understand market needs/trends through research and reps/customer feedback, review desired versus existing product range, identify product offering gaps).
- to contribute to new product development in close collaboration with the mill (in Europe) for January & August new season introductions
- Suggest the correct price points for the market
Marketing
- Provide sales leads from marketing activities to reps
- Develop sales strategies to convert leads to actual accounts
- Increase the brand recognition (Reps and customers training)
- Manage seasonal promotions
- Support the creation of digital marketing campaigns
- Plan and participate to Trade Shows
Requirements Industry Expertise
- Passion for the textile industry and knowledge of the American market
- Capacity to perceive and understand "the market", its trends/needs, and effectively communicate those findings to domestic & Italian colleagues
- Prior experience in the bed linen industry preferred but not mandatory; experience in textiles or luxury fashion required
- Prior experience in sales required
Personal Skills
- Curious and entrepreneurial approach to business
- Self-discipline to work with no direct supervision and no direct staff
- Flexibility for performing operational, administrative, and strategic tasks.
- Ambition to build a long-term career within the organization by leading its drive for strong growth and enjoying the benefits of that growth
- Ease and ability to build strong and lasting relationships with staff and clients
- Resourcefulness in leading a team independently and an ability to maintain effective communication and collaboration with the American and Italian management
- Keen eye for aesthetics and sensitivity to beauty
- Transparency and loyalty
- Good analytics for market and sales analyses
- Fundamental Excel skills; fundamental Power Point skills useful but not critical
Other Requirements
- Willing to travel throughout North America with or without reps
- Good management, organizational & planning skills
- Appreciated previous experience: Lilian August, Roche-Bobois, Mitchell Gold, Cassina, B&B Italia, Flair, Ligne Roset, BIF
- Appreciated previous titles: Sales Associate, Sales Representative, Sales Manager
Job Tags
Seasonal work,