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US Sales Manager
2 months ago
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
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