US Sales Manager

4 weeks ago

Miami, United States ACCUR Recruiting Services Full time
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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