Director, Territory Channel Sales

The Director, Off-Price Territory Sales is responsible for Off-Price channel sales, developing/leveraging customer relationships in the Off-Price channel, spearheading all efforts to sell through Overstock and Closeout goods, and coordinating with ATC cross-functional teams to close and execute deals. This includes all ATC Sales activities and results to and through all assigned customers including their subsidiaries (National and International). This position is responsible for all customer service and satisfaction levels for their assigned territory and must work across the ATC organization to provide complete support for the customer to ensure sales success.

Primary Responsibilities

• Accountable for the management, strategic development, and growth of ATC's business through the Off-Price class of trade to drive Sales.
• Leads efforts to sell through Overstock and Closeout goods, including identifying product needs to preparing for sale, activating necessary changes (i.e., rework, packaging, branding, etc.), developing and managing overstock sales list, and communicating available overstock products to the Sales Team.
• Collaborates with assigned customers to identify and develop new sales opportunities.
• Sets sales targets (budget) and develops sales plans to achieve them.
• Develops Territory Reviews (four times annually) and Account Plans (twice annually)
• Works cross-functionally with commercial facing teams (Sales Operations, Marketing, Product Development, E-Commerce, etc.) to develop integrated plans that address customer needs and leverage ATC's value propositions, identifying areas to expand ATC's competencies.
• Collaborates cross-functionally with supply chain support (procurement, product planning, quality assurance, industrial engineering) to ensure complete and on-time execution.
• Coordinates customer meetings, demos, quotes, proposals, and rollout processes to ensure comprehensive execution.
• Utilizes Salesforce.com CRM to manage the sales process, customer activity, and customer relationships effectively.
• Tracks and analyzes sales statistics (i.e., shipment data) to identify growth opportunities.
• Reports sales results, risks, and opportunities to management.
• Resolves customer requests and/or complaints thoroughly to optimize customer satisfaction.
• Advises on price and margin targets to optimize ATC's profitability and revenue growth.
• Supports and participates in regional sales and enablement activities such as events, seminars/webinars, sales meetings, demos, and trainings.
• Partners with the SVP of Sales to foster client relationships, lead sales meetings, and close new opportunities.
• Conducts regular business review and planning meetings with top and/or emerging partners in the assigned territory.
• Collaborates with internal sales team on business forecasting, sales planning, and joint selling to drive revenue.
• Cultivates strong relationships with assigned accounts and acts as the primary point of contact for all inquiries.
• Manages ATC's interests in all customer agreements.
• Collaborates with internal stakeholders to promptly resolve customer escalated issues.

Essential Qualifications:

• Bachelor's degree in Business Administration or related field
• 10-15 years of experience in Sales and Account Management or related discipline
• Experience with an Off-Price account preferred
• Demonstrated ability to set and achieve sales targets
• Excellent interpersonal, customer service, and communication skills
• Experience using CRM to manage the sales process and to forecast sales preferred
• Strong analytical skills to identify trends and sales patterns
• Demonstrated ability to design and implement a successful sales strategy
• Planning, organization, and problem-solving skills
• Advanced time management skills
• Intermediate Microsoft Office skills
• Detail oriented with the ability to multitask
• Travel is required up to 20% of the year

Physical Demands:

• Ability to withstand prolonged periods sitting at a desk
• Frequent use of upper extremities to perform keyboard functions and work on a computer
• Ability to occasionally stand/walk