Account Manager (Outdoor/Sporting Goods Industry)

Overview

Responsibilities

• Analyze sell-through reports to identify inventory trends and revenue opportunities within assigned accounts.
• Conduct regular business reviews with retail buyers to present new product lines and seasonal strategies.
• Negotiate wholesale pricing, terms, and volume discounts to maximize profit margins while maintaining partnerships.
• Organize and lead product training sessions for retail associates to ensure technical proficiency on the sales floor.
• Collaborate with marketing teams to implement brand-specific point-of-purchase displays and local marketing initiatives.
• Monitor competitor activity and market trends to provide feedback to internal product development and design teams.
• Manage the end-to-end order entry process and resolve shipping or billing discrepancies for high-volume accounts.

Qualifications

• A bachelor's degree in business administration, marketing, or a related field is typically required.
• Minimum of five years of experience in wholesale sales or retail account management.
• Proficiency in CRM software and advanced data analysis using spreadsheet applications.
• Demonstrated ability to meet and exceed annual sales quotas in a competitive market environment.
• Strong public speaking skills for delivering technical product presentations to large groups.
• Valid driver's license and the ability to travel extensively to retail locations and trade shows.

Nice to have

• Previous experience working specifically within the outdoor, footwear, or athletic apparel sectors.
• Existing relationships with major national retailers or regional sporting goods distributors.
• Certifications in sales methodology or advanced negotiation techniques.
• A background in retail management or store operations providing first-hand knowledge of dealer challenges.

Work environment

• The role is frequently hybrid, combining a home office base with significant time spent on the road.
• Work schedules are influenced by the retail calendar, including occasional weekends for trade shows and events.
• Collaborative culture involving frequent interaction with product, marketing, and logistics departments.
• Travel requirements often reach fifty percent of the work week during peak seasonal selling windows.
• Performance is measured through objective KPIs such as revenue growth, market share, and account health.

Benefits & growth

• Compensation packages usually include a base salary complemented by a performance-based commission or bonus structure.
• Career progression typically leads to roles such as Senior Account Manager, Key Account Director, or National Sales Manager.
• Standard benefits packages include healthcare, retirement contributions, and significant discounts on brand merchandise.
• Professional development often includes industry-specific training and attendance at major international trade fairs like Outdoor Retailer.
• Growth opportunities exist in transitioning to product category management or strategic channel planning.