The Director of Sales for California is responsible for leading the regional sales team, developing and executing strategic sales initiatives, and enabling distributor and account success across CA. This role collaborates closely with the VP of Wholesale and supports national account execution in partnership with the broader sales organization.
KEY RESPONSIBILITIES:
Sales Enablement & Strategy
- Develop and execute a comprehensive sales strategy for California, aligned with company goals and luxury brand positioning.
- Lead strategic planning and forecasting for revenue, distribution, pricing, and inventory across all channels.
- Build and maintain strong relationships with distributor partners and key accounts, ensuring alignment with sales initiatives and brand standards.
- Drive brand presence and activation through education, events, and targeted marketing efforts.
- Monitor market trends, competitor activity, and customer feedback to inform strategic decisions and optimize sales performance.
- Ensure pricing integrity and compliance across independent, chain, and online retail channels.
Team Leadership & Development
- Provide leadership, coaching, and performance management to the Regional Sales Managers (RSMs) and Field Sales Managers (FSMs), fostering a culture of accountability, collaboration, and continuous improvement.
- Facilitate regular communication and strategic alignment between the sales team, distributors, and internal stakeholders.
- Organize and lead business planning sessions, sales meetings, and professional development initiatives.
- Support RSMs with territory coverage, administrative deliverables, and execution of sales programs.
- Champion cross-functional collaboration with the National Accounts Team and Director of Eastern Sales to ensure seamless execution of national strategies.
Sales Operations & Analysis
- Manage regional revenue and expense budgets, ensuring efficient use of resources and achievement of financial targets.
- Oversee distributor performance, pricing strategy, and inventory management in California.
- Lead data-driven analysis and reporting to track KPIs, identify opportunities, and support strategic initiatives.
- Participate in annual planning, market assessments, and trade marketing calendar development.
- Ensure timely and professional communication with internal teams and external partners.
