Director of Sales and Account Management for Off-Price

The Director of Sales and Account Management for Off-Price will lead growth, innovation, and exceptional customer service in the textiles, pillows, and bedding manufacturing industry. This dynamic leader will develop and execute sales strategies with a strong focus on Off-Price sales, fostering new business opportunities through market analysis and prospecting. The Director will build and maintain robust buyer/seller relationships, demonstrating a passion for products and an exceptional ability to follow up. This role requires close collaboration with internal teams, key clients, and industry partners to ensure sustained growth, profitability, and market leadership.

Responsibilities will include the development and execution of strategies to achieve ambitious sales growth and profitability targets, with a strong emphasis on Off-Price sales. Oversee customer acquisition, retention, and satisfaction initiatives to enhance loyalty and market share. Align sales efforts with broader business goals, providing regular updates to the executive team. Deliver persuasive presentations to stakeholders and clients, clearly articulating value propositions.

Key Competencies:

• Strategic Leadership and Market Insight: Develop and implement data-driven strategies to achieve revenue, profitability, and market share objectives. Analyze market trends and customer preferences to identify opportunities, particularly for Off-Price sales, ensuring a steady supply of fresh, non-reorderable products to maintain channel momentum.
• Customer Relationship Excellence: Build and sustain long-term partnerships with a focus on tailored solutions and service excellence. Manage key accounts, ensuring satisfaction and loyalty among high-value clients while identifying opportunities for expansion in the Off-Price sector.
• Industry and Product Expertise: Demonstrate in-depth knowledge of textiles, fibers, and bedding products, including quality standards and custom solutions. Advocate for new product launches and sustainability initiatives to enhance market positioning within the Off-Price channel.
• Operational and Financial Acumen: Streamline sales processes, leveraging CRM tools for performance tracking and operational efficiency. Accurately forecast trends, allocate resources effectively, and manage budgets to maximize ROI. Monitor KPIs to guide strategic decisions and adjust plans as needed.
• Innovation and Adaptability: Identify and leverage competitive advantages to differentiate the company in the Off-Price market. Adapt to evolving customer needs and product trends, ensuring continued success in a dynamic environment.
• Collaboration and People Skills:  Foster effective teamwork and open communication across internal teams and external stakeholders. Leverage strong interpersonal skills to build trust, motivate others, and resolve conflicts, ensuring a cohesive approach to achieving business objectives.
• Personal Attributes: Results-driven, innovative, and proactive with a strong customer and company orientation. Exceptional verbal, written, and presentation skills with the ability to work independently and as part of a team. Passion for products, strong interpersonal skills, and excellent follow-up abilities.

Essential Duties and Responsibilities: (Includes the following, other duties may be assigned)

Primary Responsibilities:

• Expand existing business with current accounts and develop new business by leveraging relationships, prospecting, conducting market analysis, and cold calling.

• Drive and sell the implementation of company and key account sales programs, marketing strategies, and merchandising programs.
• Establish superior working relationships with key customers through regular communication and exceptional customer service to assess needs, negotiate contracts, and drive business expansion.
• Collaborate with Sales Management to drive and manage the entire sales process—targeting prospects, identifying client solutions, negotiating, and closing deals.
• Assist management in formulating budgets, setting goals, and defining strategies for growth opportunities.
• Collaborate with Merchandisers, Marketing, Sourcing, Operations, and other associates to deliver on company objectives.
• Meet KPIs for sales, customer retention, new business development, profitability, and market share.
• Maximize company and customer profitability through effective ordering, merchandising, and partnering with the supply chain to ensure high product quality and timely delivery.
• Proactively understand and address customer business needs, communicate potential issues to the company, and think ahead to avoid potential problems.
• Attend industry association meetings to network and develop new relationships with national chain contacts.
• Analyze retail and competitor trends to develop actionable plans for both the customer and the company.
• Provide accurate projections and make timely adjustments as needed.
• Serve as a key advisor to accounts, demonstrating strong market knowledge of company products, competitors’ programs, and consumer habits. 

Supervisory Responsibilities: No

Education and/or Experience:  To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Four year degree required, and an advanced degree is a plus.
• Significant knowledge of the Retail national chain business and distribution processes and proven relationships with key accounts preferably off-price. 
• 10 plus years’ sales experience with a demonstrated track record of delivering results above the budgeted goals within basic bedding industry with large retail national chain accounts preferably off-price.
• History of generating and sustaining a significant amount of business above budget.   
• Strong business acumen and professionalism, with solid communication skills, both verbal and written.
• Computer literacy necessary.
• Strong collaboration and people skills, with the ability to work effectively across diverse teams and build lasting relationships.
• Excellent problem-solving skills with strong focus on execution.
• Proficient ability to analyze and interpret market & trend data and sales profitability.

Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

When in a corporate location, Associates in this role may spend over 90% of the day in a stationary position while using a computer or other devices. Good manual dexterity is required to use common office equipment (e.g., computers, mobile devices, calculators, copiers, scanners). There is also an occasional need to position self to maintain equipment, including under tables and desks as well as the ability to move about the office and common office areas. 

There is also an occasional need to bend, stoop and lift (typically less than 20 lbs.). as well as frequently touch and feel. The ability to hear and see with vision abilities in close vision, distance vision, peripheral vision, depth perception and the ability to adjust and focus is necessary.

Work Environment: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

When in corporate, Associates in this role spend much of the day in a climate-controlled office environment with a low to moderate noise level. 

Keeco, is a drug free workplace and an equal opportunity employer. Keeco is committed to providing equal employment opportunity in all employment practices, including but not limited to, selection, hiring, promotion, transfer, and compensation to all qualified applicants and employees without regard to age, race, color, national origin, sex, pregnancy, sexual orientation, gender identity, religion, handicap or disability, genetics, citizenship status, service member or veteran status, or any other category protected by federal, state, or local law.