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SalaryAt Deckers Brands, Together, Every Step is a promise kept that every employee can bring their authentic self, is valued and supported, as a whole person, at work and beyond. Together, Every Step is how we continue to deliver exceptional business results, experience an amazing place to work, and have a positive impact on the communities and world around us.
Job Title: Vice President of Sales FLG, U.S.
Reports to: Vice President, General Manager - US Fashion Lifestyle Group
Location: U.S. Remote
Reports to: Vice President, General Manager - US Fashion Lifestyle Group
Location: U.S. Remote
Interested applicants must reside in one of the following approved states: California, Colorado, Connecticut, Florida, Georgia, Idaho, Illinois, Massachusetts, Minnesota, Nevada, New Hampshire, New Jersey, New York, North Carolina, Oregon, South Carolina, Tennessee, Texas, Utah, Virginia, Washington, Wisconsin
The Role
The Vice President of Sales FLG, U.S. will lead and direct the execution of all wholesale sales functions for the UGG and Koolaburra by UGG brands in the U.S. Responsible for one of the largest Deckers markets and channels globally, the V.P. of Sales will execute long-term and seasonal marketplace strategies to meet or exceed fiscal year revenue budgets. This role will lead the flawless execution of seasonal brand initiatives within the wholesale channel. The V.P. of Sales will direct and oversee a relentless review of partnership criteria to ensure best in class distribution, building long-term strategic partnerships within the wholesale channel. This position is responsible for managing the entire U.S. wholesale sales team as well as developing and maintaining strong cross functional partnerships with Sales Operations, Merchandising, Marketing, Financial Services, Customer Experience, Demand Planning, Deckers’ Leadership, DTC channel leads (eCommerce and Retail) and Global Product and Demand Creation.
We celebrate diversity-of your background, your experiences and your unique identity. We are committed to ensuring an inclusive and equitable workplace where all of our employees can Come as They Are. We believe that when we bring our different perspectives to work, we are truly Better Together.
Your Impact
Business Strategy:
- Create and implement a strategic vision in collaboration with GM/ VP FLG to maintain and grow market share.
- Collaborate with Omni Leadership and Finance to develop a 3-year rolling Revenue Plan, Annual Sales Operating Expense Plan, in conjunction with the Annual business planning process.
- Responsible for meeting and/or exceeding fiscal year and quarterly revenue and margin targets.
- Refine and implement wholesale strategies for the continued strength of the brands, as needed, to address the dynamic marketplace and industry.
- Design and deliver fully aligned seasonal and annual business plans for each strategic customer.
- Develop and maintain exceptional strategic account relationships that lead to collaborative account management.
- Work with Sales Management and Merchandising to provide input on commercial growth opportunities.
- Develop a data driven mindset across the sales organization to inform all commercial decisions, to implement new marketplace strategies and guide seasonal initiatives.
- Align resources to optimize brand strategies and seasonal priorities.
Marketplace Management:
- Ensure both the UGG and KBU brands maintain best-in-class wholesale partners by continually monitoring enforcing and refinement of the U.S. FLG Marketplace Guidelines.
- Collaborate across the Omni organization for a compelling cohesive marketplace across all channels: wholesale, DTC (e-Commerce and Retail).
- Identify strategic growth and expansion opportunities.
- Relentlessly review segmentation and allocation strategies to ensure sustained growth and increased market share.
- Continuous review of the marketplace to ensure channel segmentation and account differentiation.
- Ensure the sales team remains focused on the target consumers (Culture Creator, Culture Changemaker, Conscious Brand Hero) and align distribution accordingly.
Commercial Management:
- Collaborate with Omni Leadership and finance to align on fiscal, seasonal, and monthly revenue targets.
- Collaborate with finance and CE to set weekly shipping targets.
- Ensure pre-season bookings meet sales targets.
- Collaborate with the DTC Planning and the Sales Ops Planning teams on a seasonal inventory obsolescence process to optimize inventory liquidation and maximize gross margin.
- Ensure Close-out inventory is distributed and metered to maintain brand strength.
- Build and maintain executive relationships with Key and Strategic Retail partners to ensure brand priorities and strategies are executed throughout the marketplace.
- Directs rolling 1, 3-year strategic plans with Key / Strategic Retail partners.
- Organize annual Top to Top or Teams to Teams meetings with strategic partners.
- Execute Retailer trade terms and negotiate annual agreements.
- Develop seasonal sales programs to promote brand initiatives and objectives.
- Strategically increase market share across categories and classifications in accordance with brand initiatives.
- Protect our key product franchises through a data driven allocation program.
- Drive the planning and forecasting process in collaboration with the Demand and Sales Operations Planning teams: right product, right time, right distribution, right quantity.
- In collaboration with the Sales Operations Planning team, supports the equitable assignment of the individual Sales Executives targets to ensure they are optimally allocated across the sales team to meet the fiscal year budget.
- Collaborate with the Director of Marketing to allocate the annual VSM (Vendor Supported Marketing) budget to elevate our seasonal key stories to drive sales and conversion.
- Maintains a consistent and thorough knowledge of the DTC GTM plans to ensure a cohesive marketplace.
Teamwork and Leadership:
- Continue to build and lead a high performing sales team to execute the brand vision and meet the demands of the market.
- Continually coach, train, and mentor the Sales leadership team to ensure proper management of the broader sales team to optimize revenue and margin while executing seasonal and brand initiatives.
- In coordination with Sales Leadership and PX, conduct a formal review of the entire sales team to ensure competency development and succession planning.
- In collaboration with PX, Omni Leadership and Finance, lead the annual merit and expense budgeting processes for the U.S. Sales team to optimize resources, employee retention, and career growth.
- In collaboration with the Sales Operations Center of Excellence, ensure the sales team is provided with all the tools and resources needed to effectively manage their businesses.
Cross Functional Partnerships:
- Establish and develop aligned partnerships with cross-functional teams, specifically the Merchandising, Sales Operations COE, Finance, Marketing, Customer Experience, Demand Planning, DTC Leadership, Deckers Sales Leadership, and Global Product and Demand Creation Teams.
- Communicate region and channel product and marketing needs clearly and concisely.
- Consistently share marketplace insights with cross-functional teams to amplify future strategies.
Who You Are
- A collaborative inspiring leader.
- A highly motivated team player.
- A self-starter.
- Have a proven ability to build and coach teams.
- Experience working effectively in complex global matrix organizations, satisfying the needs of diverse departments, teams, and cross functional partners.
- Consumer obsessed.
- Has a thorough understanding and appreciation of an omni channel approach and the importance of the DTC channel.
- An innovative people & processes leader.
- Can work under the pressure of competing and sometimes conflicting priorities.
- Can multi-task and problem-solve in a fast-paced environment.
- Can effectively prepare and present marketplace information and data.
- An experienced and charismatic presenter.
- Able to react and respond to questions or situations decisively, effectively, across the organization.
- Has established relationships in the footwear / apparel industry.
- Excellent interpersonal skills.
- Strong attention to detail, and excellent organizational skills.
- Exceptional written communication.
- Quantitative skill set/analytical thinker.
- Possesses cross culture agility - knowledgeable in regional and global industry trends.
- Proficient in Microsoft Applications: Excel, PowerPoint, and data management.
We’d love to hear from people with
- Bachelor’s Degree or equivalent combination of education and experience.
- 10-12 years industry relevant Footwear and / or Apparel Sales / Omni channel Management.
- 5+ years leading a Sales Team.
What We'll Give You –
- Competitive Pay and Bonuses - We’ve created a variety of competitive compensation programs to foster career development, reward success and to show our employees just how much they’re valued.
- Financial Planning and wellbeing - No matter what financial goals our employees have set, we want to help them get there. Our plans provide powerful ways to protect income, pay for expenses and invest in the future.
- Time away from work - Sometimes we need time away to be with family, focus on our health or just simply recharge. Our plans support our employees’ needs to get out, get healthy and come back stronger than ever.
- Extras, discounts and perks - Being a valued member of the Deckers Brands team means more than just a paycheck. From generous discounts to community-based programs, we offer a variety of cool extras
- Growth and Development - Deckers Brands was built on the idea of pursuing passion. That’s why we offer extensive opportunities and support for personal and professional development.
- Health and Wellness - There’s nothing basic about our comprehensive health and wellness programs and offerings. While at work and at play, we aim to support a healthy lifestyle.
$300,000 - $315,000
The salary range posted reflects the minimum and maximum target for new hire salaries for this role in our Goleta, CA location. Individual pay will be determined by location and additional factors, including job related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary for your preferred location during the hiring process.
Equal Employment Opportunity
Diversity and inclusion are key to our success. We are proud to be an equal opportunity employer and our employees are people with different strengths, experiences and backgrounds who share a passion for our brands. We welcome qualified applicants regardless of their race, color, religion, sex, sexual orientation, gender identity, gender expression, national origin, age, military or veteran status, mental or physical disability, medical condition and all of the other beautiful parts of your identity.
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