National Account Manager, Digital

Department: Commercial – North American Wholesale

Reports to: Senior Manager, Key Accounts - USA

Location: Portland, OR preferred, West Coast, USA (remote) considered

Your Opportunity at ARC’TERYX:

As the National Account Manager, you will lead the work to evolve how the Arc’teryx vision comes to life at the brand’s strategic, digitally led wholesale accounts; this is inclusive but not limited to the Amazon 3P marketplace. When successful, a guest navigating these partner sites or retail stores will feel a true, omni-channel experience in harmony with Arc’teryx Retail/Digital. You will work directly with a wide variety of internal and external key account and cross-functional teams to analyze, identify, and drive current and future sales. In this role, you are a master analyzer of sales data and can blend market trends, inventory available and account needs into one harmonious process. You are responsible for driving sales weekly, both short-term and long-term oriented. You manage the end-to-end seasonal go-to-market selling process with some accounts, whilst with others you support your peers with amplifying some of their business units. Additional responsibilities include coordination and preparation of seasonal and quarterly forecast and demand plans; you also assist in the preparation of seasonal vendor worksheets as needed as well as in-season MAP monitoring of the marketplace.

This is a remote role based in Portland or West Coast, USA. Business operations occur on MST or PST time zone.

Meet Your Future Team:

The US Commercial team is accountable for delivering sales through all local channels. We meet the guest where they are shopping, and ensure Arc’teryx is represented in an authentic, consistent way. As the retail landscape changes, we will work together to evolve our approach with creativity and teamwork.

If you were the National Account Manager now, here are some of the core activities you would be doing:

1. Working closely with a targeted set of the brand’s national account wholesale partners, develop a strategic sales plan for complex digital accounts leveraging account insight, regional trends and brand goals to achieve provided sales targets
2. Developing a consistent rhythm to “mine data” and recommend weekly sales replenishment orders for the brand’s largest key accounts
3. Partnering with Wholesale Operations to report sell through and forecasting data across channels to inform strategic sales decisions
4. Centering on account-specific needs, support the seasonal forecasting process with key internal stakeholders and achieve a high degree of accuracy in a sell-to-forecast model
5. Using account feedback, experience and data to strengthen forecasts, planning, and product feedback to drive continuous improvement; reporting back internally and externally
6. Connecting members of the Arc’teryx community – Digital Marketing, Trade Marketing, Brand Stores, Allocations, Ambassadors and Wholesale staff to best-in-class events and activations (both digital and in-person) that build brand awareness and excitement
7. Leveraging market and competitor trends along with buyer preferences at the category level to drive sales, market share, and generate new business through a consultative sales approach; a specific focus on Women’s and Footwear business is expected
8. Developing gross market value measurements to analyze brand penetration by geography and understand key markets/epicenters that include clear and informative charts to visualize historical data and forecasted trends
9. Supporting the account GTM process with new item uploads, master data information, etc.

Here are some of the things you could be working on in the future:

1. Visualizing what the future of digital and marketplaces mean for the brand at wholesale
2. Prototyping new digital formats of business in partnership with our key account retailers that elevate the brand experience, build awareness, and increase sales digitally
3. Informing and helping build new commercial strategies to evolve in the spirit of Arc’teryx values

Are you our next National Account Manager?

1. You have a Bachelor’s Degree in Business, Digital Marketing, Data Science or a related field
2. You have 7+ years of sales experience in outdoor or athletic sales; ideally selling apparel and footwear in the digital key account space
3. You have experience with the Amazon marketplace and understand its effect on a brand’s wider digital and wholesale ecosystem
4. You have thorough knowledge of key wholesale metric levers and how to use them to create increased profitability and sales for Arc’teryx and its retail partners
5. You have strong business acumen and retail math that can drive the top and bottom-line number for the account both with prebooks and in-season sales
6. You have the ability to lay out practical and logical assortment plans based on retail space, merchandise build-outs, inventory turn, and sell through
7. You have a strong ability to build relationships, sell, influence, and negotiate
8. You have strong presentation and communication skills
9. You have excellent organizational skills, analytical ability, and a track record of strategic planning
10. You are optimistic about the future and what can be achieved, and listen to others’ needs
11. You have the ability to tell a holistic story versus taking a transactional approach.
12. You are proficient in Microsoft Office and have experience and high comfort with sales analytics tools (SAP, PowerBI, SPS commerce)
13. You have the ability to work well independently and in a team
14. You are proactive in identifying the root cause of issues and developing solutions
15. You remain highly flexible and adaptable when faced with ambiguity
16. You effectively balance autonomy and collaboration
17. You seek the best (sometimes not the easiest) solutions with unwavering commitment
18. Your passion for your work is paralleled by your passion for getting outside and living it
19. You have the ability to travel up to 25% of the time; varies by seasonality

$102,000 - $128,000 a year

Equal Opportunity

Arc’teryx is committed to actively creating and fostering a culture of inclusivity where voices are heard, people are seen, and values are respected. We care about the uniqueness of our applicants, employees, and guests, and we do so in a safe space fueled by curiosity and acceptance.

Creating an inclusive workplace is connected to our core value Do Right while also having the added benefit of helping make our business better. We believe inclusion helps us to create a healthier, happier workplace, drive creativity and innovation, and reflect the communities where we operate.

All applicants, employees, and guests can expect equality of opportunity and fair treatment in alignment with our values.

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