Director of Sales, California

Description

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.

Requirements

QUALIFYING SKILLS:

• Bachelor's degree or equivalent, five years’ experience, or equivalent combination of education and experience.
• Proven track record of success and existing relationships with key accounts in their defined territory market highly preferred. 
• Understanding of luxury brand positioning. 
• Must reside within the territory.
• Proficient with Microsoft Office and computer literate. 
• Must be a self-starter and be committed to excellence and high standards.
• Strong interpersonal skills; excellent problem resolution and consultative sales skills. 
• Good judgment with the ability to make timely and sound decisions.
• Ability to work independently and as a member of various teams and/or committees.
• Demonstrated ability to make successful presentations to individuals and/or groups at all levels of an organization.
• Proven ability to handle multiple projects and meet deadlines.
• Ability to perform quantitative analysis, prepare reports and business correspondence.  
• Strong organizational skills, versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm.

PHYSICAL/MENTAL REQUIREMENTS:

While performing the duties of this job, the employee is frequently required to do the following:

• Coordinate multiple tasks simultaneously
• Collect, interpret, and/or analyze complex data and information.
• Understand and respond to a diverse population.
• Lift and/or move up to 35 pounds, including a briefcase and/or sales materials. 
• Often work in the evenings and on weekends.
• Extensive driving within territory; travel is required by car. A clean DMV record is required.

WORK ENVIRONMENT:

• Maintains home office to fulfill administrative responsibilities.
• Extensive travel in territory, to company meetings throughout CA and other markets as assigned.
• Workweek hours vary and include weekends and evenings on a regular basis.

The above reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.