Outside Sales Representative – Channel & Territory Growth

Job Title: Outside Sales Representative – Channel & Territory Growth
Reports to: VP of Business Development
Location: Nashville, TN and Boston, MA - Field based with travel to HQ in El Segundo, CA
About Us: JAANUU is a physician-founded, design-led medical apparel brand built for the people who care for others every day. We believe healthcare professionals deserve uniforms that are not only functional and performance-driven, but also thoughtfully designed, modern, and expressive of who they are.

We operate at the intersection of fashion, function, and community—bringing elevated design standards to an industry that’s long been overlooked creatively. From product innovation to brand storytelling, everything we do is rooted in respect for the healthcare community and a commitment to making their everyday work feel better.

At JAANUU, you’ll have the opportunity to shape a growing brand from the inside, collaborate with a tight-knit, ambitious creative team, and see your work come to life across campaigns, products, and real-world moments. If you’re excited about building meaningful work, pushing creative craft, and designing with purpose, you’ll feel at home here.
*The Base Compensation for this role is $90,000 - $105,000 (determined based on industry experience). This role will also be eligible for a Goal Based Commission Program in addition to Base Compensation.

Summary/Impact: The Outside Sales Representative will own new account acquisition and territory growth across four priority channels: Universities & Education (nursing, medical, dental, allied health programs and campus retail), Dental practices and DSOs, Dermatology and aesthetic/med-spa groups, and the ASI/Decorator/Promotional Products channel. This is a field-first, relationship-driven sales role built for someone who is comfortable in the car, in the clinic, and on the phone — someone with strong communication skills, real hunting instincts, and a genuine passion for product, service, and growth.

Responsibilities:

Territory & Pipeline Development (field-first)

• Build a named universe of accounts across all four channels — universities/med schools/programs and bookstores, dental practices and DSOs, dermatology/aesthetics groups and med spas, and ASI distributors/decorators — and prioritize by headcount, group affiliation, reorder potential, and OTB

• Own a defined geographic territory: build route plans, book in-person meetings, and drive face-to-face activity as the primary sales motion

• Execute multi-threaded outreach (in-person, call, voicemail, email, LinkedIn, associations, conferences, events); maintain stage exit criteria and next-step SLAs in CRM

• Map buying committees by channel (program directors, deans, clinical ops, procurement, bookstore GMM/DM/Buyer; practice owners, office managers, DSO regional leadership; ASI distributor principals and sales reps) and identify champions and economic buyers

• Maintain precise CRM hygiene: contacts, activity, next steps, stakeholders, stage definitions

Sales Execution

• Own the full cycle: discovery → solution design → samples/fittings → business case (sell-through/WOS/margin) → proposal → negotiation → close → launch

• Design attach plays: program bundles, decoration, partnership sites/portals, sampling kits, and group/practice uniform programs

• Lead on-site fittings, in-service demos, and pre-season line reviews

• Establish and manage replenishment cadence and reorder triggers across accounts

• Develop the ASI/Decorator channel: recruit and enable distributor partners, train their reps on the JAANUU line, support end-client pitches, and manage co-sell opportunities

• Collaborate with Marketing on segment narratives, collateral, events, and follow-up

Licensing, Channel Ops & Compliance

• Navigate licensing; manage artwork submissions, brand guidelines, NIL permissions, and approval timelines

• Ensure retail plumbing: EDI readiness (850/852/846/810), ticketing/UPC/ASN, routing-guide compliance, chargeback prevention

• Enforce MAP/UMP, label-law compliance, distributor terms, and program-specific requirements

• Partner with Customer Service and Operations to protect the post-sale experience: onboarding, portal setup, order accuracy, and issue escalation

Forecasting & Reporting

• Deliver weekly activity dashboards including in-person meeting volume and territory coverage

• Provide monthly forecast by channel with risks/upsides and variance analysis

• Maintain auditable CRM records (call notes, visit recaps, approvals, artwork IDs, attachments) and licensing audit trails

Success Metrics:

• Net New Accounts Added (by channel)

• Archived / Dead Accounts – Rekindled / Engaged

• Current Account – Average Order Volume Increase

• Program Adoption Percentage

• Net New Gross Revenue

• In-Person Meetings and Territory Coverage

• ASI/Decorator Partner Activation and Partner-Sourced Revenue

Requirements/Skills:

• 3–7 years outside/field B2B sales with multi-stakeholder cycles; experience required in at least one of the following channels: university/education, medical/dental practices, or apparel/uniforms strongly preferred

• Proven cold-calling and cold-walking discipline; pipeline creation from scratch

• Working knowledge of college retail and campus program structures

• Familiarity with dental/DSO and dermatology/aesthetics practice buying behavior

• Familiarity with the ASI/promotional products and decorator ecosystem (distributors, suppliers, end-buyers)

• Familiarity with retailer needs and solutions

• Familiarity with systems like HubSpot CRM (or similar), Google Suite, Microsoft Suite, Tableau BI (or similar)

• Comfortable leading live fittings/demos; can translate product feature into sell-through math and margin outcomes

• Travel-ready 20% for territory coverage, fittings, showcases, launches, conferences and events

• Valid driver's license and reliable transportation; ability to travel domestically without restriction

• Knowledge of decorated-apparel specs (embroidery/DTU), Pantone/trim control, and MAP enforcement

• Licensing fluency: CLC/Learfield/Affinity processes, school brand standards, NIL permissions

• Exposure to event commercialisation — popups, trade shows, conferences

Physical Demands and Work Environment:

• Prolonged periods of sitting at a desk and working on a computer (up to 8+ hours per day)

• Frequent use of hands and fingers to type, handle documents, and operate office equipment

• Occasional lifting or carrying of light materials (typically less than 25 pounds), including sample bags, fitting kits, and event materials

• Ability to communicate clearly via phone, video conferencing, and in-person meetings

• Frequent travel is required (domestic and/or international), including standing for extended periods at events or tradeshows, walking through partner facilities, and transporting presentation materials or promotional items

• Ability to operate a motor vehicle or take commercial flights for business-related travel

• This role is typically performed in the field and in an office environment, which may include a home office, shared coworking space, or corporate office setting

• Work may be conducted in varied environments during travel (e.g., conferences, hospitals, clinics, dental and dermatology practices, retail showrooms, decorator facilities, partner sites, universities)

• May occasionally be exposed to loud noise levels in public venues, changing temperatures, or crowded environments during events or field visits