Sales Representative

SALES REPRESENTATIVE

Position Title: Sales Representative (I, II, III)        

Department: Sales

Channel Placement: Assigned by channel (Sports, Hardware, GMD, etc)

Reports To: Sales Manager

POSITION SUMMARY
The Sales Representative is responsible for driving revenue growth within assigned accounts or territories by selling approved assortments, executing established programs, and maintaining strong account relationships. This role focuses on disciplined execution, revenue achievement, and reliable account management to support company growth and retail expansion.

Annual revenue responsibility varies by territory, channel, and level.

KEY RESPONSIBILITIES

• Drive revenue growth within assigned accounts or territories
• Present approved assortments, programs, and seasonal initiatives
• Maintain strong buyer and account relationships
• Execute promotions and seasonal programs in alignment with company timelines
• Support line reviews and item submissions
• Monitor inventory levels and communicate forecast needs
• Utilize internal reporting tools to track performance and account activity
• Communicate competitive intelligence and market feedback
• Collaborate cross-functionally with Ecommerce, Category, Marketing, Operations, and Project teams
• Ensure retailer execution standards and compliance requirements are met
• Maintain accurate reporting, documentation, and order submission practices

PERFORMANCE EXPECTATIONS

Performance is evaluated based on:

• Achievement of assigned revenue targets
• Execution of seasonal and promotional programs
• Account management effectiveness
• Operational discipline, including forecast accuracy and reporting standards
• Performance against defined sales scorecard metrics

Advancement and compensation considerations are based on sustained performance, achievement of assigned goals, and readiness for increased scope of responsibility.

LEVEL EXPECTATIONS

Sales Representative I

• Manages smaller or developing accounts
• Executes established programs with manager support
• Meets baseline revenue and execution expectations
• Requires moderate oversight

Sales Representative II

• Independently manages assigned accounts
• Consistently meets or exceeds performance expectations
• Identifies incremental growth opportunities within accounts
• Demonstrates reliable execution and operational discipline

Sales Representative III

• Manages larger or more complex territory accounts
• Demonstrates sustained revenue achievement
• Maintains strong forecast accuracy and execution reliability
• Operates with high level of independence and accountability

REQUIRED COMPETENCIES

• Strong closing and selling skills
• Relationship development and account management
• Territory planning and organization
• Proactive selling behavior
• Execution discipline and attention to detail
• Ability to manage multiple priorities during peak retail cycles

TRAVEL REQUIREMENTS

Travel expectations vary by territory and channel and may require regular in-market account visits.

WORK ENVIRONMENT + COMPLIANCE

This role requires adherence to company policies, retailer compliance standards, pricing guidelines, and ethical selling practices. Accurate reporting and documentation are essential to ensure operational integrity and cross-functional alignment.

PREFERRED CULTURE INDEX BEHAVIORAL PROFILES

Profiles that may align well with this role include: Persuader, Closer, Consultant, Rainmaker. Behavioral tools are used to support development and role alignment.