Sales Manager

3 weeks ago

Toronto, Canada Michi Design Inc. Full time

Are you hungry and driven - with a strong interest in women's high fashion, fitness, tennis, or golf wholesale apparel sales? Is communication one of your strengths? Do have a passion for process and systems to be more effective at what you do? Do you understand nuances of the US & global fashion industry where trend, assortment, merchandising and replenishment fit into the big picture?

**THE ROLE**

In this position you’ll be responsible for nurturing our current and past wholesale sales accounts to ensure agreed Company targets are met, as well as generate new leads. You’ll create an efficient sales process, engage with women’s contemporary, activewear, tennis and golf apparel buyers, and proactively anticipate and respond to wholesale customer needs.

What does that mean exactly? It means we’ll be counting on you to do the following:
**ACCOUNT MANAGEMENT & GROWTH**
- Manage and oversee daily functions/ responsibilities of current global accounts in USA, Canada, Europe and Asia - such as SKP, Equinox, Carbon38, Mason’s Tennis and Holt Renfrew.
- Manage, develop and maintain strong relationships with buyers in key accounts and higher specialty boutiques.
- Proactively anticipate and respond to wholesale customer inquiries and questions with brand/ product knowledge and customized assortments though our NuOrder system.
- Check in with wholesale accounts regarding brand performance and merchandise assortment.
- Negotiate favourable payment and shipping terms for MICHI such as Pre-paid and Ex-works.
- Weekly analysis of sales data (ie. Sell through, product mix, door analysis, competitor analysis etc.), in order to maximize selling and growth opportunities.

**LEAD GENERATION**
- Generate leads and through prospecting activities to maintain required pipeline of prospect accounts.
- Qualify, research, track and develop leads into viable business opportunities.
- Build rapport and connection with leads.
- Effectively articulate the value proposition to multiple organizational levels.
- Develop strong selling tools and presentations for sales opportunities.

**PRODUCT & LOGISTICS COORDINATION**
- Maintain regular communication with design and production to initiate recuts when core inventory starts to get low or if core products need to get updated.
- Identify and communicate opportunities to increase profitability.
- Work closely with Logistics Manager for preparation of customs documentation as required on cross-border shipments
- Fulfilment and invoicing of wholesale orders through our 3PL partner.
- Setting up all new styles in ERP at the beginning of each season (including: style images, barcodes, assigning SKUs, etc.)

**ACCOUNTS RECEIVABLE**
- Regularly follow up with our Accountant to make sure partners are adhering to payment terms.
- Follow up with buyers if needed to help receive late payments.

**ACCOUNT MARKETING**
- Work with marketing team to initiate and manage creation of sales materials and marketing partnerships.

**WHAT DOES SUCCESS LOOK LIKE?**

**6 MONTHS**
- You now have in depth knowledge and understanding of the MICHI products and best sellers.
- You understand all of our sales and inventory systems: NuOrder, ZenDesk CRM, 3PL Extensiv and ERP system.
- You feel comfortable sharing stories about the products, inspiration, craftsmanship and origins.
- You connect with people through storytelling and communicate the problems we are solving.
- You are now familiar with MICHI sales process and are working on optimizing it thorough our sales platforms.
- You have nurtured sales opportunities for the company.
- Since you understand the importance of a strong core business you have are helping drive inventory turns and build up our core assortment with our accounts.

**12 MONTHS**
- You have grown our business in Asia, the Middle East and the US by opening new accounts and growing current accounts.
- You have sought out additional sales opportunities that are on brand with MICHI and are working on building those relationships further.
- You’ve mastered the art of remote selling.
- You are a strong believer in the brand and feel very confident selling the line. You are driving sales growth because of the relationships you have built and the deep level of understanding you have of our customer.
- You truly understand our customer’s needs and are very confident suggesting best-selling assortments for our top accounts.

**OUR IDEAL CANDIDATE - IS IT YOU?**
- 2-3 years' experience working in sales or account management in the high-end apparel industry - Golf, Tennis, Activewear, Contemporary or RTW experience preferred but not mandatory.
- Systems savvy with CRM/ systems experience and a systems driven mindset to automate where ever possible.
- Strong problem-solving and analytical skills.
- Excellent merchandising and assortment planning skills.
- Empathetic listener with outstanding communication and organization skills.
- Ability to work in a fast paced, dynamic and challenging envi

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