A multi-faceted position that is responsible for driving profitable sales growth for assigned utility bedding accounts by building strong retailer relationships, developing customer-focused assortments and coordinating execution from product concept through delivery. This role combines account management, merchandising, forecasting and cross-functional project leadership.
Position Responsibilities:
- Manage day-to-day relationships with buyers, assistant buyers and other key contacts across assigned retail accounts.
- Develop account plans that support annual sales, margin and distribution goals; identify opportunities to expand existing programs and launch new business.
- Partner with customers to build assortments by product platform, price point, SKU count, color and channel, using sales performance and market insights to guide recommendations.
- Prepare and lead customer meetings, including agendas, product presentations, pricing, samples and digital assets; document decisions, owners and deadlines.
- Analyze point-of-sale results, forecasts and competitive activity to recommend replenishment, assortment changes, promotional opportunities and corrective actions.
- Maintain accurate project-level sales estimates and account forecasts, considering retail timing, production lead times and customer commitments.
- Partner with Product Management, Design, and Brand teams approximately nine months ahead of in-store dates to develop relevant, differentiated and commercially viable programs.
- Coordinate product development needs, including CADs, samples, packaging and digital content, ahead of customer selection meetings.
- Collaborate with Planning, Operations and vendors to support production minimums, case-pack requirements, container efficiency and on-time delivery.
- Monitor manual and EDI purchase orders and work with Customer Service and Operations to resolve pricing, quantity, delivery or setup discrepancies.
- Ensure customer selections, sold projections and program updates are entered accurately and on time in PLM and other company systems.
- Monitor competitor assortments, pricing, design trends and consumer needs; share actionable insights with Sales, Product and Design.
Essential Skills and Experience:
- Bachelor's degree in Business, Marketing, Merchandising, or related discipline; or a minimum of five years related experience and /or training; or equivalent combination of education and experience
- Three to five years of experience in wholesale sales, account management, merchandising, buying, product management or a related consumer-products role
- Demonstrated experience working with retail buyers and supporting assortment, pricing, margin and sales-planning decisions
- Knowledge of competitive market is vital in order to determine future trends and needs in addition to identifying core product opportunities
- Strong analytical ability, including proficiency in Excel and comfort working with sales, margin and forecasting data
- Excellent presentation, negotiation, written communication and follow-through skills
- Ability to manage multiple accounts and product-development timelines in a fast-paced, collaborative environment
- Sound judgment, attention to detail and the ability to work independently while keeping stakeholders informed
- Ability to multi-task on a routine basis, be detail-oriented, adapt plans and change direction as needed, have a proactive mindset and have the ability to perform the job under a moderate to high level of stress
- Strong computer skills with working knowledge of Microsoft Office programs to include Excel
- Ability to travel and to perform the essential functions of the role with or without reasonable accommodation
- Possess a team oriented mentality
- Previous experience in successfully handling time sensitive projects and meeting assigned deadlines
- Experience in utility bedding, home textiles, soft home or another product-based wholesale business is preferred
- Working knowledge of retail math, product development, production lead times, EDI and PLM systems is preferred
- Experience supporting national, department-store, off-price, e-commerce or specialty retail accounts is preferred
