Job Title: VP of Sales
Role SummaryThe VP of Sales is responsible for leading a ~$68M multi-channel business across many divisions in North America. The role owns full commercial performance, including net sales, margin delivery, and strategic channel development, while leading a team of ~30 and partnering cross-functionally to drive profitable growth.
Key Responsibilities- Commercial & Financial Ownership
- Drive achievement of net sales and margin targets across all channels
- Monitor daily/weekly performance vs. budget and adjust strategies accordingly
- Ensure deal profitability through pricing, discount, and cost discipline
- Oversee P&L-related decision-making and financial performance tracking
- Multi-Channel Strategy & Execution
- Define and execute differentiated strategies for:
- Closeout (off-price & liquidation channels)
- Retail (department stores, e-commerce, Amazon)
- Outlook (entry-price dedicated business model)
- Align channel strategies with broader North America and company objectives
- Optimize assortment, pricing, and distribution by channel
- Customer & Commercial Leadership
- Lead high-level customer relationships and key negotiations
- Guide team on deal structuring and customer strategy
- Expand customer base and strengthen market positioning
- Navigate complex and competitive retail landscape
- Team Leadership & Capability Building
- Lead, coach, and develop a team of ~30 across multiple sub-functions
- Build commercial and financial acumen within the team
- Drive accountability for both revenue and profitability
- Redesign team structure where needed to improve efficiency
- Cross-Functional Collaboration
- Partner closely with:
- Finance (deal approval, profitability)
- Product & Brand (assortment and positioning)
- Supply Chain (cost and flow optimization)
- Ensure alignment across functions to execute commercial strategy
- Product & Assortment Optimization
- Analyze product performance and forecast demand
- Optimize assortment efficiency (reduce low-performing SKUs)
- Ensure alignment between product offering and channel needs
- Key Success Metrics
- Net Sales performance vs. budget
- Gross Margin / profitability
- Distribution (number of doors by brand)
- Assortment efficiency (SKU productivity)
- Channel-specific growth targets
Candidate ProfileMust-Have- Strong commercial leadership experience in multi-channel retail or wholesale
- Proven ability to manage P&L and drive profitability
- Advanced analytical capability (reading financials, margin management)
- Strong negotiation skills
- Ability to operate in complex, matrixed environments
- Experience leading sizable teams
Nice-to-Have- Experience in fashion, accessories, or consumer goods
- Exposure to off-price, department store, or e-commerce channels
- Eyewear industry experience (not required)
Leadership & Behavioral Traits- Commercial mindset over pure "sales personality"
- Strong communicator-clear, structured, data-driven
- Low ego, high collaboration
- Non-micromanaging but highly in control
- Comfortable switching across multiple priorities quickly
Key Challenges in Role- Balancing growth vs. profitability
- Developing team financial acumen
- Navigating competitive and declining retail channels
- Aligning multiple stakeholders and functions
- Managing complex channel strategies simultaneously
