VP of Sales

Job Description

Job Description

Job Title: VP of Sales

Role Summary

The 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

1. 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

1. 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

1. 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

1. 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

1. 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

1. Product & Assortment Optimization

• Analyze product performance and forecast demand
• Optimize assortment efficiency (reduce low-performing SKUs)
• Ensure alignment between product offering and channel needs

1. 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 Profile

Must-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