Sales Account Executive (West Coast)

ABOUT SHINOLA

At Shinola, we make beautiful, enduring, handcrafted goods that are built to be lived in, worn out, and well-loved.  Our thoughtful craftsmanship, timeless design, and spirited stories inspire our customers to live well, with confidence & joy—in a style that is uniquely their own!  Because we are a growing and evolving company, each employee is a key stakeholder, making decisions every day that directly impact our overall vision and direction. At Shinola, you’ll have the opportunity to make a significant contribution at the start of what we believe will become an iconic American brand.  

ABOUT THE ROLE
The Sales Account Executive will be responsible for driving wholesale growth across the West Coast territory by managing existing accounts, onboarding new partners, and developing tailored strategies that maximize sell-through and market penetration. This role blends strategic sales planning with hands-on account management, requiring up to 60% travel to build strong retailer relationships, optimize assortments, support visual merchandising, and provide training in-store. By partnering with buyers, analyzing sales data, and monitoring OTB budgets, you’ll ensure inventory efficiency, revenue growth, and reduced return rates while delivering territory insights that influence future product and market strategies.

KEY RESPONSIBILITIES

Account Management & Sales Growth:

• Drive wholesale sales within the assigned West Coast territory, managing and expanding relationships with existing accounts. 

• Travel extensively (up to 60%) to store locations, ensuring: 

• Optimized inventory turnover and replenishment 

• Strategic product mix and sales trend analysis 

• Effective advertising, promotions, and merchandising 

• Visual presentation and training support 

• Partner with buyers to monitor open-to-buy (OTB) budgets and ensure strong sell-through performance. 

• Develop customized sell-in and sell-through strategies for each account to maximize revenue. 

• Provide biannual territory analysis, outlining key trends, opportunities, and product insights. 

New Business Development: 

• Identify, pursue, and onboard new accounts within your territory that align with brands DNA. 

• Ensure wholesale sell-through goals are achieved at the retail level. 

• Proactively drive market penetration by developing tailored strategies for both new and existing accounts. 

Performance & Return Rate Optimization:

• Analyze and implement sell-in/sell-through tactics to reduce wholesale return rates, ensuring: 

• Smarter assortments that align with key business metrics (turnover, weeks of supply, sell-through, stock levels). 

• A reduction in average return rates through proactive account management. 

QUALIFICATIONS

• Bachelor’s degree preferred. 

• 3-5 years of wholesale or relevant sales experience, preferably with a luxury or premium brand. (experience working with independent retailers a plus)

• Strong ability to build relationships, analyze sales data, and develop strategic sales plans. 

• Experience in account management, new business development, and revenue growth strategies. 

This is a 100% commission-based role. Compensation is earned solely through commissions, calculated as a percentage of wholesale sales within your assigned territory.  Payments will be made in accordance with California wage laws. All commission terms, including the method of calculation, timing of payments, and conditions under which commissions are earned, will be outlined in a written commission agreement provided at the time of hire, in compliance with California Labor Code §2751. This position does not include a base salary, but commission earnings are directly tied to sales performance.

Note: This job description is not meant to be all-inclusive.  Employee may be required to perform other duties to meet the ongoing needs of the organization.

Filson and Shinola are equal opportunity employers. We believe that every employee has the right to work in surroundings which are free from all forms of unlawful discrimination.  It is our policy that all decisions involving any aspect of the employment relationship will be made without regard to race, color, sex, religion, age, national origin, marital status, sexual orientation, gender identity, the presence of any sensory, mental, or physical disability, veteran and military status, genetic information, political ideology or any other status or characteristic protected by local, state or federal law.  Discrimination and/or harassment based on any of those factors are totally inconsistent with our philosophy of doing business and will not be tolerated.

With regard to applicants or employees with disabilities, the company offers what the law refers to as "reasonable accommodation" to enable a person to perform his or her job. 

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