Job Overview
Lead and scale a sales team to drive revenue growth through account expansion and new customer acquisition in the trading card games, sports cards, and collectibles distribution industry. Set performance expectations, coach execution, and ensure disciplined sales operations in a fast-moving, allocation-driven environment.
Responsibilities
- Lead, coach, and motivate sales team to achieve revenue, activity, and margin goals.
- Establish performance expectations, pipeline management, and account coverage; hold team accountable through reviews and coaching.
- Support recruiting, onboarding, and ramp-up of new sales representatives.
- Drive sales approach focused on retaining and growing existing accounts while expanding customer base through outreach, trade shows, and new business development.
- Partner with leadership to develop and execute regional sales strategies aligned with company priorities and product launches.
- Identify opportunities to increase wallet share, improve account penetration, and expand market presence.
- Oversee operational levers including accounts receivable, inventory availability, and order accuracy.
- Manage product allocations with fairness, strategic prioritization, and customer communication.
- Run and interpret sales reports, monitor KPIs, and ensure accurate commission calculations.
- Ensure consistent use of sales processes, tools, and reporting; identify and implement solutions for execution breakdowns.
- Act as player-coach to support key accounts and close strategic opportunities.
Qualifications
- 5–7 years of progressive sales experience, with at least 2–3 years in sales management or team leadership.
- Proven success leading sales teams in account-driven or distribution-based environments.
- Strong understanding of account management, new business development, and pipeline discipline.
- Experience working with accounts receivable, inventory management, product allocations, and sales reporting.
- Analytical and detail-oriented, with ability to translate data into action.
- Confident, direct communicator with strong coaching and organizational skills.
- Self-starter who thrives in a fast-paced, performance-oriented environment.
