Job: Key Account Executive (Sporting Goods)

Company Description

Our client is a global leader in the sporting goods industry, specializing in the design, development, manufacturing, and distribution of branded and licensed sports equipment and accessories. As one of the largest and longest-standing licensees of a leading global athletic brand, the company manages tens of thousands of SKUs across performance and team sports categories, including apparel, inflatables, hydration, and protective products. Privately held and headquartered in the Los Angeles area, with an international sales office in the Netherlands, it distributes to approximately 20,000 retail doors across North America.

Objective of the Role

Our client is seeking a Strategic Account Executive to own its largest and most strategic retail relationship, Dick’s Sporting Goods. Based in Pittsburgh, Pennsylvania, and reporting to the Senior Director of Sales, the successful candidate will create and drive a focused account plan, serve as the voice of the account internally, and lead seasonal go-to-market execution that supports retailer profitability and marketplace differentiation. This is an individual contributor position, working alongside an Account Manager and dedicated support functions, established to expand coverage of the account as the business continues to grow.

Ideal Profile

Our client will consider candidates from a range of backgrounds, including national account sales, buying, line planning, and assortment planning, provided they bring a strong command of retail dynamics and experience managing significant customer relationships. Sporting goods experience — brand-side, manufacturer-side, or with retailers such as Scheels or Academy Sports + Outdoors — is preferred, though experience with a specific brand is not required, as structured onboarding and mentorship are provided. The successful candidate will be proactive and high in integrity, with sound commercial judgment and the ability to build credibility across internal and external stakeholders.

Responsibilities

• Own all business issues and execution for the strategic account, serving as its primary point of contact
• Build and drive a three-year strategic account plan in partnership with the Strategic Account Manager and Director
• Represent the account internally with product line managers, influencing door- and account-level assortments through fact-based sales analysis
• Lead seasonal sell-in preparation, forecasting alignment, and long-range planning, and participate in go-to-market meetings and the pre-line process
• Develop assortment plans aligned with channel consumer insights, and partner with merchandising and visual teams to evolve the consumer experience at point of sale
• Provide weekly, monthly, and quarterly analysis of sales, margin, turn, and sell-through, together with market share and competitive assessments
• Collaborate with the retailer on seasonal vendor plans, manage the seasonal special make-up (SMU) process, and maintain automatic replenishment accuracy of 90–100%
• Build relationships across the account’s buying organization and establish alignment between the brand’s sales teams and internal leadership

Requirements

• Bachelor’s degree
• Five to eight years of selling experience, or equivalent experience managing a key strategic national account
• Comprehensive understanding of retail trade channels, including competitive landscape, trends, and business models
• Strong analytical skills, with the ability to interpret sales, margin, and market share data
• Excellent written and verbal communication skills, with demonstrated ability to influence at multiple levels
• Advanced proficiency in Excel and PowerPoint; Adobe Illustrator an asset
• Based in the Pittsburgh, PA area, or willing to relocate there, with relocation assistance available; this location requirement is firm
• Approximately 25% travel, comprising regular visits to the retail partner’s headquarters and two to four trips per year to Los Angeles and Portland for seasonal go-to-market meetings