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About the Role

The Columbia Sales Team is a key driver of our brand’s growth across wholesale channels. As the Strategic Account Director – Department Stores, you will own and lead Columbia’s U.S. department store business, including key national accounts such as Macy’s, Nordstrom, and Belk. This is a business ownership role, responsible for setting strategy, driving revenue and profitability, and managing the full commercial relationship with some of Columbia’s most important retail partners.

Responsibilities

Own and lead the department store business, with full accountability for revenue, margin, and long-term growth
Develop and execute strategic account plans for Macy’s, Nordstrom, and Belk that expand market share and strengthen partnerships
Build and maintain senior-level relationships with merchants and executives, influencing assortment, pricing, and in-season decisions
Drive sell-in and sell-through performance across accounts, including ownership of pricing architecture, markdown strategy, and inventory flow
Lead seasonal assortment strategy in partnership with merchants and internal merchandising teams
Deliver data-driven insights and business reviews that inform both customer and internal decision-making
Identify opportunities to expand distribution, optimize assortments, and improve profitability across the department store channel
Partner cross-functionally across merchandising, planning, product, and marketing to ensure aligned execution and go-to-market success
Lead and develop a high-performing team, creating clarity, accountability, and consistent execution

Requirements

Commercial leader who approaches the role as a true business owner, not just an account manager
Experienced in working directly with department store merchants and buying teams
Able to balance strategic thinking with hands-on execution in a fast-moving environment
Highly effective in influencing decisions across both external partners and internal stakeholders
Strong in retail math, with a clear understanding of margin drivers, sell-through, and inventory dynamics
A leader who builds accountability, clarity, and performance within teams
10+ years of wholesale sales experience in apparel, with clear progression into leadership roles
Direct ownership of major U.S. department store accounts (e.g., Macy’s, Nordstrom, Belk, Kohl’s, Dillard’s or similar)
Proven track record managing and growing multi-million-dollar wholesale businesses, with accountability for revenue and margin
Demonstrated ownership of: pricing strategy, markdown management, inventory flow and replenishment and season assortment planning
Strong, established relationships with department store merchants and buyers, with the ability to influence decisions at multiple levels
Experience leading cross-functional work across merchandising, planning, product, and marketing
A background in brand-side apparel wholesale, with exposure to fashion, lifestyle, or performance categories
Experience operating in environments where sell-through performance, margin management, and inventory discipline are critical to success
The ability to translate consumer, product, and financial insights into clear commercial strategies that drive growth
A track record of leading teams or influencing across organizations to deliver consistent business results

Skills

Wholesale sales
Account management
Strategic planning
Revenue and profitability management
Relationship building
Influencing
Retail math
Team leadership
Assortment planning
Pricing strategy
Markdown management
Inventory flow
Sell-through analysis
Cross-functional collaboration

Location

U.S.

Work Type

Full-time

Experience Level

10+ years of wholesale sales experience in apparel
Progression into leadership roles

Salary/Compensations

$194,680 - $340,570

About the Company

Columbia Sportswear Company and our portfolio of brands, including Columbia, SOREL, Mountain Hardwear and prAna, know a thing or two about adventures. After all, we've been on one since 1938, working to perfect the art of enjoying the outdoors.
Behind everything we make is an employee who's found that the greatest adventure starts with joining a company that strives to do the right thing.
Columbia is different. As a global apparel and footwear company with over 80 years of being ourselves and not apologizing for it, we’ve seen a lot and done a lot. But our motto remains: “It’s perfect. now make it better.” Learn more about how you can help us shape the next 80 years here.

Equal Opportunity

Columbia Sportswear Company is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.
Columbia Sportswear is committed to working with and providing reasonable accommodation for individuals with disabilities.
If you need reasonable accommodation because of a disability for any part of the employment process, please notify your recruiter.
If you need an accommodation/adjustment to successfully complete and submit your application, please reach out to AskHR@columbia.com with the Subject: Applicant Assistance Requested.