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Key Account Manager, eComm at Deckers Outdoor Corporation

Posted in Consultant 30+ days ago.

This job brought to you by eQuest

Type: Full-Time
Location: San Diego, California

Job Description:

The role is responsible for the long-term management and strategic revenue growth of the brand within selected eComm Key Account partners, developing and maintaining a strong collaborative approach with local cross functional resource, to ensure brand plans and profitable growth is achieved. This role will deliver the agreed targets through maximizing productivity of existing accounts and pursuing new account opportunities in line with brand distribution strategies.

Extensive travel and occasional overnight stays are expected throughout and across the regional territory.


  • Required to build strong relationships with Senior Business Partners (across buying, sales, merchandising, logistics and marketing) of National/Key Accounts to successfully manage designated eComm Key Account partners.

  • Provides leadership for the commercial group exhibiting best in class practices & behaviors.

  • Achieves and exceeds sales and profitability targets for all the accounts.

  • Maximizes, maintains and defends the profitability targets of the brand across all accounts

  • Plans and delivers new seasons range sell-in to existing and potential business.

  • Attends regular sales meetings, prepares sales reports, sell through information and other necessary information on the accounts plus other information as requested by the business, supporting the Sales Manager where requested in formatting and delivering the sales meetings.

  • Visits and builds relationships with buying teams and store staff in accounts doors.


  • Maintains deep and broad knowledge of the strategic accounts business, so as to be able to create exceptional value for it (including an exceptional understanding of the strategic accounts’ strategies, positioning to consumers, and the priorities of various purchase decision-makers).

  • Prepares detailed and strategic business plans for each account that align to the Brand and the Accounts objectives and strategies.

  • Makes professional, thorough, technical, product presentations to all key accounts within the territory for product cycle introductions.

  • Increases doors and/or density of doors, where appropriate based on overall Brand and channel objectives.

  • Work cross functionally with Marketing, Product and leadership resources to meet account performance objectives and customer expectation.

  • Analyzes sell in and sell out performance to deliver seasonal expectations and annual strategic business plans.

  • Delivers customer, consumer and sell through market intelligence to Sales Manager and key cross functional partners providing insight to range performance and monthly forecast achievement

Account Management

  • Strategically contacts and manages customers daily, weekly or bi-monthly.

  • Builds strong professional relationships with all buyers or owners for each account.

  • Seasonally executes sell in meetings to all accounts demonstrating a full competency in brand and product knowledge, drives desired and planned assortment selection by account.

  • Manages and influences correct product positioning by account and door and manage relationships with key account partners to influence key decisions.

  • In line with each customer’s budget, successfully carries out sales. Secures orders from existing and potential accounts by means of visiting accounts.

  • Plans the strategic and profitable use of marketing tools.

  • Acts as the first point of call for accounts within Deckers Brands.

  • Maintains regular daily or weekly contact with Regional Manager or National Manager regarding sales updates, sell through reporting, issues and opportunities.

  • Proposes new accounts or opportunities to Sales Manager.


  • Maintain profitability by minimizing returns and credits and other costs to the business.

  • Uses marketing astutely and with due consideration to return on investment.

  • Insures payments are prompt and to the benefit of the Brand.

  • Manages expenses against budget.