The Director of International Sales role is responsible for leading global efforts to maximize revenue generation and commercial potential of the company’s brand portfolio outside of the United States. The position is responsible for direct sales, retailer engagement, third-party licensing relationships, international marketing, and representative/agency management. The Director of International Sales role will help educate, motivate, and develop the current field and manufacturer representatives. This position will act as leader both internally and externally, champion for innovation and new products, and, above all, drive the growth of the company.
Duties and Responsibilities:
Management – 10%
Effectively engages with colleagues and drives influence across the organization without formal reporting relationships.
Must be able to drive effective outcomes with finance, marketing, accounting, supply chain, operations, and legal departments to ensure alignment on all matters pertaining to international and Canadian business.
Partners with marketing and legal to ensure active trademark registrations in key commercial regions and that international trademark investment is supporting by active business strategy.
Manages item-level forecast for key products, communicates them to the supply chain team and ensures product availability.
International Sales – 40%
In partnership with Vice President, Sales and Marketing, defines the company’s export sales strategy and creates a detailed roadmap for achieving target export revenue.
Responsible for managing direct sales revenue from an existing customer base across Latin America, Asia, Australia and Oceania, Middle East and Africa.
Manages the company’s distributor relationships to drive maximum revenue impact, including setting sales targets, working with distributors to diversify product and brand portfolio represented, understanding each market’s channels and ensuring distribution presence in each key channel.
Acts as the first point of contact for distributors regarding potential orders, product availability and owns the overall relationship with each distributor.
Sets regional and global export pricing strategy, payment and shipping terms to ensure alignment between market dynamics and company’s profitability and sales goals.
Acts as the advocate for international distributors internally with Blaster stakeholders, departments and colleagues and represents international point of view in intra-company meetings.
Canada Sales – 30%
Develop short- and long-term strategies to grow share across the portfolio of designated accounts, including Tier 1 Canadian retailers.
Own buyer relationships, ensuring Blaster is perceived as a valuable strategic partner, supplier and category leader.
Manages quarterly business reviews with the buyers, owns preparation of all communications/presentations and other materials as required to drive growth in retail and non-retail accounts.
Represents Blaster at customer trade shows as required.
Owns account-specific pricing and responsible for maintaining and improving profitability targets set by Vice President of Sales and Marketing
Skilled at quantifying, proposing, closing, and executing account-specific promotional campaigns that contribute to brand awareness, share growth and revenue generation.
Understand and be responsible for profitability of the portfolio of national accounts compared to budget and prior year
Develops strong understanding of brand positioning and of the competitive landscape in the Canadian marketplace.
Advocate for Canadian customers and consumers internally across the organization
Understands regulatory requirements for transacting business in Canada, including bilingual labeling requirements, consumer safety laws, taxation, and importation of products.
License Program Management- 20%
Champions the company’s expansion into new and existing markets through a licensed distributor model
Owns relationships and holds accountable licensed partners in the UK, EU, Mexico, India, and MENA
Conducts semi-annual business reviews with licensed partners, ensuring consistent growth in brand and product portfolios, licensed distribution, and overall brand awareness in licensed markets.
Develops and conducts in-person and virtual training programs for distributor and licensed manufacturers’ sales force, ensuring partners fully understand product portfolio, brand positioning and are able to effectively represent brand of products in the field
Partners with internal technical, shipping, operations, legal and marketing teams to drive sales excellence with external partners, ensure partners have access to brand and product resources to ensure effective manufacturing and go-to-market execution
Oversees compliance with licensee contracts and negotiates licensing agreements. Reviews licensee performance, identifies shortfalls and opportunities and ensures corrections and appropriate actions are implemented as needed.
Partners with finance to manage quarterly royalty payments and reporting.
Prefer BS/BA/MBA in Business, Finance, Marketing, or related field.