Brian Barlow: Regional Sales | Key Account Management in Fountain Valley, California
Brian Barlow
Regional Sales | Key Account Management
Fountain Valley | United States
Skills
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Interests
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Work experience
Leatt Corp
Regional Representative | Key Account Manager | 05/2023 - Current
• Southern California Regional Sales Representative managing specialty and key accounts.
• Developed and executed a win-back strategy for regional territory.
• Responsible for two booking-seasons within moto & mountain bike product categories.
• Specializing in relationship building and direct sales presentation with key retail decision makers.
• Used strategic commitment objectives sales strategy to achieve quarterly and annual direct sales growth.
• Logged and share information to RSM and North America GM for GTM strategy for key regional accounts.
• Quarterly forecast on key specialty and major online accounts.
• New account development, lead follow up, and prospective account generation and vendor guideline set up.
• Negotiated and closed on all closeout business with direct online and key regional accounts.
• 2023 Executed on win-back strategy for Q3 & Q4. Focused strategy on retail metric and margin building.
• Achieved plan 97% to plan after down Q1 & Q2. EOY 2023 net sales $1.4M
• 2024 focus on category segmentation growth. As of June 2024 64% to plan
Salty Crew
Key Account Management | 03/2022 - 05/2023
• Sales manager for North American key retail accounts – specialty, department, and sporting goods all product divisions.
• Direct account manager for teen specialty account Tilly’s, Arlie’s and department store Dillard’s.
• Presented seasonal product to accounts. Focus on direct selling of categories and products based on analysis and forecasting.
• Reported directly to GM of North America sales analysis, margin goals, product direction and line planning for key accounts.
• Responsible for all forecast planning and maintain financial targets for key accounts.
• Weekly sales report analysis tracking. Recorded all data for future assortment planning and buying.
• Manage team of 6 independent sales representatives servicing North America.
• Initiated weekly cadence for major accounts holding accountability within outside rep force.
• Managed revenue and expenses associated to key account business.
• Worked directly with sales ops and inhouse sale team managing order file.
• Worked with product development team reviewing production flow and addressing any foreseen issues with deliveries.
• Oversaw all aspects of SMU programs for major accounts. Maintaining margin and MOQ requirements.
• Facilitated all new account set up, coordinating with sales ops, finance, and merchandise team for vetted compliance.
• Negotiated all closeout business reporting directly to VP of Sales and Finance.
• Navigated 32% growth 22 vs 21. Focused on assortment planning and category expansion.
• 2023 diversify business goal with plan for single digit growth. Extensive conversations to grow categories beyond tee’s, hats, and fleece.
• Initiated GTM strategy within category and margin plan with key accounts all divisions.
The Sourcing Co
Account Manager | 07/2020 - 02/2022
• Business development and account management vendor sourcing & design company.
• Generated and chased business opportunities leads through account network.
• Worked with key specialty major accounts plus branded accounts assisting with apparel development.
• Responsible for scheduling weekly, monthly, and quarterly meetings with retail private label team, reviewing seasonal program assortment, work with buyers to discover new product initiatives.
• Review seasonal trend decks with buyers and merchandisers capitalizing on new categories.
• Lead contact between Sourcing Co M&D Team. Facilitating all production and design request.
• Facilitated all communication between production managers, buyers, and the internal team at SOCO.
• Initiated cold calling with production managers, merchandisers, private label managers, department heads, and business owners.
• Created and presented sales presentations for product development and design opportunities.
• Managed project timeline by client maintaining production calendar, communicating to main contact.
• Monitored selling and implemented categories with retails for key private label production.
• Development sales pipeline from $0 to $1.2M 2021.
• Built and updated contact list for retailers and brands, given adjustments made after the COVID pandemic.
LIRA Clothing, LLC
Sales & Ops Manager | 01/2013 - 11/2019
SALES MANAGER
• National Sales Manager representing categories in Men’s, Women’s & Swim lifestyle apparel.
• Responsible for implementing and executing company yearly, quarterly, and monthly sales plan by division while maintaining margin plan.
• Implemented framework for sales calendar and season sales programs by division.
• Managed a team on average of 10 independent sales representatives covering the USA & Canada.
• Managed daily order file communicated with sales and inhouse team on allocation of orders.
• Responsible for managing internal customer service agents handling wholesales and D2C consumer business.
• Participated in all inventory buying and management of inventory lifecycle in line with margin goals.
• K account manager, driving positive sales growth within lifestyle major accounts PACSUN, Zumiez, Tilly’s, Buckle, Amazon, Zappos, and Nordstrom’s.
• Managed all inventory by season and negotiated all closeout business.
• Negotiating closeout business within, TJ Maxx. Ross, Burlington, and Bealls.
• Responsible for new account development, lead follow up, and prospective account generation.
• Managed and coordinated all national & regional trade shows and sales meetings.
OPERATION MANAGER
• Executed all operating systems for LIRA brand, managing ERP, B2B, eCommerce Shopify website, and third-party operating system.
• Managed wholesale accounting software for inventory and order management tools for the entire staff and sales team.
• Managed and updated our B2B & B2C systems for all accounts and sales representatives.
• Oversaw daily connectivity between all system monitoring daily usage and proper system flow.
• Implemented replica Salesforce lead retrieval database and account follow up system for the sales team.
• Monitored daily replica salesforce system, including forecasts, reports, deal memos, etc.
• Rolled out Drop Ship programs with NORDSTROM {DSCO} and PACSUN {Hingeto} systems.
• Conduct retail audits to gather information on sales volume, sales trends, stock levels, the effectiveness of in-store display and promotional efforts.
Fox Head Inc.
Outside Sales | Key Account Management | 02/2004 - 03/2012
• Sales Representative for Southwest territory, handling all of Southern California & Arizona for Sportswear, Footwear, Eyewear, and Outerwear.
• Efficiently managed four booking-seasons within men’s & boy’s categories.
• Responsible for core account base and key national chain accounts.
• Majors account manager for Tilly’s, Dick’s SG, Macy’s, Nordstrom’s, and Dillard’s.
• Responsible for all new account development, lead follow up, and prospective account generation.
• Managed and built relationships with key retailers and buying staff.
• Increased sales by over triple digit growth during career with Fox leveraging marketing, retail merchandising, GWP, in-store promotions, and vendor relations.
• Worked closely with marketing and brand management departments to expand and grow brand within retail.
• Work closely with design and product development to expand and grow SMU programs for national and key accounts.
• Achieve overall sales growth by 270% within specialty account from $350K to $1.3M
• Achieved overall sales growth by 1027% within major accounts from $550K to $6.2M