Job Details

Apparel Sales Director, US

The Apparel Sales Director US is the dedicated commercial owner for an assigned portfolio of US-based outdoor and performance apparel brands. Reporting to the Managing Director, this role carries full accountability for revenue, pipeline health, and account growth within the assigned portfolio — selling apparel materials directly to brand design, product creation, and materials teams.

Most global apparel brands concentrate their design and product creation functions in the US/Europe. The Sales Director is therefore positioned at the most critical point of influence in the materials adoption cycle — engaging brand designers and product creation teams at the earliest stage of development, driving material specifications, and converting nominations into scaled commercial programs. This individual will serve as the primary bridge between US brand partners and the operations team.

Account Ownership & Revenue Delivery

• Serve as the commercial owner for an assigned portfolio of US-based apparel brands — accountable for all revenue, relationship management, and account growth within that portfolio.
• Sell waterproof apparel materials portfolio across the full breadth of each assigned brand's product categories and seasonal programs.
• Maximize wallet share within assigned accounts by expanding the number of active styles, categories, and product lines specifying materials.
• Deliver against individual revenue and margin targets; maintain rigorous pipeline tracking, opportunity forecasting, and conversion discipline.
• Identify and develop new brand opportunities adjacent to or within the assigned territory, in agreement with the Managing Director.
• Build accurate seasonal forecasts aligned with each assigned brand's 18-month development calendar and commercialization timeline.

Brand & Design Team Engagement

• Serve as the primary commercial presence with US-based brand designers, product creation teams, and materials developers — the decision-makers who drive material specification.
• Engage brands at the earliest stage of their seasonal development process, introducing material innovations ahead of design briefs and range planning.
• Guide brands through the full materials adoption process: concept introduction, design-room sampling, technical testing, validation, and production nomination.
• Translate complex technical capabilities into clear, design-relevant value propositions that resonate with creative and commercial audiences alike.
• Represent the brand at US trade shows, material fairs, brand innovation forums, and industry events.

Market Intelligence & Commercial Strategy

• Maintain a granular, up-to-date understanding of each assigned brand's design calendar, materials decision windows, and seasonal development timelines.
• Conduct systematic account mapping within the assigned portfolio — identifying white space, lapsed categories, and untapped product teams — to maximize pipeline coverage and wallet share.
• Track competitive dynamics, pricing trends, and emerging material and design preferences across the US performance apparel market.
• Provide the Managing Director with regular, structured reporting on pipeline status, commercial performance, and market developments.
• Feed US brand and design insights back to the Product development team to sharpen the material offer and development priorities.

Cross-Functional Collaboration

• Act as the commercial bridge between US brand partners and operations, customer service, and product development teams.
• Manage clean handoffs from commercial win to operations; ensure the team has full context and clear commitments for flawless execution.
• Coordinate with operations on sampling lead times, bulk capacity, and delivery commitments to set and meet brand expectations.
• Contribute brand feedback to inform product development priorities, colorway decisions, and pricing strategy.

Role Specification

Essential Experience & Qualifications

• At least 10 years of progressive commercial experience; minimum 4 years selling apparel materials, technical fabrics, or textile components to major US brands.
• Demonstrated track record of building pipeline, winning brand nominations, and converting specifications into scaled commercial programs.
• Established network of relationships with designers, product creation leads, and materials teams at major US-headquartered outdoor and performance apparel brands.
• Deep familiarity with the apparel materials development and approval process — from design-room introduction through lab sign-off and factory nomination.
• Experience with waterproof, technical, or performance fabrics is a strong advantage.
• Exposure to PE-backed, Joint Venture, or early-stage growth environments is a plus.
• Bachelor's degree required; engineering, materials science, business, or related field preferred. Graduate degree advantageous.

Key Competencies & Behaviors

• Commercially sharp — a strong account manager and business developer with the rigor to manage a complex assigned portfolio across multiple brands and long commercialization cycles.
• Fluent across audiences — equally credible with brand designers and product creators as with sourcing directors and materials leads.
• Technically conversant — able to understand and articulate waterproofing technology in ways that are meaningful to design and product teams.
• Strategic and proactive — anticipates brand needs, engages ahead of decisions, and builds relationships that generate long-term commercial value.
• Resilient and adaptable — thrives in a fast-paced, high-growth environment; comfortable with ambiguity and competing priorities.
• Globally collaborative — able to work effectively across time zones with Singapore, China, Vietnam, and Indonesia-based colleagues.

This role is remote for individuals based in the United States with 25-30% travel.

The range for this role is $130k-$150k + 30% bonus.