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Sales
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1000071Q Requisition #
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Overview of prAna:

From the first days designing clothing in a garage, prAna’s initial vision to connect yoga and climbing to mindful living has captivated thousands. It’s ensured that prAna clothing and gear are made with intention - that every detail from trim and linings to hangtags is carefully designed to enhance our lives today while still considering the needs of tomorrow. For more than 22 years, this vision has been at the root of prAna’s relationships with customers and retailers. And, it has helped the company to foster a community of active, free spirited customers that share its values.

Today, the brand has evolved beyond our rock climbing and yoga roots to include lifestyle and performance clothing. The clothing is designed at prAna with style and versatility in mind. prAna is deeply committed to mitigating the impact they have on the environment in manufacturing and selling its clothing and that all products are made in safe and fair working conditions.
Each year, prAna welcomes increasingly more people to the prAna way of life through a multi-channel strategy including their own branded stores, a fast-growing direct ecommerce business, catalogs and an established wholesale distribution of over 1,400 retailers across the US, Canada, and Europe. 

prAna was acquired by Columbia Sportswear Company (CSC) in June, 2014 and is part of the family of brands in the CSC portfolio, including Columbia, Mountain Hardwear and Sorel. prAna is headquartered in Carlsbad, California and operates as a wholly owned subsidiary of Columbia Sportswear Company

Overview of the Position:
With a focus on strategic and/or key accounts, sell-through analytics, demand creation, and making informed suggestions for how to increase sales and improve company profitability, the Sales Analyst is responsible for wide-ranging reporting and analytics inclusive of weekly, monthly, seasonally and yearly business review reporting.  S/he will ensure all information and analytics are communicated for the successful achievement of business and sales plans.  S/he will engage the sales team and proactively provide information to the internal and field sales organizations to support client related issues and drive strategic account planning; and internal support to the organization by means of reporting and analysis.  S/he will work cross-functionally across the organization, interacting with sales leadership, field sales representatives, sales operations, inventory planning, finance, product design/development teams, IT/BI.  S/he will also interact with corporate CSC, and present findings/action proposals to specified strategic and/or key accounts.  


Essential Functions and Responsibilities:

1. Demand Creation & Sell-Through Focus
• Generate and provide Sell-Through summary reports and analysis to Sales Managers & supporting Field Sales Representatives within an agreed upon calendar cadence
• Provide Sales Managers & Field Sales Representative constructive analysis with suggestions for improvements during seasonal pre-lines and booking timeframes to create sales driving assortments based on sell-through analytics and market trends
• Based on regional and/or channel analysis, proactively research and suggest seasonal sales promotions to align with cross-functional initiatives.  Suggests adjustments and revisions to promotional strategies to improve sales and profitability
• Present sales analysis to leadership & cross-functional partners during bookings periods seasonally
• Lead informational sessions for leadership & cross-functional partners to explain sales trends, new marketing strategies, and analysis findings
• Work closely with Field Sales Representatives and accounts’ buying/planning teams to identify top and bottom performing doors to ensure proper allocation of goods; collaborate to build regional/market store clusters to improve sales, margins and turnover
• Conduct research into competitive companies and the surrounding market.  Study shopping and purchase trends of consumer base and target demographic.  Propose opportunities and call out pipeline risks
• Create and track to seasonal sell-thru targets
• Partner with Columbia Sales Analytics team on best methods, analytical findings

2. Forecasting, Business Planning, Reporting
• Work with Sales Managers on current and future season forecasting.  Identify opportunities and liabilities on product based on history and market trends to maximize production runs and internal gross margins
• Design, develop, and launch excel based forecasting tools supporting management and/or field sales representative needs.  Collect and aggregate data, track to goals
• Aggregate and prepare forecasts for best in class Sales leadership/CSC presentations
• Support the seasonal inventory buildup forecasts by providing clear and concise data and analysis on performance for review with Sales Leadership, Merch/Design, Inventory Planners, and Finance
• Lead in Sales Ops monthly forecasting process ensuring year goals are met.  Ensure Planning and Sales Ops alignment; CSC liaison.
• Generate and provide Sell-In summary reporting, analytics and ad hoc requests to Sales leadership, Field Sales Representative, & cross-functional management teams
• Support sales team with sales data and reports in preparation for sales meetings, events and other sales-related meetings
• Utilize SPS/Ediface, NPD, prAna Cube, prAna BI Center to collect data for analysis, create sales evaluation reports based on collected data, determine future trends
• Act as point person and technical system expert for SPS/Ediface and NPD portals and reporting.  Manage and train on systems, including prAna BI Center reporting
• Develop methods and strategies for assessing large amounts of data

3. Inventory Demand Planning
• Develop excel based tools to review historical sales data to provide for accurate projections 
• Monitor sales and stock trends; suggest reorders on fast sellers and suggest alternative measures on slow sellers.  Communicate open bulk concerns based on sales trend, re-projections and sales ladder plans
• Key Contact for Wholesale communications for matters related to inventory planning and flow, replenishment and bulk management with Sales, Planning, specific dealers

 Minimum Job Qualifications

  • 3+ years of experience in a wholesale environment, apparel buying, planning, forecasting, inventory analysis or management preferred
  • 3+ years of experience working with sales, or a closely related field with proven experience in creating and maintaining reports and spreadsheets
  • Bachelor’s degree preferred in Business, Business Administration, Finance, or Accounting
  • Possess knowledge of outdoor, active, sports fashion, lifestyle, and/or swim markets preferred
  • Strong analytical ability and proven skills in utilizing and developing analytical tools
  • Expert skills in Microsoft Excel and proficient with Microsoft Office suite
  • Must be able to work independently and with cross-functional teams
  • Excellent oral and written communication skills.  Speaks confidently and articulately in front of a group.  Capable of translating financial and mathematical jargon into layman’s terms for explanatory purposes
  • Capacity for working with large, diverse sets of numerical data
  • Possesses strong math skills
  • Experience working with all levels of management
  • SPS/Ediface, NPD experience preferred
Key Competencies
  • Self-Directed/Self-Reliant: Ability to take action and responsibility for personal success and failure; works in an independent manner to accomplish goals; initiates actions and works proactively; initiates process improvements; utilizes self-leadership techniques to communicate with manager and seek and obtain the needed leadership style in order to be effective and engaged in position
  • Detail Oriented: Demonstrates an ability to pay close attention to the details of a document/project; demonstrates a thorough approach to daily tasks
Decision Making and Judgment: Ability to make decisions by gathering data, analyzing multiple options and conferring with appropriate people; uses good judgment in arriving at decisions; strong quantitative skills, excellent critical thinking; recommend solutions and follow through on results; ability to research and resolve issues in a timely manner
  • Organization and Planning:  Ability to set priorities, facilitate the creation of work plans, coordinate resources; establishes follow up systems and feedback mechanisms to monitor projects and goals.
Managing Multiple Priorities: Ability to simultaneously manage and oversee a number of different projects to completion; ability to work in a rapid pace environment with multiple and shifting priorities


Time Management: Demonstrates ability to set priorities use time effectively and efficiently to meet deadlines and commitments


Teamwork/Collaboration: Ability to build and maintain ongoing inter- and intra- departmental working relationships; willingly assists others; focuses on team goals; collaborates across multiple areas of the company


Verbal and Written Communication – Demonstrates an ability to clearly, concisely, and accurately present information verbally in a positive manner and clearly communicate in written format; writes clear, understandable letters, memos and report


Responsiveness/Flexibility: Demonstrates an ability to respond to urgent issues and items requiring immediate action; ability to quickly adapt to changing priorities


Resilience: Ability to persist and maintain a positive attitude and performance when faced with pressure, opposition, differing opinions or changing issues and variables; energized by tough challenges


Culture: Ability to appreciate and understand the prAna culture and successfully integrate his/her work style and personal leadership into that culture; ability to operate in the spirit of SEVA (service) in how we treat our customers and each other
 

  • Must be able to work regular schedule of Monday-Friday (8 AM – 5 PM) plus be willing and available to work overtime
  • Occasional domestic travel, sales meetings, tradeshows, and/or key accounts when necessary 

 

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