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Director of Sales

Top Management

20 + years in the outdoor industry with a passion for every facet of the business; outfitting, business management, sales and marketing. 

From paddlesports to footwear, outerwear/sportswear collections, equipment, and brand or product pioneering, there is not an element of this industry I don't enjoy.

Manage sales for the Stanley Outdoor Channel.  

Sales Manager 

Strategic and tactical management of US Wholesale, Pro, Military, Corporate, and Value Channel Sales for both Mountain Hardwear (premium Equipment, Apparel and Accessories) and Montrail (Performance Footwear) brands and reporting directly to the President.
Oversee 7 direct reports, 1 National Sales Manager (Montrail), 1 Eastern and 1 Western Sales Managers, 4 Territory Managers , 8 territories, 20 in-house employee reps and 15 sales agents. 
Create, meet and exceed aggressive sales and initiative targets, create and manage compensation programs for both in-house and contracted field sales teams. Manage all forecasting effort in coordination with Planning and Finance teams. 
Develop, present and execute 3-7 year strategic plans spanning; revenue, distribution, channel, product category, seasonal initiative, margin, and territory structure. Assure alignment across org.  Create and implement GTM process from product creation through point of sale. 


National Sales Manager - Mountain Hardwear & Montrail

Key Account Manager; Manage all aspects of the apparel, accessories, equipment, etc business for REI. Implement and communicate all brand marketing initiatives; web, print, social media, grassroots efforts and all sales functions.
Key Account Manager; Equipment for Amazon.com, REI, Sport Chalet, and Zappos.com. All categories for West Marine.  Specialty account rep for all categories in Northern CA. 
Directly manage 7 apparel, accessory and equipment sales team for 6 state Western Region. Create programs for tracking and implementation of all rep goals, forecasts, presentation/selling strategy, product technologies and company initiatives. 
One of 6 nationally to lead sales rep go to market strategy and product development meetings.
Vendor of the year 2008, 2009; West Marine.
Columbia Sales Region of the Year 2008, 2009.
Representing Columbia Sportswear (Apparel, Footwear, Sorel & Montrail brands of Footwear, Socks, Baselayer, etc; for the Northern California and Nevada Regions.

Key Account & Specialty Representative

• Independent Contractor representing The North Face for Northern CA, OR, AK, and HI.
• Manage all aspects of sales and account management for more than 6 million dollars in wholesale sales.  Over 80 active accounts; retail channels ranging from Department Store to Independent Retailers. 
• Averaged 10-28% growth for S05- F06 in Equipment and Apparel. Averaged 130% growth in footwear.
• Vendor of the Year - 2006  for Gi Joes. 
• Facilitated growth of territory from 30 million in annual sales at the inception, to over 90 million in 2004. 
• Manage and coordinate staff of 12-15 employees and independent contractors. 
• Create and manage numerous national and regional events, from technical training, to sales presentations. Manage Shoe University (http://oasreps.com/shoeu/) and Outdoor Academy (http://oasreps.com/oa/). Create and manage national REI clinic program.

Sales Representative

Tom Shores is a Director of Sales at Royal Robbins - Fenix Outdoor in SF Bay Area, CA.

Tom Shores

Tom Shores

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