Sales Manager (Wholesale)

Fanatics Collectibles; Melbourne; Hybride; AUD 120 000 - 160 000; Plein temps

Résumé du poste

Fanatics Commerce seeks a dynamic Sales Manager to lead wholesale growth across the AFL partnership, developing strategic accounts and driving commercial performance in Australia's retail channels.

You will partner with cross‑functional teams to deliver data-driven insights, margin targets, and fan-first experiences with AFL partners, while operating in a hybrid Melbourne office three days per week.

Qualifications

• Demonstrated experience in a commercial key account role, ideally within sports or licensed apparel.
• Strong industry knowledge of markets, consumers and customers.
• Proven track record delivering sales KPIs and margin targets in a fast-paced environment.
• Excellent negotiation and presentation skills to influence senior retail partners.
• Strong analytical and numerical skills with advanced Excel and Office proficiency.
• Experience in leading accurate sales planning, forecasting and performance tracking processes.
• Self-motivated, able to work on own initiative and manage competing priorities under pressure.

Responsabilités

• Lead wholesale growth across the AFL partnership and drive commercial performance across key retail channels.
• Develop strategic account plans and build strong partnerships with AFL partners.
• Deliver sales and margin targets with rigorous KPI tracking.
• Lead accurate sales planning and forecasting processes.
• Shape category strategy and align product focus to AFL market opportunities.
• Communicate market feedback to internal teams for range decisions.

Connaissances

Key account experience

Market knowledge

Sales KPIs

Negotiation

Excel & Office

Forecasting

Self-motivated under pressure

Outils

Excel

PowerPoint

Description du poste

Fanatics Commerce is the global leader in licensed sports merchandise, operating a vertically integrated platform that designs, manufactures, and delivers officially licensed apparel, jerseys, headwear, and collectibles for major leagues, teams, and events worldwide. With more than 900 e-commerce sites and a global omnichannel presence across digital, in-venue, and retail, Fanatics Commerce reaches fans in over 180 countries and powers official fan experiences for many of the world’s most iconic sports properties.

At Fanatics, we bring our BOLD Leadership Principles to life every day - building championship teams, obsessing over fans, acting with entrepreneurial speed, and delivering with a determined and relentless mindset.

Sales Manager, Wholesale

Fanatics Commerce is the global leader in licensed sports merchandise, operating a vertically integrated platform that designs, manufactures, and delivers officially licensed apparel, jerseys, headwear, and collectibles for major leagues, teams, and events worldwide. With more than 900 e-commerce sites and a global omnichannel presence across digital, in-venue, and retail, Fanatics Commerce reaches fans in over 180 countries and powers official fan experiences for many of the world’s most iconic sports properties.

At Fanatics, we bring our BOLD Leadership Principles to life every day—building championship teams, obsessing over fans, acting with limitless entrepreneurial spirit, and delivering with a determined and relentless mindset.

As we continue to scale our global platform, the Sales Manager, AFL Wholesale will play a critical role in driving wholesale growth and commercial performance across Fanatics Commerce’s marquee Australian Football League partnership.

ROLE OVERVIEW

We’re looking for a dynamic Sales Manager to lead wholesale growth across our marquee Australian partnership with the Australian Football League. In this role, you’ll lead strategic account development, build best-in-class customer partnerships, and drive commercial performance across key retail channels in the Australian market. The Sales Manager, AFL Wholesale delivers business and fan impact through BOLD leadership and execution excellence, leveraging data, automation, and AI-enabled insights.

HOW WILL YOU DRIVE IMPACT

Success is measured by the ability to deliver results through BOLD capabilities and measurable outcomes.

Team & Leadership Impact (Build Championship Teams)

• Partner cross-functionally with product and category, retail and e-commerce, B&M, finance, and supply chain teams to ensure alignment on commercial objectives across the AFL partnership.
• Navigate and resolve challenges across internal stakeholders with strong decision‑making and communication, keeping cross‑functional teams aligned on priorities and timelines.

People Leadership:

• Champion a collaborative, high-performance culture by bringing market intelligence and customer insights back into the business to inform team decision-making.
• Coach and influence cross-functional partners through clear, forward-thinking perspectives on market dynamics, competition, and customer trends.

Fan & Customer Impact (Obsessed with Fans)

• Build strong, trust-based relationships with key strategic retail partners across Australian Football League channels to deliver outstanding fan experiences at every touchpoint.
• Provide forward-thinking insights on market dynamics, competition, and customer trends to ensure product and channel strategies resonate with AFL fans.
• Shape category strategy and align product focus to market opportunities by bringing existing and acquired market knowledge to support ideation of range direction and development.
• Harness and effectively communicate market feedback to internal teams to ensure the fan voice informs future range and commercial decision‑making.

Innovation & Problem Solving (Limitless Entrepreneurial Spirit)

• Bring creative thinking to category strategy development, identifying new market opportunities within the AFL partnership to unlock incremental growth.
• Apply forward-thinking analysis of competitive landscape and consumer trends to identify and act on commercial white space.
• Partner with product and category teams to support ideation of range direction and development, translating market intelligence into actionable range decisions.

Ownership & Execution (Determined & Relentless Mindset)

• Deliver and execute sales and margin targets across categories and key account groups, maintaining rigorous performance tracking against KPIs.
• Lead accurate sales planning and forecasting processes, ensuring commercially sound and timely input across planning cycles.
• Drive the overall sales strategy for the AFL wholesale business, ensuring sustainable and scalable growth is achieved across all key retail channels.
• Work under pressure to meet tight deadlines while maintaining a high level of accuracy and attention to detail across all commercial outputs.

AI & DIGITAL CAPABILITY

We are building a future-ready organization. This role is expected to:

• Apply AI and technology to improve efficiency, quality, and outcomes
• Use data and digital tools to inform decisions and enhance performance
• Demonstrate curiosity and adaptability in adopting new technologies and ways of working
• Contribute to a culture of innovation and continuous improvement

CAPABILITIES & EXPERIENCE YOU BRING

Required Qualifications:

• Demonstrated experience in a commercial key account role, ideally within the sports, licensed apparel, or related consumer goods sector.
• Strong industry knowledge and understanding of markets, consumers, and customers, with the ability to identify and respond to evolving commercial needs.
• Proven track record of delivering against sales KPIs and margin targets within a fast-paced, results-driven environment.
• Excellent negotiation and presentation skills, with the ability to influence senior retail partners and internal stakeholders.
• Outstanding analytical and numerical skills, with highly proficient Excel capability and strong broader Microsoft Office Package skills.
• Demonstrated ability to lead accurate sales planning, forecasting, and performance tracking processes.
• Self-motivated, with the ability to work on own initiative, manage competing priorities, and operate effectively under pressure to meet tight deadlines.

WORK LOCATION

Hybrid: The primary place of performance of this role is the Company’s office located in Melbourne Australia, subject to the Company’s current hybrid work policy. This role currently requires in-office presence 3 days per week.

At Fanatics, we operate with a BOLD mindset - We Build Championship Teams, we’re Obsessed with Fans, we embrace a Limitless Entrepreneurial Spirit, and we approach every challenge with a Determined and Relentless Mindset. If you’re ready to contribute to a dynamic, fast-paced environment that thrives on collaboration and growth, we want you to be part of our team.

ABOUT US

Fanatics is building a leading global digital sports platform. We ignite the passions of global sports fans and maximize the presence and reach for our hundreds of sports partners globally by offering products and services across Fanatics Commerce, Fanatics Collectibles, and Fanatics Betting & Gaming, allowing sports fans to Buy, Collect, and Bet. Through the Fanatics platform, sports fans can buy licensed fan gear, jerseys, lifestyle and streetwear products, headwear, and hardgoods; collect physical and digital trading cards, sports memorabilia, and other digital assets; and bet as the company builds its Sportsbook and iGaming platform. Fanatics has an established database of over 100 million global sports fans; a global partner network with approximately 900 sports properties, including major national and international professional sports leagues, players associations, teams, colleges, college conferences and retail partners, 2,500 athletes and celebrities, and 200 exclusive athletes; and over 2,000 retail locations, including its Lids retail stores. Our more than 22,000 employees are committed to relentlessly enhancing the fan experience and delighting sports fans globally.

ABOUT THE TEAM

Fanatics Commerce is a leading designer, manufacturer, and seller of licensed fan gear, jerseys, lifestyle and streetwear products, headwear, and hardgoods. It operates a vertically-integrated platform of digital and physical capabilities for leading sports leagues, teams, colleges, and associations globally – as well as its flagship site, www.fanatics.com.

Fanatics Commerce has a broad range of online, sports venue, and vertical apparel partnerships worldwide, including comprehensive partnerships with leading leagues, teams, colleges, and sports organizations across the world—including the NFL, NBA, MLB, NHL, MLS, Formula 1, and Australian Football League (AFL); the Dallas Cowboys, Golden State Warriors, Paris Saint‑Georges, Chelsea FC, and Tokyo Giants; the University of Notre Dame, University of Alabama, and University of Texas; the International Olympic Committee (IOC), England Rugby, and the Union of European Football Associations (UEFA).

At Fanatics Commerce, we infuse our BOLD Leadership Principles in everything we do:
Build Championship Teams
Obsessed with Fans
Limitless Entrepreneurial Spirit
Determined and Relentless Mindset

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