Inside Sales & Account Development Specialist

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Help us build something. Grow your career along the way.
San Marcos, CA | Onsite | Full time | Base salary plus commission
For more than 30 years, San Diego-based Cobian has produced sandals and casual footwear for specialty retailers nationwide. Our retail partners span core surf, home and garden, hospitality, fashion, family footwear, sporting goods, fishing and boating, and other channels. Historically, these accounts have been supported primarily by our network of outside sales representatives.
While Cobian has established itself as a recognized leader in our category, we see significant opportunities to expand our market share. Our newly established Inside Sales department will play an important part in that growth, and we're looking for the right person to help us build it from the ground up.
This is more than an entry-level sales job. It's an opportunity to grow alongside the department you help establish. As our Inside Sales business expands, we envision this position evolving into greater responsibilities, with the potential to help develop and manage future team members. At Cobian, we believe in promoting from within whenever possible, and we're looking for someone who shares our long-term vision.
Our ideal candidate is energetic, self-motivated, coachable, goal-oriented, and comfortable embracing technology and learning new systems. Above all, we're looking for someone who genuinely cares about people and takes pride in delivering exceptional service to our existing and prospective retail partners. Previous sales experience is valuable, and we place equal, if not greater, importance on attitude, initiative, adaptability, and a willingness to learn.

Accounts you will work
<ul>
<li>A book of accounts that are yours to manage and grow.</li>
<li>Dormant accounts that purchased previously and have stopped.</li>
<li>New retailers you identify, qualify and open.</li>
<li>House accounts currently without rep coverage.</li>
<li>Accounts in territories covered by our outside reps, where you work alongside the field team.</li>
</ul>

What you will do
Account management
<ul>
<li>Manage and grow an assigned portfolio of specialty retail accounts.</li>
<li>Maintain season-over-season ordering, increase average order value, and drive prebook participation.</li>
</ul>
Account reactivation
<ul>
<li>Work through a prioritized list of retailers who have stopped ordering, starting with the highest-revenue accounts.</li>
<li>Determine why accounts lapsed, address issues where possible, and return those retailers to an active ordering cycle.</li>
</ul>
New business development
<ul>
<li>Prospect and open new specialty accounts in open territories and underpenetrated channels.</li>
<li>Research prospective retailers, initiate outreach, qualify fit, and bring new accounts onto the Cobian line.</li>
</ul>
Inbound inquiries
<ul>
<li>Respond to and qualify incoming wholesale inquiries, either opening accounts directly or referring them to the appropriate outside representative.</li>
<li>Retain responsibility for follow-up in either case so no inquiry goes unaddressed. Target response time: within two business days.</li>
</ul>
Prebook
<ul>
<li>Follow up on prebook presentations that have not yet converted into orders.</li>
<li>Support the sell-in, sell-through, and sell-down cycle each season.</li>
</ul>
House accounts and open territories
<ul>
<li>Sell directly in territories without outside representative coverage and manage accounts not currently assigned to a representative.</li>
</ul>
Outside rep support
<ul>
<li>Collaborate with outside representatives on accounts within their territories, assisting with follow-up, reorders, order inquiries, and prebook outreach.</li>
<li>Contribute to territory planning, coordination of account lists, and preparation for field sales trips.</li>
</ul>
Order entry and account support
<ul>
<li>Enter and process orders through the B2B platform. Help accounts navigate the site, place reorders, and access product and marketing assets.</li>
<li>Serve as the first point of contact for questions regarding order status, shipping, and accounts.</li>
</ul>
Trade shows and events
<ul>
<li>Attend trade shows and regional sales meetings several times per year to meet retail accounts in person and support the sales team at the booth.</li>
</ul>
CRM and record keeping
<ul>
<li>Use company-provided weekly account reports to prioritize dormant accounts, prebook follow-up, and new wholesale inquiries.</li>
<li>Oversee Cobian's B2B communications, including the creation and management of flows in Klaviyo or a similar platform.</li>
<li>Keep CRM records accurate and current, including call activity, outcomes, and contact information, to support reliable reporting.</li>
</ul>

What we are looking for
<ul>
<li>Comfortable maintaining a high volume of outreach.</li>
<li>Confident making outbound calls to dormant and prospective accounts.</li>
<li>Strong organizational skills and consistent CRM discipline.</li>
<li>Comfortable using a B2B ordering platform and quick to learn new systems.</li>
<li>Available to travel several times per year for trade shows and sales meetings.</li>
<li>Based in the San Diego area and able to work onsite in San Marcos.</li>
<li>Two years of sales experience preferred; phone-based or inside sales experience is ideal.</li>
<li>Experience in surf, outdoor, footwear, or action sports, or selling to independent specialty retailers, is also a plus.</li>
</ul>

Compensation
<ul>
<li>Base salary commensurate with experience.</li>
<li>Commission on business generated directly.</li>
<li>Additional incentives tied to territories supported in partnership with outside representatives.</li>
<li>Full-time, onsite position with standard company benefits.</li>
</ul>

Measures of success, first 90 days
<ul>
<li>Consistent daily outreach, with a growing number of accounts contacted.</li>
<li>Response to all inbound wholesale inquiries within two business days.</li>
<li>A measurable number of dormant accounts reactivated and ordering again.</li>
<li>Increased prebook participation among assigned accounts.</li>
<li>Established, productive working relationships with the outside sales team.</li>
<li>Consistent management and execution of the B2B communication plan.</li>
</ul>

Cobian USA is a dive, fashion, fishing brand based in San Marcos, CA. See open roles, the people who work there and company news on Malakye.

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