The Area Sales Manager role supports BSN Sports and Varsity Brands by strengthening sales performance, gross margin outcomes, and market share across an assigned territory in California. This position combines hybrid work with field coaching, account development, and team leadership.

Location and Work Model

Location: California (hybrid)

Territory area: Bay Area / Sonoma, California

Work type: Full-time hybrid. Must reside in the region and travel at least 2 to 3 days per week in the territory.

Compensation

Salary: USD 110,000 - 120,000 per year

Role Summary

In this role, you will optimize sales and gross margin while maximizing market share within the territory. Responsibilities include coaching and training Sales Pros, developing accounts, ensuring team performance against sales and margin goals, and supporting territory and company development.

Key Responsibilities

Coach and train Sales Pros on product knowledge, professional sales techniques, company culture, and procedures. Motivate Sales Pros to exceed goals and build professional sales habits, resolve issues in a timely manner, and ensure adherence to company policy.
Travel in the field with Sales Pros to develop new accounts and expand existing accounts. Field travel is expected for 10 or more business days per month.
Build a pipeline of future Sales Pros by interviewing and recruiting top talent to join the BSN SPORTS team.
Ensure Sales Pros in the assigned territory meet or exceed sales and margin goals.
Review account performance to support budgeting and forecasting for product sales.
Support the Regional Sales Director and Sales VP with planning and presentation preparation for sales meetings.
Participate in regional trade shows and lead weekly regional sales huddles, including team and individual training sessions.

Required Qualifications

2+ years prior sales team management experience (5 to 10 direct reports).
3+ years prior B2B sales experience with a proven track record of success.
Recruiting experience and experience training new employees.
Results oriented with a motivational leadership approach and team-building capability.
Client focus with strong written and verbal communication skills.
Demonstrated ability in building trust, gaining commitment, and practicing servant leadership.
Strong coaching capabilities, high integrity, and effective planning and organizing skills.
Technical and professional knowledge.
Bachelor’s degree from a 4-year university preferred.

Travel and Scheduling Expectations

Field travel includes time with Sales Pros to grow new and existing accounts, expected to be 10 or more business days per month.
Additional travel may include regional Coaches Clinics/Shows, conferences, and territory events.
Hours may vary based on team needs and customer needs. Evenings and weekends may be required.

Physical Requirements

This hybrid position operates across a home office and school, community, and event environments. Regular activity includes prolonged periods of sitting, standing, bending, lifting, and driving.

Benefits

Salary plus bonus opportunity
Sales management training program
Annual Recognition Event
Comprehensive Health Care Benefits
HSA Employer Contribution and FSA Opportunities
Wellbeing Program
401(k) plan with company matching
Company paid Life, AD&D, and Short-Term Disability
Generous My Time Off and Paid Holidays
Varsity Brands Ownership Program
Employee Resource Groups
Access to Financial Coaching and a member-owned Credit Union
St. Jude Partnership and Volunteer Opportunities
Employee perks, including discounts on personal apparel and equipment

Area Sales Manager

Job Description