Sales Manager (Wholesale)

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)

Cross-Functional Leadership:

• 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.