Market Expansion Specialist

Reports to: Director of Sales

FLSA Status: Full-Time, Exempt

Location: In-office, El Segundo, CA (5 days/week)

Summary/Impact: The Market Expansion Specialist will own the acquisition of new accounts and drive market growth for scrubs within colleges/universities, medical, nursing, dental, and allied health programs, as well as campus retail partners. This is a call-first, outbound sales role designed for someone with strong communication skills, confidence in outreach, and a genuine passion for customer services, sales, and growth. 

Responsibilities:  

Prospecting & Pipeline (phone-first)

• Build a named universe of universities/med schools/programs and book stores; prioritize by cohort size, hospital affiliations, and OTB potential
• Execute multi-threaded outreach (call, voicemail, email, LinkedIn, associations, events); maintain stage exit criteria and next-step SLAs in CRM
• Map buying committees (program directors, deans, clinical ops, procurement, bookstore GMM/DM/Buyer) and identify champions and economic buyers
• Maintain precise CRM hygiene: contacts, activity, next steps, stakeholders, stage definitions

Sales Execution

• Own the full cycle: discovery → solution design → samples/fittings → business case (sell-through/WOS/margin) → proposal → negotiation → close → launch
• Design attach plays: program bundles, decoration, partnership sites/portals, sampling kits
• Lead pre-season line reviews
• Replenishment cadence
• Collaborate with Marketing on segment narratives, collateral, events, and follow-up

Licensing, Retail Ops & Compliance

• Navigate licensing; manage artwork submissions, brand guidelines, NIL permissions, and approval timelines
• Ensure retail plumbing: EDI readiness (850/852/846/810), ticketing/UPC/ASN, routing-guide compliance, chargeback prevention
• Enforce MAP/UMP, label-law compliance, and program-specific requirements

Forecasting & Reporting

• Deliver weekly activity dashboards; provide monthly forecast with risks/upsides and variance analysis
• Maintain auditable CRM records (call notes, approvals, artwork IDs, attachments) and licensing audit trails

Success Metrics:

• Net New Accounts Added
• Archived / Dead Accounts - Rekindle / Engaged
• Current Account - Average Order Volume Increase 
• Program Adoption Percentage
• Net New Gross Revenue 

Requirements/Skills:  

Required

• 2-7 years B2B sales with multi-stakeholder cycles; experience in university/education or apparel/uniforms strongly preferred
• Proven cold-calling discipline and pipeline creation from scratch
• Working knowledge of college retail
• Familiarity with retailer needs and solutions
• Familiarity with systems like HubSpot CRM (or similar), Google Suite, Microsoft Suite, Tableau BI (or similar)
• Comfortable leading live fittings/demos; can translate product feature into sell-through math and margin outcomes
• In-office (El Segundo) 5 days/week; travel-ready ~25% for fittings, showcases, launches, conferences and events

Preferred

• Experience selling to medical/nursing/dental/allied-health programs and university hospitals/clinics
• Knowledge of decorated-apparel specs (embroidery/DTU), Pantone/trim control, and MAP enforcement
• Licensing fluency: CLC/Learfield/Affinity processes, school brand standards, NIL permissions
• Exposure to event commercialisation-  popups, trade shows, conferences

Physical Demands and Work Environment:

• Prolonged periods of sitting at a desk and working on a computer (up to 8 hours per day)
• Frequent use of hands and fingers to type, handle documents, and operate office equipment
• Occasional lifting or carrying of light materials (typically less than 10 pounds)
• Ability to communicate clearly via phone, video conferencing, and in-person meetings
• Frequent travel may be required (domestic and/or international), including standing for extended periods at events or tradeshows, walking through partner facilities, and transporting presentation materials or promotional items
• Ability to operate a motor vehicle or take commercial flights for business-related travel
• This role is typically performed in an office environment, which may include a home office, shared coworking space, or corporate office setting.
• Work may be conducted in varied environments during travel (e.g., conferences, hospitals, retail showrooms, partner sites, universities).
• May occasionally be exposed to loud noise levels in public venues, changing temperatures, or crowded environments during events or field visits.

Compensation for California applicants is $85,000 - $115,000.