• Job Description

  Req#: JR113478
  BSN SPORTS, A VARSITY BRANDS COMPANY - THE RECOGNIZED LEADER IN TEAM ATHLETIC GEAR
  
  For over 50 years, BSN SPORTS has been the largest team sporting goods equipment and apparel distributor of choice in the United States. Our 3,000 BSN SPORTS employees strive to support the Heart of the Game by putting valuable time back into the day of coaches and administrators through excellent service platforms. Our company mission is simple: Save coaches and administrators time with everything they do off the field so they have more time to impact young lives on it.
  
  WORK TYPE: Full Time Remote
  
  LOCATION DETAILS: Remote United States
  
  TRAVEL: 20% travel expected
  
  COMPENSATION: The pay range for this position is $140,000-150,000 annually, plus the opportunity to earn performance-based incentives.
  
  The base salary will vary based on criteria such as education, experience and qualifications of the applicant, location, internal equity, and alignment with the market.
  
  HOW YOU WILL MAKE AN IMPACT
  
  This role leads the analytical work that underpins sales planning at BSN Sports. The person in this seat owns key planning processes including customer segmentation, account TAM, sport TAM, territory design, quota setting, and target development. They turn ambiguous business questions into clear analytical frameworks, practical recommendations, and repeatable planning processes.
  
  This is not a reporting-only role. It is a senior individual contributor expected to operate with independence, exercise business judgment, and shape decisions with leaders across Sales, Sales Operations, Finance, and Commercial leadership.
  
  WHAT YOU WILL DO
  Sales Planning and Market Analysis
  
  • Own segmentation strategy and refresh cycles across customers, territories, and go-to-market views
  • Develop and maintain account TAM and sport TAM methodologies
  • Translate market, customer, and sales data into planning recommendation
  • Identify coverage gaps, whitespace, and growth opportunities
  
  Territory, Quota, and Target Development
  
  • Lead territory analysis and design recommendations
  • Build quota and target methodologies that balance growth ambition, fairness, and field credibility
  • Support annual and in-year planning cycles with scenario modeling and recommendations
  • Partner with Sales Leadership and Finance on assumptions, tradeoffs, and final outputs
  
  Decision Support and Strategic Analysis
  
  • Structure ambiguous business problems into clear hypotheses, analysis, and recommendations
  • Build models that inform hiring, coverage, account assignment, resource allocation, and performance improvement
  • Deliver executive-ready insights with clear logic, risks, and proposed action
  • Recommend process improvements where planning work is inconsistent, manual, or difficult to scale
  
  Governance and Process Ownership
  
  • Establish repeatable planning processes, data definitions, and business rules
  • Improve rigor, transparency, and consistency across planning decisions
  • Partner with systems, analytics, and operations teams to improve data quality and workflow support
  • Serve as a trusted thought partner to leadership, not just a request taker
  
  
  QUALIFICATIONS
  
  KNOWLEDGE/SKILLS/ABILITIES
  
  • Strong business judgment and ability to adjust analysis to real business conditions without step-by-step direction
  • Ability to work through ambiguity and create logical structure, frameworks, and solutions independently
  • Advanced analytical and problem-solving skills
  • Strong executive communication skills with the ability to make complex topics simple
  • Ability to influence leaders through facts, logic, and clear recommendations
  • Strong process orientation with the ability to improve how work gets done, not just analyze outcomes
  
  
  EDUCATION/EXPERIENCE
  
  • Bachelor's degree in business, finance, economics, analytics, mathematics, or a related field
  • 7+ years of experience in sales strategy, sales operations, commercial analytics, revenue operations, business planning, or a related field
  • Deep experience with segmentation, territory design, quota or target setting, coverage planning, or related planning disciplines
  • Advanced skills in Excel and SQL
  • Experience building models, scenarios, and executive-ready analysis
  • Experience in B2B sales, distribution, or commercial planning environments preferred
  • Experience with Tableau, Power BI, Python, Snowflake, or similar tools preferred
  • Experience supporting senior sales leadership in annual planning and performance management preferred
  • Experience balancing analytical rigor with field practicality and change adoption preferred
  
  
  PHYSICAL REQUIREMENTS
  
  The physical demands that are described as required are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
  
  • This job operates in a professional office environment. Largely a sedentary role with some filing requiring the ability to lift files, open filing cabinets and bending as necessary.
  
  
  #LI-PC1
  
  Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the employee for this job.
  
  JOIN THE BEST TEAM IN SPORT & SPIRIT
  
  At Varsity Brands, we believe every student deserves the opportunity to succeed and every educator wants to make a difference. It takes a team to make a real impact, and through our two divisions - BSN SPORTS and Varsity Spirit - and our network of 6,000+ employees and independent representatives, we are proud to partner with a wide range of educational institutions and club and professional sports to transform the student journey in SPORT and SPIRIT.
  
  OUR VALUES
  
  Service - We lead with heart. We champion community.
  
  Passion - We love what we do. It fuels our purpose.
  
  Integrity - We do what we promise. We own our actions and decisions.
  
  Respect - We earn it by giving it. Because everyone deserves it.
  
  Innovation - We never stop striving to be better. For ourselves and our community.
  
  Transparency - We are committed to openness and honesty in everything we do.
  
  OUR BENEFITS
  
  We are committed to putting you and your families first. For benefits eligible roles, we offer a variety of choices and costs as well as program enhancements that align with our responsibility to elevate the employee experience. Some of our offerings include:
  
  • Comprehensive Health Care Benefits
  • HSA Employer Contribution/ FSA Opportunities
  • Wellbeing Program
  • 401(k) plan with company matching
  • Company paid Life, AD&D, and Short-Term Disability
  • Generous My Time Off & Paid Holidays
  • Varsity Brands Ownership Program
  • Employee Resource Groups
  • St. Jude Partnership & Volunteer Opportunities
  • Employee Perks including discounts on personal apparel and equipment!
  
  
  Varsity Brands companies are equal opportunity employers. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, citizenship, gender, sexual orientation, gender identity, veteran's status, age or disability.

• About the company

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