Collegiate Select Director

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.

Location: Remote            

Travel- Approximately 20% to 25%. Some out-of-area and overnight travel may be required.

HOW YOU WILL MAKE AN IMPACT: 

BSN SPORTS is seeking a strategic, commercially minded leader to help shape the next phase of growth for the Collegiate Select division. This high-impact role brings together new business development, partner activation, customer success, and campus-wide expansion across the Midwest Territory. The role builds trusted relationships with athletic departments and university leaders, opens new opportunities, ensures signed agreements become successful partnerships, and creates repeatable systems that strengthen adoption, retention, satisfaction, and growth. Serving as a critical link among customers, Field Sales, global brand partners, and other BSN teammates, this leader delivers an exceptional partner experience from the first conversation through long-term expansion and reports to the Senior Vice President of Collegiate Select.

WHAT YOU WILL DO: 

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. Duties, responsibilities, and activities may change at anytime with or without notice.

• Within a defined territory, develop a deep understanding of each partner’s goals, needs, and operating rhythms.
• Create and manage a robust growth and renewal pipeline.
• Leverage existing industry relationships and create new connections to accelerate customer acquisition and expand BSN’s reach without relying solely on Field Sales involvement.
• Lead the commercial process by delivering compelling sales presentations, guiding commercial discussions, negotiating effectively, and executing new and renewal agreements.
• Expand existing partnerships by connecting athletics with other campus departments to increase adoption, grow volume, and maximize customer value.
• Support onboarding, activation, and early success by guiding institutions through contract activation, local sales alignment, systems setup, branding workflows, product education, and service introduction.
• Raise the standard for business reviews by establishing a disciplined approach that identifies service risks, adoption gaps, and growth opportunities, then coordinates proactive solutions that strengthen retention and partnership health.
• Execute numerous collegiate RFPs and bids each year, collaborating with the go-to-market operations team and cross-functional teammates to enhance procedures and efficiencies.
• Serve as the Collegiate Select expert, aligning Field Sales, territory teams, support teams, and campus stakeholders around clear plans, the right products and solutions, and exceptional service.
• Enable stronger Field Sales execution by advising strategy, coaching, tools, and change leadership that improve effectiveness, close rates, CRM discipline, order processes, and collegiate licensing compliance.
• Collaborate with Marketing to create market-specific campaigns, presentations, communication frameworks, engagement programs, and resources tailored to Varsity Athletics.
• Maintain exceptional CRM documentation and use company platforms to track pipeline activity, customer visits, quarterly business reviews, and follow-ups.
• Use data, customer feedback, and performance trends to improve activation speed, satisfaction, adoption, retention, expansion, and operational efficiency.
• Other duties as assigned.

QUALIFICATIONS: 

Knowledge, Skills, Abilities 

• Strategic leadership: ability to translate long-term opportunity into practical plans and strong day-to-day execution.
• Exceptional business acumen in selling, negotiation, contract management, strategic planning, executive account management, and problem solving.
• Proven customer focus and ability to build durable internal and external relationships that create long-term value.
• Executive communication skills with the confidence and clarity to influence senior executives, institutional partners, and internal teams.
• Ability to collaborate across functions, align teams, and influence outcomes without direct authority.
• Strong organization and accountability while managing competing priorities and tight deadlines with attention to detail, urgency, clarity, and ownership.
• Sound and timely decision-making that balances customer outcomes, organizational goals, risk, and opportunity.
• Action-oriented approach demonstrating initiative, resilience, energy, opportunity recognition, and follow-through.
• Strong proficiency in Microsoft Office and CRM platforms, with the ability to use business intelligence and AI tools to manage activity, reporting, and execution.

Success Indicators

• Strong growth and renewal pipeline.
• Fast and consistent partner activation.
• High adoption and retention rates.
• Meaningful account expansion and customer value growth.
• Stronger Field Sales execution and disciplined CRM practices.
• Trusted long-term collegiate partnerships and high partner satisfaction.

Education, Certification and Experience 

• Bachelor’s degree preferred.
• Residence in a Midwest Territory state preferred but not required.
• Minimum of ten (10) years of progressively responsible experience in collegiate sales, business development, strategic partnerships, account management, customer success, onboarding, or related roles.
• Minimum of five (5) years of experience in customer-facing, strategic, or operational roles.
• Collegiate sales experience required. Experience working in or with collegiate athletics or university environments is strongly preferred.
• Demonstrated success presenting to, influencing, and building relationships with executive-level customers and complex organizations.
• Proven ability to manage multiple strategic initiatives simultaneously while maintaining exceptional attention to detail.

Physical Demands and/or Work Environment 

This job operates in a professional office environment. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this role. Reasonable accommodations may be made for individuals with disabilities.

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
• Access to Financial Coaching and member-owned Credit Union
• 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.