Market Expansion Specialist

Reports to: Director of SalesFLSA Status: Full-Time, ExemptLocation: 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 potentialExecute multi-threaded outreach (call, voicemail, email, LinkedIn, associations, events); maintain stage exit criteria and next-step SLAs in CRMMap buying committees (program directors, deans, clinical ops, procurement, bookstore GMM/DM/Buyer) and identify champions and economic buyersMaintain precise CRM hygiene: contacts, activity, next steps, stakeholders, stage definitionsSales ExecutionOwn the full cycle: discovery → solution design → samples/fittings → business case (sell-through/WOS/margin) → proposal → negotiation → close → launchDesign attach plays: program bundles, decoration, partnership sites/portals, sampling kitsLead pre-season line reviewsReplenishment cadenceCollaborate with Marketing on segment narratives, collateral, events, and follow-upLicensing, Retail Ops & ComplianceNavigate licensing; manage artwork submissions, brand guidelines, NIL permissions, and approval timelinesEnsure retail plumbing: EDI readiness (850/852/846/810), ticketing/UPC/ASN, routing-guide compliance, chargeback preventionEnforce MAP/UMP, label-law compliance, and program-specific requirementsForecasting & ReportingDeliver weekly activity dashboards; provide monthly forecast with risks/upsides and variance analysisMaintain auditable CRM records (call notes, approvals, artwork IDs, attachments) and licensing audit trailsSuccess Metrics:Net New Accounts AddedArchived / Dead Accounts - Rekindle / EngagedCurrent Account - Average Order Volume Increase Program Adoption PercentageNet New Gross Revenue Requirements/Skills:  Required2-7 years B2B sales with multi-stakeholder cycles; experience in university/education or apparel/uniforms strongly preferredProven cold-calling discipline and pipeline creation from scratchWorking knowledge of college retailFamiliarity with retailer needs and solutionsFamiliarity 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 outcomesIn-office (El Segundo) 5 days/week; travel-ready ~25% for fittings, showcases, launches, conferences and eventsPreferredExperience selling to medical/nursing/dental/allied-health programs and university hospitals/clinicsKnowledge of decorated-apparel specs (embroidery/DTU), Pantone/trim control, and MAP enforcementLicensing fluency: CLC/Learfield/Affinity processes, school brand standards, NIL permissionsExposure to event commercialisation-  popups, trade shows, conferencesPhysical 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 equipmentOccasional lifting or carrying of light materials (typically less than 10 pounds)Ability to communicate clearly via phone, video conferencing, and in-person meetingsFrequent 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 itemsAbility to operate a motor vehicle or take commercial flights for business-related travelThis 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.