A Note to My Younger Self

THE WIND IN HER SALES

Gail Marback, U.S. sales representative for Brunate, looks back on a career filled with cherished connections.

DEAR GAIL, It is January 2023, nearly three years after the beginning of a global pandemic that tore through New York, your beloved home of many years. The city has served as the backdrop to your life, one that features many formidable hurdles as a career woman. But don’t despair! Immense rewards await as you’ll overcome the challenges and prosper. As I write to you in 1980, I know that you possess many innate talents that’ll help fulfill your dreams. You’ll also come across amazing people who will guide you through the twists and turns of a most successful and rewarding career.

The journey starts, upon graduating from SUNY Oneonta, with dreams of becoming an elementary school teacher. However, life rarely goes as planned, and your passion for teaching manifests differently than expected, steering you to utilize your skills and aptitude in business to earn a living. It’s not easy as first, but you’ll quickly develop the emotional intelligence and tenacity required to succeed. In addition, your ability to build and maintain critical relationships will play a vital role professionally and personally. Hint: You’re a natural born salesperson.

Early on, you’ll get a few lucky breaks, accepting a position as a receptionist at St. Gillian by Kay Unger. You’re soon promoted to sales, where your communication skills blossom. Then comes one of those once-in-a-decade opportunities in the form of meeting the wonderful Abe Shurr, who offers you a job at Calvin Klein to which you initially respond, with bashful ignorance, “Who are they?” Nonetheless, your interview goes well, although the thought of leaving the comfort of your current position is overwhelming. To make the decision, you list the pros and cons to determine whether to stay or go. Fortunately, for your career’s sake, the pros of leaving outnumber the ones to stay. That leap of faith sets your career on its upward trajectory.

You’ve always had a passion for fashion, and soon realize that your eye for detail and fabulous taste level—alongside your ability to work cross-functionally with people from all walks of life—translate into the industry sales executive that you’ll soon become. It is challenging at first but, trust me, you’ll get the hang of it. This is where the importance of developing a wide-reaching network, alongside the maturity and courage to ask for help when needed, comes in handy. You’ll be rewarded with wonderful opportunities through networking and pounding the pavement of NYC. Early stops include Chanel and Thierry Mugler, where you begin accumulating knowledge and acquiring new skills. Remember: You’re always learning and improving.

The years that follow see you navigate the corporate ladder from showroom sales to management. You connect with talented people from all walks of life as you expand your portfolio of independent and major

accounts. Your passion for fashion continues to expand from apparel and handbags at Furla to footwear at Hunter as Sales Director. You form lasting relationships with your accounts, such as Billy Lawson from Shoe-Inn, who kept you calm in an order crisis. Everlasting memories are forged with colleagues—ones that extend to birthday celebrations, weddings and other special life moments with your growing extended family. Relationships matter, especially after mom and dad pass by the time you’re only 26. These deep career connections bring added emotional value and comfort. Cherish them. Exciting journeys await! You’ll travel to almost every state, as well as internationally, to exhibit at trunk shows and trade shows. I will not lie, though, it’s hard work hauling around hefty garment bags and cumbersome shoe cases—always with a cheerful smile. There will be days of standing on your feet for hours. But your hard work pays off. The years spent nurturing these relationships is reciprocated in their loyalty to you. An added bonus is the tremendous satisfaction that comes when accounts greet you with open arms. Still, you relish a good challenge. Specifically, the opportunity to navigate through what can sometimes feel like insurmountable obstacles in this industry. (A heads up: there are many.) As an accomplished executive, though, you’ll get to a point where you feel you have it all figured out—until you are handed the challenge that is kids’ footwear as Sales Director for Hunter. Thankfully, the sage wisdom offered by Ivan Castro at Harry’s Shoes teaches you the nuances Best friends: Gail Marback and Hailey. between little kids, toddlers and big kids. Who knew? Again, you live, learn and excel, becoming a sharp student in all things footwear. Of course, there will be icebergs you don’t always see. Not everyone succeeds, and few have what it takes to thrive long-term. That’s where your innate sales gene comes into play. While you might not possess an MBA or a PhD, that ability to connect beyond a transaction is a gift that keeps on giving. It also gives you independence that most women, to this day, only dream of. Sure, you could have been happy teaching children, but this sales path will choose you. Rest assured, it’s a great one. As I sit with Hailey, our pet Maltese, who’s staring at me expectantly, I can confidently inform you that you’ll love selling beautiful fashion collections—just like you are now as U.S. sales representative for Brunate, Italian makers of exquisite women’s footwear since 1926. You’re doing what you love: building relationships through integrity. Your path continues, one that has shaped you into the beautiful woman you are today. With love, Me