Reporting to the North America GM, the Senior Director will be responsible for setting commercial direction for the organizations growing range of award-winning outdoor products across the US and Canada. This role will also be a member of the North American Leadership Team and will partner with Leadership in setting business strategy, inclusive of product and product line strategy. This commercial leader is directly responsible for driving revenue and margin growth across all wholesale accounts including large national accounts, key accounts and 450+ specialty accounts throughout North America. They will provide commercial excellence and leadership including building a comprehensive and overarching sales strategy as well as lead the internal team and external agencies to achieve and exceed revenue and profit targets. The company’s sales organization is expected to provide best-in-class support and partnership to dealers including: strategic thought leadership, assortment planning, merchandising, promotional support, education & staff training, business analytics, and technical product expertise.
ACCOUNTABILITIES
Sales
- Drive customer sales growth and profitability by achieving quarterly and annual sales goals and other identified KPIs.
- Provide leadership, relationship building, operational support, and strategic partnership to the full breadth of national and specialty accounts.
- Conduct thorough sales, market, and channel analysis to identify new business opportunities and help prioritize and vet possible distribution expansion opportunities.
- Foster and cultivate strong business relationships with merchants through timely follow-up, active listening, partnership focused communication, and best-in-class support.
- Build and implement cohesive distribution strategies to improve brand position, product performance and strengthen distribution partnerships.
- Understand and study competitor products, positioning, program offerings, and support structure within the relevant region and be able to effectively position our product against them.
- Partner and coordinate with Marketing team on training and sell-in opportunities.
- Establish future season sell-in targets inclusive of assortment and expansion within existing accounts as well as new points distribution.
- Drive seasonal as well as ad-hoc sales programming and be able to influence account adoption.
- Ensure all regional sales, service and marketing campaigns are executed in alignment with the company’s expectations.
Team Management
- Leads Sales Teams by recruiting, selecting, orienting, and training internal employees as well as external sales agencies.
- Oversee strategic agency partnerships, independent field reps and in house sales organization providing ongoing training and development as well as optimal operational support.
- Monitors performance, coaches and counsels as necessary, addresses performance issues, conducts performance reviews, set goals and drive accountability, provide staff with professional guidance and partners with staff in developing professional development plans.
- As member of the North America leadership team, work in tandem with various departments through a high degree of EQ and subject matter expertise to support all the work that helps in achieving organizational goals.
Reporting and Planning
- Develop and execute detailed account and department level business plans for all Key Accounts.
- Coordinate with Finance, Marketing and Operations to create and execute against detailed travel, marketing, and RPA expense budget framework.
- Track and take ownership of monthly/ quarterly/ yearly expenses and ensure budget targets are achieved.
- Monitor actual sales-to-forecast performance for relevant accounts and communicate with Senior Purchasing Manager and GM Sales Leaders as needed.
- Provide Purchasing team with timely and accurate information needed for forecasting and S&OP.
- Provide weekly/ monthly/ quarterly account level revenue projections and reports to the GM as requested.
- Supply thoughtful bottoms up account level revenue targeting factoring in preseason commitments, historical sales trends, and other account specifics.
QUALIFICATIONS
- Minimum 8+ years in sales leadership role
- Strategic account sales management and relationship building experience in a wholesale consumer goods or retail organization preferably in the outdoor industry with prior REI account management is highly desired.
- Understanding of complex retail environments (Specialty & Big Box)
- Previous People & Team Management required
- Superb interpersonal skills, including the ability to quickly build rapport with both customers, peers and team members.
- Present themselves professionally and be comfortable when speaking with customers or giving presentations to a group.
- Experience working within structured templates including reporting, performance, strategic planning, and assortment architecture.
- Bring a positive influence on company culture and lead cross functionally with senior leaders in NA and globally.
- Ability to travel 50 days annually and have valid passport and driver’s license
LOCATION
This role is based in Denver, CO on a hybrid basis.
COMPENSATION
The base salary range for this role is $185k-$200k commensurate with experience.
