Director of Sales, Retail

Brunswick Corporation•Mettawa, IL

3d•$132,500 - $196,000•Hybrid

About The Position

The Director, Sales – Retail is a pivotal leadership role responsible for driving retail sales performance across the Americas region, leading a team of Key Account Managers and managing strategic retail partnerships to deliver revenue growth, market share expansion, and strong customer relationships. Operating as a senior commercial leader, this role translates Navico Group’s strategy into effective retail execution, ensuring alignment across customers, channels, and internal stakeholders. The Director will balance strategic account management, strong people leadership, and cross-functional collaboration to achieve on-time, on-plan, and profitable growth within the retail channel. This leader is expected to embody Navico Group’s core values — innovative, driven, exceptional, authentic, and united — while fostering a high-performance culture that reflects these principles in both team leadership and customer engagement.

Requirements

Bachelor’s degree in business, marketing, or related field (or equivalent experience).
10+ years related experience in sales management, marine industry customers desired.
Proven leadership experience managing and developing high-performing, geographically distributed sales teams.
Demonstrated success managing large, complex retail accounts and delivering sustained revenue growth.
Strong commercial acumen, including pricing, margin management, and forecasting.
Experience operating in a global, matrixed organization.
Ability to use CRM tools to drill-down into targets, accounts, and sales numbers to assess health of accounts and adherence to sales playbooks and objectives.
Proficiency in Microsoft Excel, PowerPoint, and Word; Power BI a plus.
Strong analytical skills with the ability to interpret data and drive customer insights.
Proven territory‑management experience, including call planning and pipeline development.
Excellent communication, interpersonal, and presentation skills.
Solid understanding of basic financial statements.
Strong strategic and day‑to‑day problem‑solving abilities.
Proven track record of driving sales growth with customers.
Strong creative problem‑solving and critical‑thinking abilities.
Flexibility to adapt to rapidly changing markets.

Nice To Haves

MBA or master’s degree preferred.
Experience in forecasting, merchandizing, customer marketing, training is preferred.
Meaningful sales or sales‑management experience in the marine or fishing industry.
Experience in marine, automotive, outdoor, or consumer electronics industries.
Experience working with major U.S. and global retail partners.

Responsibilities

Lead and execute the retail sales strategy across the AMER region in alignment with Navico Group commercial objectives.
Drive revenue growth, market share expansion, and profitability across key retail accounts.
Translate strategic priorities into actionable account plans and deliver measurable results.
Monitor and adapt sales strategies based on performance, market conditions, and customer needs.
Oversee relationships with major national and regional retail customers across the United States and broader Americas region.
Partner with Key Account Managers to develop and execute Joint Business Plans (JBPs) with strategic accounts.
Identify opportunities for distribution expansion, assortment optimization, and retail execution improvements.
Lead negotiations, pricing strategies, and promotional planning to drive mutual customer success.
Lead, coach, and develop a high-performing team of Key Account Managers.
Establish clear performance expectations, KPIs, and development plans aligned to business objectives.
Foster a culture of accountability, collaboration, and continuous improvement.
Build organizational capability in strategic selling, negotiation, and customer engagement.
Act as a visible and authentic leader who motivates and engages teams, creating a united and high-performing culture.
Provide strategic direction and oversight to the Regional Sales Manager – Commercial Marine
Ensure effective penetration and growth in commercial marine segments through direct and partner-led approaches
Align commercial marine activities with broader channel strategy and technical capabilities
Partner closely with Marketing to align on merchandising, promotions, and brand positioning in retail channels.
Work with Supply Chain and Operations to ensure product availability and service level excellence.
Collaborate with Product Management to align portfolio strategy with retail customer needs.
Track and manage performance against revenue, margin, and growth targets.
Utilize data, analytics, and insights to inform decision-making and identify opportunities.
Provide regular updates, forecasts, and business reviews to Navico Group senior leadership.