Director, Retail Sales
About The Position
Otter Products is seeking a Director, Retail Sales to lead the retail sales team. The role may be based remotely anywhere in the United States. This people leader is responsible for strategic direction, sales, and account management for the retail sales channel, including strategic planning and resource allocation to achieve revenue and profitability targets. The Director also supports the professional growth of direct reports and the broader sales team. The position has full P&L accountability for the retail sales channel and oversees revenue streams, projects, products, key retail relationships, forecasting, budgets, and marketing and merchandising activities. The Director collaborates across sales, product, merchandising, marketing, demand planning, and senior leadership. Travel up to 50% is required.
Requirements
- Bachelor’s degree required; experience in lieu of a degree may be considered.
- At least 10 years of experience managing national sales account activity.
- At least 4 years of experience in a manager or higher-level role.
- Experience working with national retailers such as Target, Walmart, and Best Buy.
- Ability to travel up to 50%.
Responsibilities
- Establish and provide resources to help team members reach performance goals.
- Lead talent development, assessments, regular check-ins, career-path support, succession planning, and performance management or corrective action when applicable.
- Influence the team to deliver a unified business plan and maintain effective working relationships.
- Partner with Product and Merchandising to provide feedback and guidance on new product opportunities.
- Maintain full P&L accountability for the retail sales channel.
- Oversee existing and new revenue streams, projects, and products to drive sales growth.
- Establish, strengthen, and manage high-level relationships within the retail channel.
- Collaborate with National Account Managers and other departments to streamline operations and manage inventory levels.
- Participate in strategic operations and leadership meetings, providing accurate sales and marketing data.
- Partner with senior leaders to recommend contributions to strategic initiatives.
- Develop monthly, quarterly, and annual retail sales budgets, goals, and plans.
- Analyze sales results and financial reports to make data-driven decisions, address performance gaps, and identify opportunities for continuous improvement.
- Partner with Demand Planning to keep plans updated and meet timelines.
- Collaborate with Channel Marketing to use Market Development Funds (MDF) to drive retail sell-through and manage the MDF budget.
- Collaborate with Brand Marketing to establish channel expectations for brand marketing.
- Coordinate business-critical promotional activities with Merchandising and other stakeholders, evaluate effectiveness, and adjust strategies as needed.
- Develop monthly retail updates covering organizational updates and retail wins.
- Partner with Product and Merchandising to develop sales training programs and ongoing team education.
- Follow safety policies and procedures and contribute to a positive, safe working environment.
- Perform other duties as assigned.
Benefits
- Medical insurance
- Dental insurance
- Vision insurance
- Basic life insurance
- Voluntary life insurance
- Long-term disability
- Short-term disability
- Employee assistance program
- Flexible spending accounts
- Health savings account
- 401(k) retirement plan
- Accrued paid time off based on seniority
- Volunteer time off
- Parental leave
- Bereavement leave
- Company holidays
- Years of service awards
- Sales incentive program; total target compensation consists of 70% base compensation and 30% at-risk compensation
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What This Job Offers
Job Type
Full-time
Career Level
Director
