Director, Retailer Channel Sales

Brunswick Boat Group • Fond du Lac, WI

2d • Hybrid

About The Position

The Director of Retail Channel Sales is a critical leader responsible for accelerating Mercury’s growth across National Accounts and e-commerce channels. This role drives strategies that expand Mercury’s retail footprint, increase market share, and deliver meaningful conversion from competitive brands—both in physical retail and online environments. With deep expertise in retail business development, digital commerce, and the competitive marine landscape, this leader ensures Mercury wins with today’s consumer wherever they choose to research, shop, and purchase. The Director balances strategic vision with flawless execution, ensuring Mercury shows up as the category leader in performance, innovation, and reliability across every retail touchpoint. At Brunswick, we have passion for our work and a distinct ability to deliver.

Requirements

• Bachelor’s degree in Business, Marketing, Sales, or related field required; MBA preferred or equivalent experience
• 8+ years of progressive sales leadership experience, ideally within retail, consumer goods, e-commerce, or similar industries.
• Demonstrated Success managing big-box retail Accounts (e.g. Walmart, BassPro Shops, Lowe’s, Academy Sports, etc) with proven revenue and share growth.
• Strong e-commerce or digital retail channel experience, including online merchandising, content optimization, and performance analytics.
• Proven track record of developing and executing strategic sales plans that drive profitable growth.
• Exceptional negotiation and relationship-building skills
• Analytical proficiency and familiarity with sales analytics or tools commonly used within large retailers

Nice To Haves

• Experience working within a multi-channel or omni-channel environment highly preferred.
• Marine, powersports, or durable goods experience is a plus, but not required

Responsibilities

• Lead National Retail and Key Accounts Strategy & Growth
• Own the strategy, performance, and growth of Mercury’s retail and key accounts channel—including big-box retailers, marine specialty chains, and national distributors for both engines and P&A products.
• Build strategic partnerships to unlock new retail growth opportunities by analyzing regional market dynamics, competitive trends, and customer purchase behavior across big-box, e-commerce, and specialty marine retailers.
• Own the retail channel sales forecast and annual budget; track performance and adjust strategies to meet revenue and profitability targets
• Strengthen joint business planning with key accounts to drive incremental shelf space, amplify brand presence, and grow market share.
• Work with marketing and product teams to present data-driven recommendations to channel partners to maximize sales and margin growth opportunities
• Build strategic programs tailored to key partners that target competitive displacement and expand Mercury’s share of wallet.
• Negotiate high-impact agreements that enhance competitiveness, improve profitability, and strengthen Mercury’s long-term position.
• Cultivate a pipeline of high-potential retailer accounts through proactive prospecting, industry networking, and a structured engagement cadence.
• Collaborate with marketing and product teams to design promotional plans and retail programs that increase Mercury consideration and expand share of wallet with existing customers.
• This includes developing scalable launch plans for new products, ensuring retail partners are ready to drive demand, display the product effectively, and execute Mercury-aligned sales messaging.
• Lead Mercury’s e-commerce strategy for retail accounts (e.g., Walmart, West Marine, key online marketplaces) in coordination with overall channel plans
• Collaborate with marketing and category teams to optimize in-store and online merchandising, digital content, search visibility, and conversion funnel performance to maximize Mercury’s share of online demand.
• Partner with Marketing and Digital teams to enhance the consumer journey—from search to cart to post-purchase experience.
• Lead and Develop a High-Performance Retailer Team
• Inspire, coach, and develop a retail sales team focused on growth, competitive wins, and operational excellence.
• Set performance expectations tied directly to revenue and margin growth, market share, and conquest activity.
• Foster a culture of collaboration, agility, accountability, and continuous improvement in alignment with Mercury’s performance standards.
• Leverage Data, Insights & Competitive Intelligence
• Use market share data, retail analytics, and digital performance insights to guide decision-making and refine retail strategies.
• Monitor competitive activity, customer demand shifts, and retail trends to stay ahead of the marketplace.
• Partner cross-functionally with Product Category, Marketing, Finance, and Operations to ensure alignment on key priorities and channel strategies.
• Represent Mercury & Elevate the Brand
• Serve as the senior retail and e-commerce voice at industry events, customer meetings, and strategic planning forums.
• Ensure Mercury’s identity, brand standards, innovation story, and performance leadership are consistently represented across all retail and digital channels.

Benefits

• This position is eligible to participate in Brunswick's comprehensive and high-quality benefits offerings, including medical, dental, vision, paid vacation, 401k (up to 4% match), Health Savings Account (with company contribution), well-being program, product purchase discounts and much more.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 5,001-10,000 employees