National Sales Manager

XPRESS BOATS•Malvern, AR

18d

About The Position

The National Sales Manager is responsible for rebuilding, optimizing, and scaling our national dealer sales organization. This role exists to drive measurable sales performance improvement across a national dealer network supported by Regional Sales Managers. We are a well-established pontoon manufacturer with strong product and brand recognition. However, our current sales model has not produced the growth and dealer productivity we expect. This role is a mandate for change, accountability, and execution—not maintenance of the status quo. The ideal candidate has led dealer-network turnarounds, understands when to invest in dealers and when to exit relationships, and has successfully driven results through regional sales teams in competitive, discretionary consumer markets.

Requirements

Proven leadership experience managing a national or multi-region dealer-based sales organization
Background in marine, RV, powersports, automotive, or similar discretionary retail industries
Demonstrated success in turnaround, restructuring, or scaling a sales organization
Strong understanding of dealer economics, territory management, and incentive structures
Ability to lead through influence, accountability, and data-driven decision-making
Willingness to travel nationally on a regular basis
Bachelor’s degree in Business or related field preferred; equivalent experience considered.
Strategic Sales Leadership
Dealer Network Development & Accountability
Data Analysis & Forecasting
Executive Communication
Change Leadership
Ethical Decision-Making

Responsibilities

Evaluate and segment the national dealer network (productivity, profitability, brand alignment).
Develop and execute a dealer optimization strategy, including recruitment, development, and, when necessary, dealer exits.
Establish clear performance standards, expectations, and consequences for dealer partners.
Lead negotiations and approvals of dealer agreements aligned with long-term growth strategy.
Lead, coach, and hold Regional Sales Managers accountable to defined performance metrics.
Direct and develop all in-house sales personnel, including Sales Assistants and Regional Sales Representatives, ensuring alignment, productivity, and executional discipline.
Assess sales territory design and adjust coverage as needed to maximize market opportunity.
Set national sales priorities and ensure consistent execution across regions.
Identify capability gaps within the sales organization and drive hiring, development, or restructuring as required.
Lead Parts and Warranty functions as critical components of the overall dealer and customer experience, ensuring alignment with sales strategy while maintaining operational discipline and cost controls
Develop and implement a national sales strategy aligned with production capacity, margin targets, and market demand.
Drive accurate forecasting and pipeline visibility using dealer and regional-level data.
Partner with operations and production leadership to align demand planning and inventory flow.
Establish pricing, incentive, and promotional discipline across the dealer network.
Collaborate closely with Marketing to improve lead generation, dealer sell-through, and brand positioning at retail.
Provide structured dealer and market feedback to product development and leadership.
Participate in regular production and leadership meetings to align sales opportunities with operational realities.
Maintain strong field presence through regular dealer and regional travel.
Personally engage with key accounts, strategic dealers, and underperforming regions.
Serve as a visible leader to both dealers and internal teams.
Builds and maintains a team of outside and inside sales representatives to carry out sales strategy.
Participates in designing regional sales compensation/commission & contracts
Manage, review and approve employees work schedules, timecards, and time-off requests.
Develop and recommend a sales strategy and implement once approved
Perform market research and generate new dealer leads
Continually analyzes market data to develop sales forecasts and evaluate sales strategy
Oversee retail customer service, parts sales and warranty personnel
Build and maintain strong dealer relationships
Liaise with marketing and product development to provide customer/market feedback
Participates in regular production meetings to communicate sales opportunities
Coordinates and negotiate dealer agreements for approval
Travel to current and prospective dealers and mentoring regional sales managers
Monitor individual dealers for health and stability
Coordinate loads with dealers.