Sr. Key Account Manager, Retail

Brunswick Corporation•Menomonee Falls, WI

4d•$103,200 - $144,000•Hybrid

About The Position

The Sr. Key Account Manager (Sr. KAM) – Retail is a highly experienced commercial leader responsible for managing Navico Group’s most strategic and complex retail partnerships, driving sustainable growth, category leadership, and long-term value creation. Building on the core KAM role, the Sr. KAM brings deep industry expertise, advanced retail and category knowledge, and a strategic mindset, enabling them to navigate complex customer structures, influence senior stakeholders, and lead high-impact initiatives. In addition to owning key accounts, the Sr. KAM serves as a mentor and role model for developing KAMs, helping elevate capabilities across the retail organization. The role plays a critical part in shaping account strategies, advancing best practices, and ensuring consistent execution of the KAM framework across the team.

Requirements

Bachelor’s degree in business, marketing, or related field (or equivalent experience).
5+ years of sales experience in marine, outdoor, home improvement, automotive industries, or related industry.
3+ years selling technical or engineered products.
Proven success managing large, complex retail accounts and multi-layered stakeholder environments.
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 Masters’s degree preferred.
Meaningful sales or sales‑management experience in the marine or fishing industry.

Responsibilities

Own and lead Navico Group’s largest, most complex, and highest-value retail accounts
Develop and drive multi-year Joint Business Plans aligned to strategic priorities of both Navico Group and retail partners
Engage and influence senior stakeholders (buying directors, category leaders, executives) within retail organizations
Navigate complex organizational structures to align decision-makers and accelerate growth initiatives
Lead high-impact Quarterly Business Reviews (QBRs) with executive-level insights and forward-looking strategies
Provide advanced analysis of performance trends, identifying risks, white-space opportunities, and investment priorities
Drive accountability for delivery of commercial targets, initiatives, and profitability metrics
Translate retailer and internal data into strategic recommendations with measurable outcomes
Leverage sophisticated POS analysis, shopper insights, and market data to influence retailer decisions
Deliver advanced, insight-led recommendations on assortment strategy, pricing architecture, promotions, and category positioning
Identify and drive category growth opportunities through data storytelling and strategic positioning
Act as a thought leader internally on retail data utilization and best practices
Lead the development of best-in-class planograms and category strategies that maximize performance and brand presence
Influence retailers at a category level, positioning Navico Group as a strategic category partner rather than a supplier
Evaluate planogram effectiveness and continuously optimize based on performance metrics and shopper behavior
Drive excellence in omnichannel merchandising, including in-store and digital retail environments
Identify and lead complex growth initiatives, including: New product introductions, Assortment expansion and rationalization, Omnichannel strategies, Strategic promotional planning
Build clear, executable commercial plans with defined KPIs and measurable ROI
Ensure flawless execution of strategic initiatives across internal and external teams
Act as a mentor and coach to KAMs, supporting their development in strategic selling, data analysis, and account management
Share best practices, tools, and frameworks to elevate team performance
Support onboarding and development of new KAM talent
Act as a senior sounding board and escalation point for complex account situations
Lead collaboration across internal teams (Marketing, Product, Supply Chain, Finance, Category Management) to deliver integrated account strategies
Influence internal stakeholders to align resources and priorities with key account needs
Serve as the voice of the customer at a strategic level, shaping internal decision-making
Set clear direction and deliver results aligned to business priorities, translating strategy into actionable plans for the team
Build a high-performing, inclusive team through regular coaching, timely feedback, and clear accountability
Own talent pipelines and succession plans, proactively developing future leaders and successors for critical roles
Drive employee engagement, actively listening to feedback and taking action to improve team performance and experience
Make fair, balanced, and data-informed decisions across hiring, development, compensation, and performance management
Collaborate effectively across functions and divisions to deliver outcomes, remove silos, and enable enterprise-level success
Lead through change with clarity, consistency, and resilience, ensuring alignment and momentum during periods of transformation
Role model company values in everyday leadership behaviors, decision-making, and communication