Director of Sales – Wholesale Distribution

• Lead, coach, and develop a team of Wholesale Key Account Managers
• Build a high-performance culture grounded in accountability, strategic thinking, and structured execution
• Develop KAM skills, frameworks, tools, and strategic selling capabilities
• Own talent pipelines and succession plans
• Drive employee engagement and make hiring, development, and performance decisions
• Collaborate across teams and divisions to deliver outcomes and remove silos
• Design, implement, and improve the Key Account Management framework for wholesale and distribution
• Define standards for account segmentation, prioritization, planning, opportunity mapping, governance, forecasting, pipeline management, and performance tracking
• Oversee engagement with top wholesale and distribution accounts
• Lead or sponsor Quarterly Business Reviews with top accounts
• Define and execute the wholesale sales strategy
• Balance short-term revenue delivery with long-term value creation, portfolio optimization, and channel health
• Manage pricing, margins, and portfolio mix across wholesale accounts
• Identify and drive growth opportunities across brands, categories, and customer segments
• Represent the Navico Group enterprise perspective
• Collaborate with OEM Sales, Business Development, Retail, Category and Product Management, Marketing, Brand, Supply Chain, Operations, and Finance teams
• Establish performance metrics and review cadences for KAMs and wholesale accounts
• Drive forecasting accuracy, pipeline quality, and disciplined execution
• Assess account risk, dependency, and concentration
• Provide executive reporting on channel performance, opportunities, and risks

• Bachelor’s degree in business, marketing, or related field (or equivalent experience)
• 10+ years related experience in sales management; marine industry customers desired
• Ability to use CRM tools to assess account health and adherence to sales playbooks and objectives
• Proficiency in Microsoft Excel, PowerPoint, and Word;
  Power BI a plus
• Strong analytical skills and 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
• MBA or master’s degree preferred
• Experience in forecasting, merchandizing, customer marketing, and training preferred
• Meaningful sales or sales-management experience in the marine or fishing industry
• Must be currently authorized to work in the United States; position is not eligible for employment visa sponsorship now or in the future
• Ability to remain stationary in an office environment
• Ability to work long shifts with extended periods of standing and walking at event shows
• Ability to operate a computer and office productivity machinery
• Ability to support varying working hours for customers

Demonstrates expertise in Key Account Management, strategic sales execution, and team leadership within the wholesale and distribution sectors. Proven ability to drive sales growth, manage talent pipelines, and implement performance metrics to enhance organizational effectiveness.

• Key Account Management
• Sales Strategy Development
• Team Leadership
• Forecasting Accuracy
• Analytical Skills

• Sales Management
• Territory Management
• Pipeline Development
• Data Interpretation
• Financial Statement Analysis
• Strategic Selling
• Account Segmentation
• Performance Tracking
• CRM Tools Proficiency
• Forecasting

• Communication Skills
• Interpersonal Skills
• Problem-Solving Abilities
• Flexibility
• Presentation Skills

• Bachelor’s Degree in Business
• MBA or Master’s Degree Preferred

• Wholesale
• Distribution
• Marine Industry
• Customer Marketing
• Merchandizing
• Sales Growth
• Account Health
• Talent Development
• Employee Engagement
• Channel Performance

• Microsoft Excel
• Microsoft Power Point
• Microsoft Word
• Power BI
• CRM Software