Director of Sales, Retail

Travel Required:

Yes, 30% - 60% travel depending on season

Direct Reports:

4

Pay Range:

132,500 - 196,000

Visa Sponsorship:

Applicants must be currently authorized to work in the United States. This position is not eligible for employment visa sponsorship now or in the future.

Relocation:

If applicable

Position Overview
The Director, Sales – Retail is a pivotal leadership role responsible for driving retail sales performance across the Americas region, leading a team of Key Account Managers and managing strategic retail partnerships to deliver revenue growth, market share expansion, and strong customer relationships.

Operating as a senior commercial leader, this role translates Navico Group’s strategy into effective retail execution, ensuring alignment across customers, channels, and internal stakeholders. The Director will balance strategic account management, strong people leadership, and cross‑functional collaboration to achieve on‑time, on‑plan, and profitable growth within the retail channel.

This leader is expected to embody Navico Group’s core values—innovative, driven, exceptional, authentic, and united—while fostering a high‑performance culture that reflects these principles in both team leadership and customer engagement.

Essential Functions
Sales Leadership & Execution

Lead and execute the retail sales strategy across the AMER region in alignment with Navico Group commercial objectives.

Drive revenue growth, market share expansion, and profitability across key retail accounts.

Translate strategic priorities into actionable account plans and deliver measurable results.

Monitor and adapt sales strategies based on performance, market conditions, and customer needs.

Key Account Management

Oversee relationships with major national and regional retail customers across the United States and broader Americas region.

Partner with Key Account Managers to develop and execute Joint Business Plans (JBPs) with strategic accounts.

Identify opportunities for distribution expansion, assortment optimization, and retail execution improvements.

Lead negotiations, pricing strategies, and promotional planning to drive mutual customer success.

Team Leadership & Development

Lead, coach, and develop a high‑performing team of Key Account Managers.

Establish clear performance expectations, KPIs, and development plans aligned to business objectives.

Foster a culture of accountability, collaboration, and continuous improvement.

Build organizational capability in strategic selling, negotiation, and customer engagement.

Act as a visible and authentic leader who motivates and engages teams, creating a united and high‑performing culture.

Customer Engagement

Provide strategic direction and oversight to the Regional Sales Manager – Commercial Marine.

Ensure effective penetration and growth in commercial marine segments through direct and partner‑led approaches.

Align commercial marine activities with broader channel strategy and technical capabilities.

Cross‑Functional Collaboration

Partner closely with Marketing to align on merchandising, promotions, and brand positioning in retail channels.

Work with Supply Chain and Operations to ensure product availability and service level excellence.

Collaborate with Product Management to align portfolio strategy with retail customer needs.

Performance Management & Reporting

Track and manage performance against revenue, margin, and growth targets.

Utilize data, analytics, and insights to inform decision‑making and identify opportunities.

Provide regular updates, forecasts, and business reviews to Navico Group senior leadership.

Required Qualifications

Bachelor’s degree in business, marketing, or related field (or equivalent experience).

10+ years related experience in sales management, marine industry customers desired.

Proven leadership experience managing and developing high‑performing, geographically distributed sales teams.

Demonstrated success managing large, complex retail accounts and delivering sustained revenue growth.

Strong commercial acumen, including pricing, margin management, and forecasting.

Experience operating in a global, matrixed organization.

Ability to use CRM tools to drill‑down into targets, accounts, and sales numbers to assess health of accounts and adherence to sales playbooks and objectives.

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.

Preferred Qualifications

MBA or master’s degree preferred.

Experience in forecasting, merchandizing, customer marketing, training is preferred.

Meaningful sales or sales‑management experience in the marine or fishing industry.

Experience in marine, automotive, outdoor, or consumer electronics industries.

Experience working with major U.S. and global retail partners.

Working Conditions

Office environment; must be able to remain in a stationary position for a length of time.

Ability to work long shifts with extended periods of standing and walking while at an event show.

Constantly operating a computer and other office productivity machinery, such as a calculator, copy machine, and computer printer.

Working hours will vary to support customers.

Position will require travel by auto or airplane to support customer relationships.

Travel Requirements: 30% - 60% travel depending on season.

Compensation and Benefits
In addition to base pay, this position is eligible for an award target as part of Brunswick’s long‑term incentive program. 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 more.

Equal Opportunity Employer Statement
Brunswick is an Equal Opportunity Employer and considers all qualified applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status or any other characteristic protected by federal, state, or local law. Diversity of experience and skills combined with passion is key to innovation and inspiration and we encourage individuals from all backgrounds to apply. If you require accommodation during the application or interview process, please contact hrsharedservices@brunswick.com for support.

For more information about EEO laws, https://www.eeoc.gov/employees-job-applicants

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