at Brunswick in Mettawa, Illinois, United States Job Description Menomonee Falls, WI Attwood Lowell Mettawa, IL Power Products - Stuart Navico-Tulsa Full time

JR-051289

Are you ready for what's next? Come explore opportunities within Brunswick, a global marine leader (https://youtube.com/watch?v=ksuQ6B2j\_mA) committed to challenging conventions and innovating next-generation technologies that transform experiences on the water and beyond. Brunswick believes "Next Never Rests," and we offer a variety of exciting careers and growth opportunities within united teams defining the future of marine recreation.

Location:

Various Workplace Category:

Hybrid Travel Required:

30% - 60% travel depending on season

Direct Reports:

6

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:

Not applicable Innovation is the heart of Brunswick . See how your contributions will help transform vision into reality :

Position Overview :

? The Director of Sales, Wholesale is a senior commercial leadership role responsible for the overall performance, structure, and strategic development of Navico Group's wholesale and distribution sales channel. The role leads, develops, and coaches a team of Key Account Managers (KAMs) who manage Navico Group's most significant wholesale and distribution partners-accounts characterized by high revenue, high complexity, and high strategic importance. Success in this role requires the ability to build and sustain a best-in-class KAM organization, with robust account management discipline, strong governance, and a clear operating cadence. Beyond delivering channel results, the Director of Sales, Wholesale must demonstrate enterprise-level business acumen, balancing wholesale success with Navico Group's broader portfolio, brand, and long-term growth priorities. At Brunswick, we have passion for our work and a distinct ability to deliver .

Essential Functions:

Leadership & Team Development

+ Lead, coach, and develop a team of Wholesale KAMs responsible for Navico Group's most critical distribution and wholesale relationships.

+ Build a high-performance culture grounded in accountability, strategic thinking, and structured execution.

+ Ensure KAMs are equipped with the skills, frameworks, and tools required to manage complex, multi-stakeholder wholesale accounts.

+ Provide ongoing coaching on strategic selling, financial acumen, negotiation, and executive-level customer engagement.

+ Set clear direction and deliver results aligned to business priorities.

+ Build a high-performing, inclusive team through coaching, feedback and accountability.

+ Own talent pipelines and succession plans, developing future leaders and critical role successors.

+ Drive employee engagement, acting on feedback to improve team performance and experience.

+ Make fair, thoughtful decisions across hiring, development, and performance.

+ Collaborate across teams (and cross divisionally where relevant) to deliver outcomes and remove silos.

+ Lead through change with clarity and consistency.

+ Role model company values in everyday leadership. KAM Function & Operating Model Excellence

+ Design, implement, and continuously improve a robust Key Account Management framework tailored to the wholesale and distribution environment.

+ Define clear standards for:

+ Account segmentation and prioritization

+ Account planning and opportunity mapping

+ Executive engagement and governance

+ Forecasting, pipeline management, and performance tracking

+ Ensure all KAMs consistently manage accounts in accordance with this structure and operating rhythm. Strategic Account Management & QBR Ownership

+ Personally oversee engagement with Navico Group's top wholesale and distribution accounts, ensuring appropriate executive-level involvement.

+ Lead and/or sponsor Quarterly Business Reviews (QBRs) with top accounts, ensuring:

+ Clear alignment on joint business objectives

+ Transparent review of performance, trends, and risks

+ Alignment on portfolio strategy, growth initiatives, and future opportunities

+ Ensure QBRs are strategic, data-driven, and forward-looking-not tactical status updates. Commercial Strategy & Growth Leadership

+ Define and execute the wholesale sales strategy in alignment with Navico Group's overall commercial and growth objectives.

+ Balance short-term revenue delivery with long-term value creation, portfolio optimization, and channel health.

+ Ensure disciplined pricing, margin management, and portfolio mix across wholesale accounts.

+ Identify and drive new growth opportunities across brands, categories, and customer segments. Enterprise Perspective & Cross-Functional Leadership

+ Act as a strong enterprise leader who understands and represents the Navico Group perspective, not just wholesale channel interests.

+ Collaborate closely with:

+ OEM Sales, Business Development, and Retail leadership

+ Category and Product Management

+ Marketing and Brand teams

+ Supply chain, operations, and finance

+ Ensure wholesale strategies support broader organizational priorities, brand positioning, and long-term growth plans. Governance, Performance & Reporting

+ Establish clear performance metrics and review cadences for KAMs and wholesale accounts.

+ Drive forecasting accuracy, pipeline quality, and disciplined execution.

+ Regularly assess account risk, dependency, and concentration, proactively addressing issues.

+ Provide clear, concise executive reporting on channel performance, opportunities, and risks. Success in the Role Is Defined By

+ A highly capable, disciplined Wholesale KAM organization operating with consistency and confidence.

+ Strong, strategic relationships with Navico Group's most critical wholesale and distribution partners.

+ Effective and impactful QBRs that drive alignment, trust, and growth.

+ Delivery of sustainable revenue and margin growth aligned with Navico Group's broader strategic goals.

+ Demonstrated ability to think and act beyond channel silos, optimizing outcomes for the entire enterprise. Diversity of thought and experience s is fundamental when imagin ing the unimaginable . Certain skillsets/experiences are necessary; however, others can be developed along the way .

Required Qualifications:

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+ 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 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 o To view full details and how to apply, please login or create a Job Seeker account