Director of Sales, Wholesale Distribution

Innovation is the heart of Brunswick.  See how your contributions will help transform vision into reality: 

Position Overview:  

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. 

• 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 or fishing industry.

Working Conditions:

The employee must be able to perform the below essential functions of the position satisfactorily and, if requested, reasonable accommodations will be made to enable employees with disabilities to perform the essential function of their job, absent undue hardship.

• Office environment. Must be able to remain in a stationary position for a length of the time.  
• Ability to work long shifts with extended periods of standing and walking while at an event show.
• Constantly operates a computer and other office productivity machinery, such as a calculator, copy machine, and computer printer.  
• Working hours will vary to support customers