Sr. Manager Sales Distributors

KEEN; Rotterdam; Hybrid; EUR 90,000 - 130,000; Full time

Benefits offered by this job

Company car

Learning & Development program

Networking opportunities in footwear/e

Job summary

KEEN seeks a Senior Manager Sales Distributors to drive commercial growth across Europe, the Middle East, Africa and emerging markets. The role focuses on strengthening and scaling KEEN's distributor network from its Rotterdam base.

The ideal candidate will develop regional business plans, lead cross-functional teams, and partner with Product, Marketing, Finance, Operations and Supply Chain to ensure aligned execution of regional initiatives.

Qualifications

• Bachelor's degree in business, International Business, Marketing, Finance, or a related field required.
• Master's Degree or advanced degree preferred.
• 8-10 years of experience in progressive international commercial, distributor management, or business development across EMEA.
• Proven track record managing multi-country projects and partnerships.
• Strong knowledge of sales strategy and partner ecosystem management.
• Financial acumen for ROI and P&L impact of international deals.

Responsibilities

• Develop and execute regional distributor strategy for EMEA aligned with global objectives.
• Serve as primary commercial contact for KEEN’s EMEA distributor network.
• Strengthen distributor ecosystem through partner onboarding, capability development, and performance management.
• Drive distributor performance via reviews, KPI management, and growth plans.
• Coordinate market-entry and launch plans for new territories and channels.
• Manage P&L targets and ensure profitable growth across the distributor business.
• Collaborate with Product, Marketing, Finance, Operations, and Supply Chain to execute regional initiatives.

Skills

Distributor management

International business

Sales strategy

Leadership

Negotiation

Cross-cultural communication

Education

Bachelor's degree in business/related field

Master's degree preferred

Job description

General Summary The Senior Manager Sales Distributors is responsible for driving KEEN’s commercial growth across Europe, the Middle East, Africa, and emerging markets, with a primary focus on strengthening, scaling, and optimizing the distributor network. This role develops and executes regional business plans, expands market presence, builds distributor partnerships, and supports strong financial and operational performance across key strategic accounts.

General Summary The Senior Manager Sales Distributors is responsible for driving KEEN’s commercial growth across Europe, the Middle East, Africa, and emerging markets, with a primary focus on strengthening, scaling, and optimizing the distributor network. This role develops and executes regional business plans, expands market presence, builds distributor partnerships, and supports strong financial and operational performance across key strategic accounts. The Senior Manager manages day-to-day commercial execution within distributor markets, identifying opportunities for profitable growth while protecting and elevating KEEN’s brand positioning. This role partners closely with Product, Marketing, Finance, Operations, and Supply Chain to align priorities and execute regional initiatives effectively.

Key Responsibilities

• Contribute to the development of and execute KEEN’s EMEA distributor and market expansion strategy in alignment with global brand and commercial objectives.
• Serve as the primary commercial contact and relationship manager for KEEN’s EMEA distributor network.
• Strengthen and grow the distributor ecosystem through strategic partner identification, onboarding, capability development, and performance management.
• Drive distributor performance through structured business reviews, KPI management, and collaborative growth plans.
• Identify and activate new business opportunities in underpenetrated and high-growth EMEA markets.
• Partner with distributors to improve market execution across sales, merchandising, marketing activation, digital commerce, and retail expansion.
• Coordinate and execute market-entry and launch plans for new territories, channels, and product categories.
• Manage performance against P&L targets and deliver sustainable, profitable growth across the EMEA distributor business.
• Support the development and execution of pricing, channel, and commercial strategies that protect brand equity while maximizing revenue and margin performance.
• Partner cross-functionally with Product, Marketing, Finance, Operations, and Supply Chain teams to ensure strong regional execution and alignment.
• Monitor market trends, consumer insights, and competitive dynamics to identify risks, opportunities, and strategic priorities.
• Support forecasting, budgeting, inventory planning, and financial performance management in partnership with Finance and Operations.
• Manage, mentor, and develop a high-performing regional team across multiple markets and time zones.
• Champion KEEN’s values of inclusion, sustainability, and adventure while fostering a culture of accountability, collaboration, and entrepreneurial initiative.
• Partner with internal stakeholders and distributor partners to plan and execute major regional business events, including Distributor Summits, EMEA Stand Meetings, and other strategic partner engagements.

Qualifications

• Bachelor's degree in business, International Business, Marketing, Finance, or a related field required
• Master's Degree or advanced degree preferred
• 8-10 years of experience in progressive international commercial, distributor management, or business development experience, including leadership responsibility across EMEA markets
• Proven track record managing multi-country projects, partnerships, or expansion initiatives.
• Deep understanding of global markets, trade regulations, tariffs, and international business practices.
• Strong knowledge of sales strategy, business development processes, and partner ecosystem management.
• Financial acumen for evaluating business cases, ROI, and P&L impact of international deals.
• Strategic thinking and long-term planning.
• Negotiation and influencing across cultures and organizational levels.
• Leadership and team development, often including cross-functional or cross-border teams.
• Excellent communication and presentation skills for executive-level audiences.
• Analytical skills to assess market opportunities, competitor landscape, and growth potential.
• Ability to identify and pursue new market opportunities globally.
• Manage complex international partnerships and stakeholder relationships.
• Adapt business strategies to local markets while maintaining global alignment.
• Lead multicultural teams and drive change in a fast-paced, dynamic environment.
• Proven ability to coordinate large-scale business meetings, distributor conferences, and cross functional regional events.

Working Conditions & Requirements

• Regular travel to visit external partners and attend internal leadership meetings, up to once a month. Working in the evenings for calls with North American colleagues is part of the role, typically a few times per month.
• KEEN has a 4-day per week office attendance policy at its EMEA headquarters in Rotterdam, with a lot of flexibility. Full-time position, 40 hours per week.

We Offer

• Market relevant compensation package (salary and bonus), depending on experience.
• A company Learning & Development program, offering courses to develop yourself and your career.
• Networking opportunities within the footwear and ecommerce industry.
• Company car.
• 25 holidays annually, excluding public holidays.
• 24 paid volunteer hours annually.
• A very international environment, fully English-speaking.
• Joint activities and office events throughout the year.

Why KEEN

Driven by a passion for life outside, KEEN is a values-led, independently owned brand from Portland, Oregon, on a mission to create original and versatile products, improve lives, and inspire outside adventure. Since 2003, KEEN has been committed to responsible business practices and community impact, donating over $18 million to non-profit organizations worldwide and working to protect the places where we live and play. Learn more at: https://www.keenfootwear.com/our-purpose.html

Employee Conduct

All employees are expected to contribute to a positive work environment through teamwork, honest and effective communication, professional conduct, and alignment with KEEN’s core values.