Director of Distribution Channel Sales

Brunswick; Mettawa (IL); Hybrid; USD 133,000 - 196,000; Full time

Benefits offered by this job

Medical benefits

Dental benefits

Vision benefits

401k with match

Health Savings Account

Paid vacation

Product purchase discounts

Job summary

Brunswick, a global marine leader, is seeking a Director of Sales, Wholesale to lead Navico Group’s wholesale channel. You will coach a team of KAMs managing high-revenue accounts, shape a robust KAM framework, and drive strategic growth across brands and categories.

You will engage executive-level partners, balance short-term revenue with long-term value, and partner with functions like Marketing, Product, and Finance to optimize the enterprise portfolio.

Qualifications

• Bachelor’s degree in business, marketing, or related field.
• 10+ years related experience in sales management, marine industry customers desired.
• Proficiency with CRM tools to analyze targets, accounts, and sales data.
• Excellent communication, interpersonal, and presentation skills.

Responsibilities

• Lead and develop a Wholesale KAM team for Navico Group’s critical accounts.
• Define, implement, and improve a robust KAM framework for wholesale distribution.
• Oversee top wholesale accounts with executive-level engagement and QBR ownership.
• Drive wholesale sales strategy, pricing discipline, and portfolio mix across accounts.
• Collaborate with OEM, BD, Marketing, Supply chain, and Finance to support enterprise priorities.
• Provide clear performance metrics and executive reporting.

Skills

Leadership

Team development

KAM management

Strategic account management

Forecasting

Negotiation

Executive engagement

Financial acumen

CRM tools

Education

Bachelor’s degree in business or related field

MBA or master’s degree preferred

Tools

Power BI

CRM software

Microsoft Excel

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:

• 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 The hiring range for this position is 132,500 - 196,000 annually. The actual base pay offered will vary based on multiple factors including job-related knowledge/skills, relevant experience, business needs, and geographic location. Compensation decisions are dependent upon the specifics of the candidate’s qualifications and the business context.

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 much more. Details about our benefits can be foundhere (https://www.brunswick.com/careers/culture-benefits/benefits) .

Why Brunswick:

Whatever tomorrow brings, we’ll be at the leading edge. As the clear leader in the marine industry, we’re committed to our values and supporting our exceptional people. We offer and encourage growth opportunities within and across our many brands. In addition, we’re proud of being recognized for making a splash with numerous awards (https://www.brunswick.com/careers) !

Navico Group (https://www.navico.com/)

Navico Group is a stand‑alone division of Brunswick, the world’s largest recreational marine business.

Navico Group is the global leader in technology, systems and solutions for a variety of industries, from Marine & RV to Specialty Vehicles and beyond. Our broad portfolio consists of the industry's leading brands in Power Systems, Digital Systems, Fishing Systems, and Performance Components including Ancor, Attwood, B&G, BEP, Blue Sea Systems, C-MAP, CZone, Garelick, Lenco, Lowrance, Marinco, MotorGuide, Mastervolt, ProMariner, RELiON, Simrad and Whale.

Our team is committed and driven, every day, to be the most trusted supply partner to the marine and mobile industries...and beyond.

#LI-PR1 #navico #LI-Remote

Next is Now!

We value growth and development, recognizing that people come with a wealth of experience and talent beyond just the technical requirements of a job. If your experience is close to what you see listed here, please still consider applying.

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 [e-mail] for support.

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