Director of Sales

Rugged Road; Atlanta (GA); On-site; USD 150,000 - 210,000; Full time

Job summary

Rugged Road, a name in outdoor gear, seeks a Director of Sales to build and lead its B2B organization. You will shape the sales strategy, own the annual plan, and drive revenue through national accounts, OEMs and specialty retailers.

You’ll personally manage the top customer relationships, coach a growing team, and partner with Marketing, Operations, Product and Finance to bring new products to market while expanding doors and assortments. Travel to key meetings is expected.

Qualifications

• 7+ years of progressive sales leadership experience in outdoor, sporting goods or related CPG.
• Proven track record selling to national or large regional retail accounts.
• Ability to build and lead high-performing sales teams.
• Deep understanding of wholesale economics, margins, terms, forecasting and account planning.
• Existing relationships in outdoor, sporting goods or marine industries preferred.
• Comfortable in fast-growing entrepreneurial environments requiring ownership.
• Strong analytical skills with CRM, forecasting and reporting discipline.
• Willingness to travel regularly for key meetings and events.

Responsibilities

• Own Rugged Road’s B2B sales strategy, annual plan, revenue targets and execution.
• Develop clear channel strategies across key accounts, specialty retail, OEM and corporate/custom.
• Build a disciplined pipeline and forecasting process with clear visibility into revenue and risks.
• Partner with leadership on pricing, margins, promotions and channel economics.
• Personally own the largest retail, OEM, strategic customer relationships and prospects.
• Develop and execute account plans to expand doors and assortment and sell-through.
• Lead buyer presentations, line reviews, negotiations and new account opportunities.
• Lead, coach and develop the B2B sales organization; manage inside sales and reps.
• Coordinate with Marketing, Operations, Product and Finance to commercialize new products.
• Coordinate inventory, samples, pricing, merchandising and launch requirements for major customers.

Skills

Sales leadership

CRM & forecasting

Channel strategy

Negotiations

Team coaching

Strategic account management

Analytical thinking

Tools

CRM systems

Forecasting tools

Job description

Company: Rugged Road

Rugged Road is entering the next stage of its growth.

With the upcoming launch of our next-generation cooler platform, an expanding national retail presence, growing OEM and corporate partnerships, and significant investment behind the brand, we are looking for an experienced Director of Sales to build and lead the next chapter of our B2B business.

This is not a role for someone looking to simply manage an existing book of business. We are looking for a proven sales leader who can develop strategy, build processes, coach a team, personally lead our most important customer relationships, get in the weeds, and help scale Rugged Road into a nationally recognized outdoor brand.

What You'll Own:

• Rugged Road’s B2B sales strategy, annual plan, revenue targets and execution
• Develop clear channel strategies across key accounts, specialty retail, OEM and corporate/custom business
• Build a disciplined pipeline and forecasting process that gives leadership clear visibility into revenue, opportunities and risks
• Partner with leadership on pricing, margin, promotional strategy and channel economics
• Personally own Rugged Road’s largest retail, OEM, strategic customer relationships, and prospects
• Develop and execute account plans designed to expand doors, assortment, sell-through
• Lead major buyer presentations, line reviews, negotiations and new account opportunities
• Lead, coach, and develop Rugged Road’s B2B sales organization
• Manage inside sales team members responsible for specialty retail and corporate/custom
• Manage and optimize independent rep groups and external sales partners
• Partner closely with Marketing, Operations, Product and Finance to successfully commercialize new products and programs
• Coordinate inventory, samples, pricing, merchandising and launch requirements for major customers

Qualifications:

• 7+ years of progressive sales experience, ideally within outdoor, sporting goods, consumer products or another relevant CPG category
• Meaningful experience selling to and managing national or large regional retail accounts
• Demonstrated experience building and leading high-performing sales teams
• Strong understanding of wholesale economics, retailer margins, terms, forecasting and account planning
• Existing relationships within outdoor, sporting goods, marine or adjacent industries are highly valued
• Comfortable operating in a fast-growing entrepreneurial environment where priorities move quickly and leaders are expected to take ownership
• Strong analytical skills and a high level of discipline around CRM, forecasting and reporting
• Willingness to travel regularly for key customer meetings, trade shows and industry events

The Person:

We are looking for someone who has already seen what a great sales organization looks like, and has the ability to bring that proven structure to Rugged Road.

You should be equally comfortable sitting across the table from a national retailer's buying team, coaching an inside salesperson through their pipeline, reviewing a forecast with the CEO, and developing a multi-year strategy for a major account.

Most importantly, you should be excited by the opportunity to build. Rugged Road has the product, brand, relationships and foundation in place. We are looking for the sales leader who can help turn that foundation into significant, sustainable growth.