Distributor Sales Manager, Americas [New York Based]

Dr. Martens; New York (NY); Hybrid; USD 95,000 - 105,000; Full time

Benefits offered by this job

65% employee footwear discount

50% accessories discount

Early Friday finish (summer)

Medical, Dental & Vision coverage

Employee Assistance Program

401(k) pre-tax and Roth plans

Volunteer hours

Job summary

Dr. Martens seeks a Distributor Sales Manager for the Americas to drive profitable sales growth and premium brand execution across distributor-managed markets in the Americas, with focus on LATAM and Canada.

You will translate the global partner-market strategy into clear commercial plans and joint business plans with partner actions. The role collaborates with Sales Operations, Supply & Demand, Merchandising, Marketing, Finance and Legal to ensure commercial robustness and operational delivery,

Qualifications

• Understanding of distributor, wholesale, retail and e-commerce dynamics including margin management.
• Ability to build trusted distributor relationships and hold partners accountable for execution.
• Translate global strategy into practical local plans with clear priorities and measurable outcomes.

Responsibilities

• Develop and execute distributor sales plans for Americas markets aligned to global frameworks.
• Own distributor revenue, gross margin and KPIs with regular trading reviews.
• Lead joint business planning with partners and quarterly reviews.
• Support wholesale, mono-brand retail, e-commerce and marketplace growth.
• Forecast with Supply & Demand to improve inventory flow and availability.

Skills

Commercial acumen

Partner relationship mgmt

Strategic thinking

Analytical & data-driven

Operational discipline

Influencing & stakeholder mgmt

Brand & consumer focus

Communication & presentation

Cultural agility

Language skills (English)

Job description

Dr. Martens is more than a brand - it’s a global icon with over 60 years of attitude, heritage, and cultural impact. We’re a thriving, values-driven business powered by diverse thinkers, bold doers, and people who bring their whole selves to work. If you’re ready to make your mark, you’re in the right place.

At DM, our values guide everything we do: Be Yourself, Act Courageously, Show You Care. They’re not just words - they’re how we turn passion into progress.

WHERE YOU CONTRIBUTE

The Distributor Sales Manager, Americas is accountable for driving profitable sales growth and premium brand execution across distributor-managed markets in the Americas, with immediate focus across LATAM and Canada. Reporting to the Head of Partner Management, this role translates the global partner-market strategy into clear commercial plans, joint business plans and seasonal execution with distributor partners. The role acts as the day-to-day commercial owner for assigned partners, balancing sales delivery, margin protection, brand elevation and operational excellence across wholesale, retail, e-commerce and marketplace opportunities.

The role is expected to partner closely with Sales Operations, Supply & Demand, Merchandising, Marketing, Finance, Legal and Americas market stakeholders to ensure distributor plans are commercially robust, operationally deliverable and aligned to global guardrails. It will support the development of a scalable, capital-light partner model that expands Dr. Martens’ footprint while protecting consumer experience and brand standards.

CORE ACCOUNTABILITIES

• Sales Strategy & Planning - Develop and execute distributor sales plans for assigned Americas markets, aligned to global commercial frameworks, seasonal priorities and local market opportunity.
• Revenue & Margin Delivery - Own assigned distributor revenue, gross margin and profitability KPIs, identifying risks and opportunities through regular trading reviews.
• Partner Account Management - Build strong day-to-day relationships with distributor partners and ensure clear joint business plans, targets, calendars and follow-up actions are in place.
• Joint Business Planning & Quarterly Reviews - Lead structured planning with partners, including seasonal buys, account priorities, market activations, sell-through reviews and corrective actions.
• Wholesale, Retail & E-commerce Growth - Support partner execution across premium wholesale accounts, mono-brand retail, partner-operated e-commerce and selective marketplace opportunities in line with brand standards.
• Forecasting & Demand Planning - Partner with Supply & Demand and Sales Operations to develop accurate forecasts, support order placement and improve inventory flow, availability and turn.
• Assortment & Merchandising Input - Provide market feedback into merchandising teams, including product opportunities, local consumer needs, retail/e-commerce performance and future assortment recommendations.
• Operational Excellence - Support orderbook management, PO follow-up, shipment visibility and issue resolution, escalating systemic service or process blockers where required.
• Cross-Functional Collaboration - Work closely with Marketing, Product Merchandising, Finance, Legal, Operations and US/Canada stakeholders to deliver joined-up go-to-market execution.
• Performance Management & Reporting - Monitor sales, sell-through, inventory, account penetration and partner execution KPIs, providing clear updates, recommendations and action plans.
• Customer & Consumer Experience - Ensure distributor partners deliver a premium brand and consumer experience across channels, consistent with Dr. Martens standards and partner-market expectations.

KEY SKILLS & CAPABILITIES

• Commercial Acumen - Strong understanding of distributor, wholesale, retail and e-commerce dynamics, including pricing, margin management and market growth levers.
• Partner Relationship Management - Ability to build trusted relationships with distributors and internal stakeholders while holding partners accountable for execution and performance.
• Strategic Thinking & Execution - Able to translate global strategy into practical local plans, with clear priorities, sequencing and measurable outcomes.
• Analytical & Data-Driven Decision Making - Confident interpreting sales, sell-through, inventory and forecast data to identify risks, opportunities and recommended actions.
• Operational Discipline - Good knowledge of order-to-cash processes, orderbook management, seasonal calendars, inventory flow and cross-functional issue resolution.
• Influencing & Stakeholder Management - Able to align stakeholders across regions and functions, especially where distributor decisions interface with Americas market teams.
• Brand & Consumer Focus - Understands the importance of premium distribution, brand-right execution and consistent consumer experience across partner channels.
• Communication & Presentation - Clear, concise communicator able to present partner plans, trading updates and recommendations to senior stakeholders.
• Cultural Agility - Comfortable working across multiple markets and partner organisations, adapting approach to local ways of working while maintaining global standards.
• Language Skills - Fluent English required; Spanish and/or Portuguese would be advantageous for LATAM partner engagement.

Workplace & Role Requirements

• Ability to work at a standard computer workstation 40+ hours per week, with or without accommodation
• Travel Requirement – 5%

We live and breathe Rebellious Self Expression at Dr. Martens, and there are 3 core values at the heart of it. They never stand alone, but work together as a balancing act of rights and responsibilities to support how we work together at DMs.

BE YOURSELF. ACT COURAGEOUSLY. SHOW YOU CARE.

At DM your technical capability will go hand in hand with the below:

• Great relationship management that delivers results through effective teamwork
• You’ll be a proud custodian to our DM’s culture, embodying what we stand for and encouraging others to do the same
• You’ll help build a highly engaged team – ensuring a collaborative culture and providing guidance & support to other team members
• You will take ownership for your own development, proactively seeking out feedback to build self-awareness
• You will bring the outside-in; you’ll share best practice across the team/business and encourage ideas sharing as well as collaborative problem solving
• You’ll lead the way and role model on all things DE&I & wellbeing

WHAT'S IN IT FOR YOU?

• Welcome to the brand pair of Docs
• Employee discount of 65% off footwear and 50% on accessories
• Early Friday finish in the summertime
• Affordable & comprehensive Medical, Dental & Vision packages
• Our Employee Assistance Program – for when times might get tough
• 401(k) Pre-Tax and Roth Retirement savings plans
• DM Foundation, supporting and empowering our communities around the world
• Paid volunteer hours

PAY DETAILS

• $95,000 - $105,000 per year.
• Exact compensation may vary based on skills, experience, and location.

READY TO FILL YOUR BOOTS?

For roles where a background check is required, employment is contingent upon successful completion of the screening process in accordance with applicable laws. Background checks are only initiated after a conditional offer of employment has been extended and accepted.

At Dr. Martens, we are committed to creating an environment in which we can all be our best and bring our authentic selves to work. We encourage applications, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, age, veteran status, or disability. Diverse and inclusive teams have a positive impact on our brand; helping us to authentically speak to our consumers.

We strive to develop a business where our people can thrive and feel empowered to express themselves. Because we believe everyone should feel supported and included, whatever their role in the Dr. Martens community.