[Remote] Director of Distribution Channel Sales

Note: The job is a remote job and is open to candidates in USA. Brunswick Corporation is a global marine leader focused on innovating technologies that transform experiences on the water and beyond. The Director of Distribution Channel Sales leads the wholesale and distribution sales channel, develops a high-performing Key Account Management organization, oversees strategic customer relationships and QBRs, and drives sustainable revenue and margin growth. The role also provides cross-functional leadership across sales, product, marketing, operations, supply chain, and finance.

Responsibilities

• 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
• 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
• 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
• 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
• 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
• 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

Skills

• 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
• Bachelor's degree in business, marketing, or related field (or equivalent experience)
• 10+ years related experience in sales management
• 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
• 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
• Marine industry customers desired
• Power BI a plus
• 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

Benefits

• Eligible for an award target as part of Brunswick’s long-term incentive program.
• Medical insurance
• Dental insurance
• Vision insurance
• Paid vacation
• 401k with up to 4% company match
• Health Savings Account with company contribution
• Well-being program
• Product purchase discounts
• Hybrid workplace arrangement
• Growth opportunities within and across Brunswick’s many brands

Company Overview