This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Director, Retail Sales based in the United States.
The Director, Retail Sales will lead the retail sales organization, driving strategic growth, revenue performance, and profitability across key retail channels. This senior leadership role combines commercial strategy, full profit and loss (P&L) accountability, and the development of high-performing sales teams. You will oversee national retail partnerships, strengthen executive-level relationships, and identify new opportunities to expand revenue streams and market presence. Working cross-functionally with Marketing, Product, Merchandising, and Demand Planning, you will align sales strategies with business objectives and customer needs. You will use financial analysis, forecasting, and market insights to optimize performance, manage budgets, and drive continuous improvement. As a people leader, you will mentor sales professionals, develop future leaders, and foster a culture of accountability, collaboration, and professional growth. This fully remote opportunity offers the chance to shape retail sales strategy at a national level, with travel of up to 50% to support key accounts and business priorities.
- Sales leadership and team development
- Lead and develop a team of sales professionals, establishing clear performance objectives, providing resources, and ensuring alignment with overall business goals.
- Conduct regular one-on-one meetings, talent assessments, career development planning, succession planning, and performance management activities.
- Foster collaboration, accountability, and strong working relationships across the sales organization and relevant business functions.
- Partner with Product and Merchandising teams to provide market feedback, identify emerging customer needs, and evaluate new product opportunities.
- Retail sales strategy and account management
- Assume full P&L responsibility for the retail sales channel, driving revenue growth, profitability, and achievement of commercial objectives.
- Develop and execute strategies for existing and new revenue streams, products, projects, and retail partnerships.
- Build and maintain senior-level relationships with key retail partners, strengthening account performance and long-term business opportunities.
- Collaborate with National Account Managers and cross-functional teams to streamline sales operations, coordinate activities, and optimize inventory levels.
- Executive engagement and strategic planning
- Participate in executive leadership and strategic operations meetings, presenting accurate sales, financial, and marketing performance data.
- Partner with senior leaders to provide actionable recommendations, support strategic initiatives, and influence business decisions.
- Translate company objectives into clear retail sales priorities, resource allocation plans, and measurable performance targets.
- Forecasting, budgeting, and performance management
- Develop monthly, quarterly, and annual retail sales budgets, forecasts, goals, and operating plans.
- Analyze sales results, financial reports, and performance indicators to identify trends, address gaps, and uncover opportunities for profitable growth.
- Partner with Demand Planning to maintain accurate forecasts, update business plans, and meet operational planning deadlines.
- Monitor financial performance and implement corrective actions to improve sales effectiveness and achieve revenue and profitability targets.
- Marketing, merchandising, and promotional execution
- Collaborate with Channel Marketing to maximize retail sell-through through effective use of Market Development Funds (MDF).
- Manage the MDF budget, ensuring resources are allocated effectively and aligned with commercial priorities.
- Partner with Brand Marketing to establish channel-specific marketing expectations and maintain consistent brand positioning.
- Coordinate promotions and other business-critical initiatives with Merchandising and relevant stakeholders, evaluate results, and adjust strategies to improve effectiveness.
- Sales enablement and organizational communication
- Prepare monthly retail sales updates highlighting business performance, organizational developments, and key wins.
- Partner with Product and Merchandising teams to develop comprehensive sales training programs and ongoing professional education.
- Promote adherence to workplace safety policies and contribute to a positive, proactive safety culture.
- Undertake additional responsibilities and projects as required to support business priorities.
Requirements
- A bachelor's degree is required; equivalent professional experience may be considered in place of a degree.
- At least 10 years of experience managing national sales accounts and driving commercial performance.
- At least 4 years of experience in a management or higher-level leadership position, with demonstrated success leading and developing sales teams.
- Proven experience managing relationships with major national retailers, such as Target, Walmart, and Best Buy.
- Demonstrated expertise in retail sales strategy, national account management, revenue growth, profitability management, and full P&L accountability.
- Strong financial and commercial acumen, including experience with sales forecasting, budgeting, financial reporting, performance analysis, and resource allocation.
- Experience developing and executing strategic sales plans, identifying growth opportunities, and managing complex retail partnerships.
- Ability to build and maintain relationships with senior executives and influence decisions across multiple departments and organizational levels.
- Experience collaborating with Marketing, Product, Merchandising, and Demand Planning teams to coordinate promotions, optimize inventory, and achieve shared business objectives.
- Strong leadership, coaching, and talent development skills, including performance management, succession planning, and team capability building.
- Excellent analytical and problem-solving abilities, with the capacity to translate sales and market data into actionable business strategies.
- Outstanding communication, negotiation, presentation, and stakeholder management skills.
- Ability to manage multiple priorities, make strategic decisions, and deliver measurable results in a dynamic, performance-driven environment.
- Willingness and ability to travel up to 50% of the time to support retail partners, business meetings, and commercial initiatives.
Benefits
- Competitive base salary: Annual compensation ranging from $165,000 to $210,000, depending on qualifications and applicable compensation factors.
- Performance-based incentives: Eligibility for a director-level short-term incentive opportunity through a variable incentive program.
- Comprehensive healthcare coverage: Medical, dental, and vision insurance.
- Life and disability insurance: Basic and voluntary life insurance, along with short-term and long-term disability coverage.
- Employee well-being: Access to an employee assistance program, flexible spending accounts, and a health savings account.
- Retirement planning: Access to a 401(k) retirement savings plan.
- Paid time off: Accrued PTO based on seniority, company holidays, and additional leave options.
- Family and personal support: Parental leave and bereavement leave.
- Community engagement: Volunteer time off to support community involvement and charitable activities.
- Employee recognition: Service awards recognizing employee contributions and tenure.
- Remote work flexibility: The ability to work remotely from anywhere in the United States, with travel of up to 50% as required by business needs.
- Leadership and career development: Opportunities to influence national retail strategy, lead a sales organization, and contribute to long-term business growth.
