Senior Director, NA Regional Sales, Utility

This is a fully remote position, open to applicants in California, +30 more states.

📋 Description

• Develop and lead the multi-year commercial strategy for KEEN's U.S. specialty, premium footwear, and regional account sectors.

• Take ownership of revenue, profitability, distribution quality, and market share results across designated channels.

• Convert brand and long-term plan goals into cohesive channel, account, and organizational strategies.

• Manage and cultivate a multi-tiered sales organization, which includes sales leaders and territory managers.

• Define organizational structure, talent strategy, performance expectations, succession planning, and leadership capabilities.

• Collaborate with the VP of Sales and executive leadership to establish channel, distribution, and partner portfolio strategies.

• Build relationships at the executive level with key retailers and strategic partners.

• Oversee joint business planning and impactful commercial negotiations.

• Manage financial and demand-management activities, including planning, forecasting, bookings, sell-in, sell-through, inventory health, shipping targets, and gross-to-net.

• Direct cross-functional go-to-market planning with teams from Product, Merchandising, Marketing, Planning, Finance, Credit, Customer Operations, and Digital.

• Leverage consumer, customer, competitive, and marketplace insights to identify opportunities and inform investments.

• Create business operating systems, goals, indicators, accountability measures, and conduct business reviews.

• Advocate for commercial transformation and continuous improvement in sales planning, account management, tools, processes, and operational methodologies.

• Represent regional sales in enterprise planning and leadership discussions.

• Travel is expected to be up to 40%–60% of the time.

⛳️ Requirements

• Bachelor's Degree in Business Administration or a related field is required.

• A Master's Degree in Business Administration or an equivalent advanced degree is preferred.

• A minimum of twelve (12) years of progressively responsible experience in sales and commercial leadership.

• Experience in footwear, apparel, consumer products, or a similar wholesale environment is preferred.

• Proven track record in managing a substantial revenue portfolio.

• At least five (5) years of experience leading managers and multi-layer teams across various channels, categories, or regions.

• Experience in executive-level strategic account leadership.

• Proven experience in complex commercial negotiations.

• Required experience in channel strategy and cross-functional go-to-market initiatives.

• Extensive knowledge of the U.S. footwear, apparel, or consumer products market.

• Familiarity with wholesale economics, channel dynamics, retailer requirements, and emerging industry trends.

• Strong financial and business acumen, including skills in revenue management, profitability, budgeting, forecasting, gross-to-net, inventory productivity, and risk assessment.

• Advanced understanding of channel segmentation, distribution strategy, strategic account planning, and brand development in a multi-channel context.

• High level of analytical capability and proficiency with sales planning, forecasting, reporting, and data analysis tools.

• Demonstrated success in building high-performing organizations and guiding through managers.

• Ability to lead through influence across Product, Merchandising, Marketing, Planning, Finance, Operations, and Digital sectors.

• Record of sponsoring transformation and enhancing commercial processes and operational models.

• Global business perspective and cross-cultural agility.

• Advanced verbal, written, and presentation communication skills.

• Strong judgment, resilience, and adaptability in situations of ambiguity and competing priorities.

• Willingness to travel significantly.

• Motor Vehicle Record (MVR) is required.

🏝️ Benefits

• Equal opportunity employer.

• An inclusive and diverse community.

• A mission-driven company focused on responsible outdoor recreation and conservation.