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Director of Sales, Lifestyle & Pure Play Channel - Merrell

Wolverine Worldwide | Remote Job ID 2023-10209


At Merrell, we believe everyone deserves to experience the simple power of being outside. From mountain trails to parks and playgrounds, we all belong in the outdoors. No matter our shape, our size or our race. So we're proud to make durable and versatile products that help get more of us outside together.

The Director of Sales, Lifestyle Channel will develop and lead the sales team and execution of Merrell brand sales and distribution strategies within the Lifestyle Channel in order to maximize sales and margins, support and promote the brand, and build/maintain engaged relationships with customers.

Current Employees interested in applying for this role, use the Current Employee tab in the top right corner to apply.

Job Description

  • Strategically cultivate new accounts and seek opportunities to expand business with existing accounts; strategize means to penetrate new markets; oversee development and maintain business relationships with customers

  • Guide research and competitive analysis; interpret relevant trends and communicate to internal partners, where appropriate

  • Oversee development of line plan for each brand, in context of larger assortment and cost structure; review and approve seasonal business proposals for each customer, with suggested assortments based on marketplace and customer base

  • Collaboratively devise and articulate brand positioning and key strategic initiatives for brand, where appropriate; strategize optimal placement in store, including, where applicable, in-store shops

  • Lead regular review of shipments and orders, sales and stock levels, merchandising and markdowns with Key Account Managers and Account Executives

  • Oversee communications and feedback between customers and internal partners in Sales, Design, Production and retail coordinators

  • Lead the development of sales, distribution, and customer relations management strategies for the US wholesale business

  • Drive revenue and profitability through in-depth wholesaler knowledge, account and margin analysis, detailed progress reviews and creative thinking.

  • Lead the development of the brand’s annual sales budget and regional and key account sales plans

  • Work with internal and external resources to develop and manage the brand’s go-to-market strategies, programs and assets. Communicates vision to all relevant customers

  • Lead internal and external teams in the development of tools that support sales and distribution strategies and programs to meet or exceed established sales plans

  • Delivers feedback to all members of the team on an ongoing basis to ensure clarity of performance against objectives throughout the year

  • Collaborate with the brand’s marketing team to help develop and execute sales and marketing programs to drive the brand with targeted retailers & consumers

  • Collaborate with the brand’s marketing team and key retailers to deliver a strong return on co-op dollars

  • Communicates on an ongoing basis with the Product, Merchandising and Finance Teams, as to the realities of performance and opportunities compared to industry and competition

  • Collaborate with the brand’s product creation team to develop global product assortment and comprehensive sales programs and materials to support the launch of each seasonal product line

  • Lead the development and execution of a plan to consistently and objectively measure the effectiveness of the brand’s sales programs and investments

  • Performs duties consistent with the company’s AAP/EEO goals and policies

  • Performs other duties as required/assigned by manager

Knowledge, Skills and Abilities Required

  • Bachelor’s degree in related field or equivalent work experience.

  • 10+ years of sales experience in wholesale footwear.  3-5 years of management experience.

  • Strong experience in working with retailers on a cooperative basis, beyond simply “selling” product into the wholesale channel. 

  • Experience in multiple distribution channels (including some or all of the outdoor, sporting goods, brown shoe and department store channels)

  • Strong experience in recruiting, managing, and motivating sales reps and agents (both internal and independent).

  • The ability to establish and maintain effective working relationships both internally and externally.

  • Excellent oral and written communication skills, including a high comfort level with public speaking and presenting.

  • The ability to multi-task, combining strategy and execution; and a willingness to step in to get the job done.

  • Proficient in MS Office (word, excel, power point, etc.)

  • A track record of effectively working to a budget and measuring results.

Working Conditions

“Normal” office & field environment.  Extensive travel required (50%).  Ability to push, pull and lift up to 50 lbs.

Wolverine Worldwide has a flexible, hybrid work schedule, with three days in office and two days remote.

Committed to a diverse workforce, we are an Equal Opportunity Employer (Minorities/Women/Veterans/Disabled).

#LI-Hybrid #LI-Remote

The above statements are intended to describe the general nature and level of work being performed and are not intended to be an exhaustive list of all responsibilities, duties and skills which may be required.

We are committed to a diverse workforce, we are an Equal Opportunity Employer (Minorities/Women/Veterans/Disabled).