Senior Director, Sales

Location: Rockford, MI

The Work Group at Wolverine Worldwide includes market-leading brands Wolverine Boots and Apparel, Cat Footwear, Merrell Work and Tactical, Bates, Harley Davidson Footwear, and Hytest. Across the Work Group there are 100+ year old businesses, global and domestic brands, as well as licensed and owned entities. Through building awesome products that blur the line between work and lifestyle, we tap into the collective power of all these brands to deliver our customers amazing stories and the trusted features they demand: comfort, durability, and style.

The Senior Director, Sales sets strategic direction and provides leadership oversight and general sales management for the Work Group Portfolio’s North America wholesale sales organization with a high-priority focus on our six (6) Strategic Accounts. This leader will direct and lead a team to build strong retailer partnerships, think beyond the status quo, deliver high account profitability and productivity and maximize sales volume for Wolverine, Cat Footwear, Merrell Work & Tactical and Bates brands.

PRIMARY DUTIES

• Sets vision and strategy for the sales team; develop specific segment plans by product category, channel, and account to ensure growth in all revenue streams
• Responsible for revenue and SG&A planning, target-setting and delivering the yearly goals. Works with Finance to achieve financial plan.
• Oversee hiring, development and performance evaluation of a sales team and organization, appropriate for the company’s growth and size
• Partner with Finance and HR to establish appropriate compensation and incentive programs commensurate with corporate goals and marketplace competition
• Establish training programs that fall under specific standards and expectations of excellence in presentation, product knowledge, account management and retail finance (sales, margins, and turns)
• Maintains positive open lines of communication with all Wolverine Worldwide management, staff, sales peers and other departments to contribute to the smooth flow of information and efficient operation of the organization.
• Drive process for all sales related tasks in assigned categories, including projections / pre-lines / key account management / sell-in strategy / sell-through strategy.
• Presents selling strategy, marketing initiatives and products to key retailers, sales force and internal personnel to ensure efficient sell-in.
• Win at Point-of-Sale by partnering with Marketing and implementing strategic key account management programs to drive brand goals and growth.
• Maintain key customer relationships and develop and implement strategies for expanding the company’s customer base in all channels
• Provide input on prices in accordance with company margin targets.
• Partner with Merchandising, Planning and Finance to develop all pricing policies, volume discounts, program parameters, discount terms and conditions, and other appropriate incentives.
• Coordinate, lead, and signoff on forecasts in conjunction with Sales team, Merchandising and Planning and working very closely with Demand Planning and Finance.
• Perform duties consistent with the company’s AAP/EEO goals and policies.
• Perform other duties as required/assigned by manager.