at Brunswick in Mettawa, Illinois, United States
Job Description
Menomonee Falls, WI
Attwood Lowell
Mettawa, IL
Power Products – Stuart
Navico-Tulsa
Full time
JR-051289
Are you ready for what’s next?
Come explore opportunities within Brunswick, a global marine leader (https://youtube.com/watch?v=ksuQ6B2j\_mA) committed to challenging conventions and innovating next-generation technologies that transform experiences on the water and beyond. Brunswick believes “Next Never Rests,” and we offer a variety of exciting careers and growth opportunities within united teams defining the future of marine recreation.
Location: Various
Workplace Category: Hybrid
Travel Required: 30% – 60% travel depending on season
Direct Reports: 6
Pay Range: 132,500 – 196,000
Visa Sponsorship: 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. * *
Relocation: Not applicable
Innovation is the heart of Brunswick . See how your contributions will help transform vision into reality :
Position Overview : *
The Director of Sales, Wholesale is a senior commercial leadership role responsible for the overall performance, structure, and strategic development of Navico Group’s wholesale and distribution sales channel. The role leads, develops, and coaches a team of Key Account Managers (KAMs) who manage Navico Group’s most significant wholesale and distribution partners-accounts characterized by high revenue, high complexity, and high strategic importance.
Success in this role requires the ability to build and sustain a best-in-class KAM organization, with robust account management discipline, strong governance, and a clear operating cadence. Beyond delivering channel results, the Director of Sales, Wholesale must demonstrate enterprise-level business acumen, balancing wholesale success with Navico Group’s broader portfolio, brand, and long-term growth priorities.
At Brunswick, we have passion for our work and a distinct ability to deliver .
Essential Functions:
Leadership & Team Development
+ 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.
KAM Function & Operating Model Excellence
+ 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.
Strategic Account Management & QBR Ownership
+ 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.
Commercial Strategy & Growth Leadership
+ 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.
Enterprise Perspective & Cross-Functional Leadership
+ 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.
Governance, Performance & Reporting
+ 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.
Success in the Role Is Defined By
+ A highly capable, disciplined Wholesale KAM organization operating with consistency and confidence.
+ Strong, strategic relationships with Navico Group’s most critical wholesale and distribution partners.
+ Effective and impactful QBRs that drive alignment, trust, and growth.
+ Delivery of sustainable revenue and margin growth aligned with Navico Group’s broader strategic goals.
+ Demonstrated ability to think and act beyond channel silos, optimizing outcomes for the entire enterprise.
Diversity of thought and experience s is fundamental when imagin ing the unimaginable . Certain skillsets/experiences are necessary; however, others can be developed along the way .
Required Qualifications:
+ Bachelor’s degree in business, marketing, or related field (or equivalent experience).
+ 10+ years related experience in sales management, marine industry customers desired.
+ 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; Power BI a plus.
+ 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.
Preferred Qualifications:
+ MBA or master’s degree preferred.
+ Experience in forecasting, merchandizing, customer marketing, training is preferred.
+ Meaningful sales or sales-management experience in the marine o
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