Director, Retailer Channel Sales

Are you ready for what’s next?  

Come explore opportunities within Brunswick, a global marine leader 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. 

Innovation is the heart of Brunswick.  See how your contributions will help transform vision into reality:

Position Overview: 

The Director of Retail Channel Sales is a critical leader responsible for accelerating Mercury’s growth across National Accounts and e-commerce channels. This role drives strategies that expand Mercury’s retail footprint, increase market share, and deliver meaningful conversion from competitive brands—both in physical retail and online environments.

With deep expertise in retail business development, digital commerce, and the competitive marine landscape, this leader ensures Mercury wins with today’s consumer wherever they choose to research, shop, and purchase. The Director balances strategic vision with flawless execution, ensuring Mercury shows up as the category leader in performance, innovation, and reliability across every retail touchpoint.

At Brunswick, we have passion for our work and a distinct ability to deliver. 

Essential Functions:  

Lead National Retail and Key Accounts Strategy & Growth

• Own the strategy, performance, and growth of Mercury’s retail and key accounts channel—including big-box retailers, marine specialty chains, and national distributors for both engines and P&A products.
• Build strategic partnerships to unlock new retail growth opportunities by analyzing regional market dynamics, competitive trends, and customer purchase behavior across big-box, e-commerce, and specialty marine retailers.
• Own the retail channel sales forecast and annual budget; track performance and adjust strategies to meet revenue and profitability targets

• Strengthen joint business planning with key accounts to drive incremental shelf space, amplify brand presence, and grow market share.
• Work with marketing and product teams to present data-driven recommendations to channel partners to maximize sales and margin growth opportunities
• Build strategic programs tailored to key partners that target competitive displacement and expand Mercury’s share of wallet.
• Negotiate high-impact agreements that enhance competitiveness, improve profitability, and strengthen Mercury’s long-term position.
• Cultivate a pipeline of high-potential retailer accounts through proactive prospecting, industry networking, and a structured engagement cadence.
• Collaborate with marketing and product teams to design promotional plans and retail programs that increase Mercury consideration and expand share of wallet with existing customers.  This includes developing scalable launch plans for new products, ensuring retail partners are ready to drive demand, display the product effectively, and execute Mercury-aligned sales messaging.
• Lead Mercury’s e-commerce strategy for retail accounts (e.g., Walmart, West Marine, key online marketplaces) in coordination with overall channel plans

• Collaborate with marketing and category teams to optimize in-store and online merchandising, digital content, search visibility, and conversion funnel performance to maximize Mercury’s share of online demand.
• Partner with Marketing and Digital teams to enhance the consumer journey—from search to cart to post-purchase experience.

Lead and Develop a High-Performance Retailer Team

• Inspire, coach, and develop a retail sales team focused on growth, competitive wins, and operational excellence.
• Set performance expectations tied directly to revenue and margin growth, market share, and conquest activity.
• Foster a culture of collaboration, agility, accountability, and continuous improvement in alignment with Mercury’s performance standards.

Leverage Data, Insights & Competitive Intelligence

• Use market share data, retail analytics, and digital performance insights to guide decision-making and refine retail strategies.
• Monitor competitive activity, customer demand shifts, and retail trends to stay ahead of the marketplace.
• Partner cross-functionally with Product Category, Marketing, Finance, and Operations to ensure alignment on key priorities and channel strategies.

Represent Mercury & Elevate the Brand

• Serve as the senior retail and e-commerce voice at industry events, customer meetings, and strategic planning forums.
• Ensure Mercury’s identity, brand standards, innovation story, and performance leadership are consistently represented across all retail and digital channels.

Diversity of thought and experiences is fundamental when imagining the unimaginable. Certain skillsets/experiences are necessary; however, others can be developed along the way.

Required Qualifications:  

• Bachelor’s degree in Business, Marketing, Sales, or related field required; MBA preferred or equivalent experience
• 8+ years of progressive sales leadership experience, ideally within retail, consumer goods, e-commerce, or similar industries.
• Demonstrated Success managing big-box retail Accounts (e.g. Walmart, BassPro Shops, Lowe’s, Academy Sports, etc) with proven revenue and share growth.
• Strong e-commerce or digital retail channel experience, including online merchandising, content optimization, and performance analytics.
• Proven track record of developing and executing strategic sales plans that drive profitable growth.
• Experience working within a multi-channel or omni-channel environment highly preferred.
• Exceptional negotiation and relationship-building skills
• Analytical proficiency and familiarity with sales analytics or tools commonly used within large retailers
• Marine, powersports, or durable goods experience is a plus, but not required

Working Conditions:

• Onsite in Fond du Lac, WI
• Travel up to 25%

The anticipated pay range for this position is $118,400 - $190,200 annually. The actual base pay offered will vary depending on multiple factors including job- related knowledge/skills, relevant experience, business needs, and geographic location. In addition to base pay, this position is eligible for a short-term incentive program.

At Brunswick, it is not typical for an individual to be hired at or near the top end of the salary range for their role. Compensation decisions are dependent upon the specifics of the candidate’s qualifications and the business context.

This position is eligible to participate in Brunswick's comprehensive and high-quality benefits offerings, including medical, dental, vision, paid vacation, 401k (up to 4% match), Health Savings Account (with company contribution), well-being program, product purchase discounts and much more. Details about our benefits can be found here.

Why Brunswick: 

Whatever tomorrow brings, we’ll be at the leading edge.  As the clear leader in the marine industry, we’re committed to our values and supporting our exceptional people. We offer and encourage growth opportunities within and across our many brands. In addition, we’re proud of being recognized for making a splash with numerous awards! 

Mercury Marine:

Headquartered in Fond du Lac, Wisconsin, Mercury Marine® is the world’s leading manufacturer of recreational marine propulsion engines. A division of Brunswick Corporation (NYSE: BC), Mercury provides engines, boats, services and parts for recreational, commercial and government marine applications. Mercury empowers boaters with products that are easy to use, extremely reliable and backed by the most dedicated customer support in the world. The company’s industry-leading brand portfolio includes Mercury outboard engines, Mercury MerCruiser® sterndrive and inboard packages, Mercury propellers, Mercury inflatable boats, Mercury SmartCraft® electronics, Land 'N' Sea marine parts distribution and Mercury and Quicksilver® parts and oils. More information is available at MercuryMarine.com.

Next is Now!  

We value growth and development, recognizing that people come with a wealth of experience and talent beyond just the technical requirements of a job. If your experience is close to what you see listed here, please still consider applying.

Brunswick is an Equal Opportunity Employer and considers all qualified applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status or any other characteristic protected by federal, state, or local law.  Diversity of experience and skills combined with passion is key to innovation and inspiration and we encourage individuals from all backgrounds to apply.  If you require accommodation during the application or interview process, please contact [email protected] for support. 

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