Director, Sales Planning

Job Summary

The Director, Sales Planning leads the forecasting and strategic account planning across wholesale collaborating with cross-functional stakeholders to drive long-term growth. Directs the sales-to-stock analysis for strategic accounts, collaborating with account teams and top-tier accounts to develop advanced ladder planning tools for optimal Open-to-Buy (OTB) planning.

This pivotal role drives excellence in sales planning and sales operations across the organization, supporting strong integration with Sales, Demand Planning, Customer Service, and Finance teams. The Director oversees comprehensive sell-through reporting and analysis, delivering executive-level metrics and key performance indicators (KPIs) for the wholesale in the US. This role drives regional market health in sales to stock, ST in market with proactive analysis of the business, category and key product franchises.

Essential Functions

Description

• Owns sales-to-stock strategy and execution for the top 50 strategic accounts, directing planning to optimize account health, inventory flow, and revenue performance through direct engagement with key accounts and sales leadership.
• Leads and develops a planning organization, establishing talent strategy, capability building, and performance standards to drive brand and commercial outcomes.
• Owns the wholesale forecasting and analytics function, partnering with demand planning and finance to align forecasts with financial targets and operational plans.
• Defines and directs ladder planning and open-to-buy (OTB) strategies for top accounts and across wholesale channels, enabling long-term growth  and inventory optimization.
• Leads distribution evaluation, analyzing account base, distribution channels as well key product franchises to maximize market productivity.
• Directs sell-through analysis and reporting, creating sophisticated dashboards in PowerBI for internal and external stakeholders, facilitating information sharing with top customers and during key account meetings.
• Owns the development of account planning frameworks, tools, and performance metrics, enabling standardized, data-driven engagement accounts.
• Directs the development of sell-in tools and materials, ensuring alignment with sales strategy, planning insights, and account needs.
• Defines KPI checks and balances, reporting systems, and execution strategies to support immediate business opportunities and revenue generation across wholesale.

Please note this job description is not designed to contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties responsibilities and activities may change at any time with or without cause.

Qualifications

• Bachelor's Degree in Business, Economics, Marketing, Finance, or related field required.
• Minimum eight (8) years of experience in Sales Planning, Merchandise Planning, Retail Buying, or Sales Operations.
• Minimum three (3) years of people leadership experience.

Any equivalent combination of experience and education which clearly indicates the ability to perform the essential functions of the position may substitute on a year for year basis.

Knowledge, Skills, and Abilities

• Advanced analytical and critical thinking skills, with the ability to translate complex data into actionable business decisions.
• Strong business acumen across Wholesale, Retail, and DTC channels, including understanding of sales, inventory, and financial drivers.
• Expertise in sales planning and forecasting processes, including sales-to-stock, OTB, and inventory management principles.
• Ability to lead cross-functional planning and drive alignment across sales, finance, and demand planning teams.
• Strong communication and storytelling skills, with the ability to present insights and recommendations to senior stakeholders.
• Proven ability to build and maintain relationships with internal leaders and key external partners.
• Ability to influence decision-making at multiple levels without direct authority.
• Experience designing and optimizing processes, tools, and KPI frameworks to improve business performance.
• People leadership and talent development skills, with the ability to build and manage high-performing teams.
• Proficiency in business systems and analytics tools, including Excel, PowerPoint, and PowerBI.

Travel Required: Yes, 10% of the time.

Base Salary: $173,300 - $183,000

This range represents the low and high ends of this position's anticipated base salary range. The actual base salary will depend on numerous factors such as experience, knowledge, skills, and location. Our base salary is just one component of our competitive total rewards strategy, which includes numerous benefits and perks as well as specific health and welfare benefits.

Why Work at KEEN:  Driven by a passion for life outside, KEEN is a values-led, independently owned brand from Portland, Oregon, that’s on a mission to create original and versatile products, improve lives, and inspire outside adventure. Founded in 2003, KEEN launched a revolution in the footwear industry with the introduction of the Newport adventure sandal and has donated more than $18 million to non-profit organizations and causes around the world to promote responsible outdoor recreation, including conservation efforts to protect open spaces. KEEN strives to show the world through its products and its actions that a business for good can actually be good for business. By giving back, reducing impact, and activating communities and individuals to protect the places where we work and play, KEEN puts its values in motion and takes action to leave the world a better place.  

Fuerst Group, KEEN, and Chrome are equal opportunity employers.  We value an inclusive and diverse community. Qualified candidates of all backgrounds are encouraged to apply and will be considered without regard to race, color, religion, sex, national origin, age, sexual orientation, gender identity, gender expression, veteran status, or disability.