Senior Director, Sales

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.

KNOWLEDGE, SKILLS AND ABILITIES REQUIRED

• Bachelor’s degree in Business, Sales, Marketing or equivalent work experience; MBA preferred.
• Minimum of 10 years of sales experience in the footwear industry or equivalent experience in retail management or buying.
• 3+ years of experience at a senior management level, including experience managing multiple channel sales leads.
• Solid business management and product management skills.
• Strong understanding of the consumer, retail environment and competitive marketplace.
• Thorough PC knowledge and proficiency in MS Word, Excel and Power Point.
• Ability to effectively deliver product presentations to business analysts, media, retailers, sales force and large groups verbally, and express complex concepts and technical material in written format.
• Ability to work under pressure and meet strict timelines while managing multiple tasks simultaneously.
• Identify/evaluate problem areas and recommend effective solutions.
• Strong leader, communicator and analytical thinker with the ability to build team dynamics and relationships cross-functionally.

 

WORKING CONDITIONS

Normal office environment. 

Frequent travel is required (50% of time.)
Ability to lift and carry 50 lbs.
Flexibility to work outside normal hours to meet deadlines.

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.

Wolverine Worldwide, Inc. is committed to creating a company that is as diverse as our consumers. We value the differences in one another and believe our differences make us stronger. Our diverse and inclusive corporate culture starts with the recruitment process. We are committed to being an equal opportunity employer. We aim to create equal opportunities for our associates, customers, and suppliers regardless of race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, or any other legally protected characteristic.