Director, Carrier Sales

Otter Products is currently recruiting for a Director of Carrier Sales to join our Sales team! This role can be based out of Fort Collins, CO headquarters or fully remotely in the United States. This role requires travel up to 50% of the time - traveling to customer sites, trade shows and more.

The Director of Carrier Sales leads a team of sales professionals responsible for strategic direction, sales, account management and business development for the Carrier and Indirect Distribution channels. This role will be responsible for developing strategic plans and resource allocation, using extensive knowledge of the business, sales techniques, and marketing strategies to attain overall revenue and profitability targets to achieve company objectives. Additionally, the Director, Carrier Sales applies advanced leadership skills to support the professional growth of their direct reports and the broader sales team. This is a people leader role.

Leadership and Development

• Establish and provide resources to reach performance goals for all team members

• Team leadership responsibilities include; talent development strategies and assessments, bi-weekly or monthly check-ins, career path support, succession planning and performance management/corrective action (when applicable)

• Influence team to deliver unified business plan and overall working relationship

• Partner with Product and Merchandising team to provide feedback and guidance on new product opportunities

• Core Sales and Account Management

  • Full P&L accountability for Carrier and Indirect Distribution Channels

  • Oversee current and new revenue streams, projects and assortments to drive growth in sales

  • Establish/strengthen/manage high level relationships within the channels

  • Leverage business planning tools, inclusive of key account ladder plans and point of sale analytics to achieve business goals and provide business updates.

  • Collaborate with National Account Managers and other departments to streamline operations and manage inventory levels.

• C-Level Engagement

  • Participate in strategic operations meetings and leadership team meetings to provide accurate sales and marketing data

  • Partner with senior leaders to offer recommendations and drive strategic initiatives

• Business Forecasting and Planning

  • Develop monthly, quarterly, and annual sales budgets, goals, and plans.

  • Analyze sales results and financial reports to make data-driven decisions, address performance gaps, and identify opportunities to drive continuous improvement.

  • Partner with Demand Planning to ensure plans are updated and meet all timelines

• Marketing and Merchandising

  • Collaborate with Channel Marketing to utilize Market Development Funds (MDF) budgets to drive channel sell through

  • Manage MDF budget

  • Collaborate with Brand Marketing team to establish channel expectations for brand marketing

  • Coordinate business critical activities in conjunction with Merchandising and stakeholders for all promotions and evaluate effectiveness adjusting strategies as needed.

• Sales Training and Awareness

  • Develop monthly channel updates to provide organizational updates to channel wins

  • Partner with product and merchandising teams to develop comprehensive sales training programs and implement ongoing team education

• Support and maintain a positive safety culture by following all safety policies and procedures and actively contributing to a safe working environment.

• Other duties as assigned

• Bachelor's Degree required. Experience in lieu of degree may be considered
• Minimum of ten years of experience in managing national sales account activity is required.
• Minimum of four years of experience in a manager or higher-level role is required.
• Experience with P&L accountability required.
• Preferred experience working within the carrier channel.
• Ability to travel up to 50%.