Mercury Marine · 4 hours ago
Director, Retailer Channel Sales
Fond du Lac, WI
Full-time
Hybrid
Director/Executive
$86K/yr - $139K/yr
8+ years expMercury Marine, a leader in the marine industry, is seeking a Director of Retail Channel Sales to drive growth across National Accounts and e-commerce channels. This role focuses on developing strategies to enhance Mercury's retail presence and market share while ensuring alignment with consumer purchasing behaviors.
Consumer GoodsIndustrialMachinery Manufacturing
Responsibilities
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
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
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
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
Qualification
Required
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
Exceptional negotiation and relationship-building skills
Analytical proficiency and familiarity with sales analytics or tools commonly used within large retailers
Preferred
Experience working within a multi-channel or omni-channel environment highly preferred
Marine, powersports, or durable goods experience is a plus, but not required
Benefits
Medical
Dental
Vision
Paid vacation
401k (up to 4% match)
Health Savings Account (with company contribution)
Well-being program
Product purchase discounts
Company
Mercury Marine
Mercury Marine is a manufacturer of marine propulsion systems.
5001-10000 employees
Funding
Current Stage
Late StageLeadership Team
Jamison Heuver
Human Resources Business Partner
Recent News
legacy.thefly.com
2026-01-22
Brunswick Corporation
2025-12-02
Company data provided by crunchbase