Director, Utility Sales, Strategic Accounts

Job Summary 

The Director, Utility Sales, Strategic Accounts, is accountable for achieving brand and commercial goals with designated partners and developing account plans to grow business across assigned categories in line with the organization's long-range plan (LRP). This role oversees the strategic account base across the US. This critical leadership role ensures the quality and long-term growth of the brand. 

Essential Functions

• Manages sales revenue goals to achieve and surpass profitable growth for the long-term success of the KEEN Utility brand and business.
• Inspires, leads, and trains the sales organization, including territory managers and the sales management team, to meet or exceed financial goals while developing the skills to drive brand performance and growth in all categories.
• Works with the Sales leadership in developing the long-term partner distribution strategy and policies, ensuring their execution.
• Assesses the marketplace and channel strategy to identify partner opportunities, including executing terms and conditions at the account level and closing non-quality accounts.
• Develops and implements business plans, monthly financial forecasts, sell-through/in analysis, and seasonal account plans for key partners to align pre-season bookings with the fiscal year plan.
• Manages gross-to-net by meeting monthly shipping targets and providing data-driven updates to senior leadership.
• Drives future bookings and on-the-spot orders to support efficient business models.
• Leads a sales team to grow market share, availability, visibility, and sell-through with priority category partners. 
• Prepares and manages weekly and monthly sales recaps and performance reports for management.
• Develops and strengthens relationships with key brand retailers while cultivating new partnerships. 
• Builds a high-quality account base to support the brand's future growth.
• Creates and implements a long-range plan (LRP) to drive profitable revenue growth and meet brand and fan goals.
• Fosters partner relationships that support collaborative management and execution of the LRP.
• Refines the selling process with a focus on segmentation strategies and go-to-market alignment in the US marketplace.
• Contributes to commercial growth and brand-building opportunities, including pure play accounts and keenfootwear.com, ensuring channel segmentation and differentiation.
• Supports expansion aligned with brand initiatives and the LRP, while defining a clear playbook for target consumers, product assortment, and channel distribution.
• Manages an effective channel segmentation strategy in partnership with merchandising, marketing, credit, service operations, and leadership teams. 
• Leads the interface of the product category with customers and the customer contact strategy.
• Collaborates with the marketing department to develop a sell-through and partner engagement and activation strategy.
• Ensures a clear understanding and strategy implementation of sell-in and sell-through for the brand. 
• Responsible for sales and channel strategy for obsolete and closeout sales.

Qualifications

• Bachelor's Degree in Business Administration or related field required.
  
• Eight (8) years in sales management, (leadership and management level) or related experience in footwear, product, and merchandising expertise. Experience in management of teams. 
• Previous strategic account or strategic partner-related experience required.

Knowledge, Skills, and Abilities

• Expertise in current trends within the assigned category.
• Proven experience in complex global organizations, adept at addressing diverse needs and managing competing priorities.
• Proficient in Microsoft Office applications, with strong Excel/data management and manipulation skills.
• Advanced verbal, written, and presentation skills, with the ability to communicate effectively at all organizational levels.
• Demonstrated innovation in managing people and processes; strong example of professional leadership.
• Highly motivated, collaborative team player, and self-starter.
• Global business acumen with cross-cultural agility.
• Strong people management skills with a track record of coaching and building effective teams.
• Excellent organizational skills and attention to detail.
• Ability to multitask effectively in a fast-paced environment. 
• Outstanding interpersonal skills for interacting with customers and sales representatives.
• Strong quantitative and analytical skills for forecasting and numbers management.

Travel - Yes - up to 60% of the