Senior Director of Retail Sales, North America

Responsibilities

• Lead development of the retail growth strategy for North America: market selection, retail and channel prioritization, channel pricing management, sku assortments, future product development for key strategic exclusives, and alignment on which channels deliver net new consumer markets
• Set and manage joint business plans (JBPs), annual targets, and promotional calendars with key partners, building executive level relationships
• Build and execute best in class channel management and reseller enforcement strategies, tools, tracking and execution
• Conduct competitive, consumer, and retail landscape analysis to identify high-potential opportunities, top new retail partners to unlock, and which channels have best opportunities for growth
• Build business cases for expansion into new regions or retail partners, including financial modeling and risk analysis
• Define and localize the channel mix strategy: direct retail, distribution, ecommerce, and hybrid models
• Evaluate new Distribution partners, conduct RFPs and pricing analysis, sourcing and logistic capabilities to identify and finalize new partners and contracts
• Manage and lead all onboarding activities for setting up new Distributors, Retail expansion or new direct retail accounts with collaboration between internal Operations and Finance teams
• Own Retail (North America) pricing strategy: tiered retail, distributor, and landed costs to ensure margin and brand positioning targets
• Partner with Operations to develop accurate inventory forecasts by retailer, product line, and retail partner
• Analyze sell-in and sell-through data to optimize channel inventory levels and minimize stockouts or overages
• Work with Finance on contract terms, marketing investments, and contractual programs
• Work closely with Marketing to ensure retail campaigns are aligned with retail and distributor needs

Requirements

• 8-12+ years of retail sales leadership, preferably in consumer electronics, houseware products, or lifestyle brands
• Strong experience managing retail partnerships and distributor networks
• Experience with National Retailers like Walmart, Costco and Target, as well with large distributors and specialty retailers
• Proven track record of driving sales growth and managing retail partnerships in the United States and Canada
• Highly analytical, with proven success in forecasting, planning, and performance analysis
• Deep understanding of channel pricing, compliance, and commercial logistics required to support the National retail channel
• Excellent negotiation, communication, and relationship-building skills
• Ability to work independently and adapt to different cultural and business environments
• Willingness to travel as needed