Senior Manager, Sales Strategy & Retail Development - Merrell

About the role

The Senior Manager, Sales Strategy & Retail Development identifies growth opportunities and turns them into actionable plans across North America wholesale and retail channels. Reporting to the VP of North America Wholesale & Retail, this role drives strategic initiatives, business intelligence, market development, and operating frameworks that improve channel performance. The position partners closely with Retail, Sales, Planning, Merchandising, Marketing, and Finance to deliver insights, tools, and recommendations that strengthen commercial execution and alignment.

Responsibilities

• Support North America commercial strategy across Wholesale and Retail by geography, consumer, channel, and market opportunity.
• Develop frameworks for market prioritization, key city strategy, geographic pods, account growth, and integrated market planning.
• Analyze performance, whitespace, and competitive dynamics to identify risks, opportunities, and growth actions by market, channel, and account.
• Contribute to future-state commercial planning and transformation initiatives as Retail and Wholesale evolve.
• Identify and support AI and reporting solutions that improve commercial effectiveness, including dashboards, scorecards, automation, analytics, and business recaps.
• Translate business data into clear insights, narratives, and recommendations that improve speed and decision-making.
• Evaluate emerging tools and support adoption of commercial productivity solutions.
• Partner with Retail, Sales, and field leadership to translate performance into strategic priorities and execution plans.
• Support store segmentation, fleet optimization, market clustering, seasonal distribution, and related investment frameworks.
• Build tools and playbooks that improve consistency, visibility, and execution across channels.
• Serve as a cross-functional partner across Commercial, Finance, Planning, Merchandising, Marketing, and Retail teams.
• Develop executive-ready presentations and materials for leadership meetings, business reviews, strategic planning, sales meetings, and board discussions.
• Represent strategic priorities in cross-functional forums and support alignment across planning cycles.

Requirements

• Bachelor’s degree in business, finance, marketing, merchandising, analytics, or a related field, or equivalent experience.
• 7+ years of progressive experience in sales strategy, retail strategy, commercial planning, business analytics, merchandising, sales operations, or a related function, preferably in footwear, apparel, consumer goods, or a multi-channel retail environment.
• Strong understanding of North America wholesale and retail business models, market dynamics, consumer behavior, and the drivers of sales, margin, productivity, and channel performance.
• Demonstrated ability to translate data, trends, and business performance into actionable strategies, recommendations, and growth plans.
• Advanced analytical skills, including strong Excel capability and experience with dashboards, scorecards, reporting tools, and business intelligence platforms such as Power BI.
• Strong financial and commercial acumen, with experience evaluating opportunities, risks, and business cases to support growth and profitability.
• Experience developing executive presentations, strategic planning materials, and clear narratives for senior leadership.
• Proven ability to lead cross-functional initiatives and influence partners across Sales, Retail, Planning, Merchandising, Marketing, Finance, and Operations.
• Strong project management, communication, and organizational skills, with the ability to manage multiple priorities in a fast-paced environment.
• Familiarity with AI-enabled tools and reporting automation, with the ability to assess practical applications and support adoption.
• Collaborative, proactive, and solutions-oriented, with comfort operating in ambiguity and balancing strategic thinking with execution.

Qualifications

• Must have a Bachelor’s degree in business, finance, marketing, merchandising, analytics, or a related field, or equivalent experience.
• Must have 7+ years of progressive experience in sales strategy, retail strategy, commercial planning, business analytics, merchandising, sales operations, or a related function, preferably in footwear, apparel, consumer goods, or a multi-channel retail environment.
• Must have a strong understanding of North America wholesale and retail business models, market dynamics, consumer behavior, and the drivers of sales, margin, productivity, and channel performance.
• Must have demonstrated ability to translate data, trends, and business performance into actionable strategies, recommendations, and growth plans.
• Must have advanced analytical skills, including strong Excel capability and experience with dashboards, scorecards, reporting tools, and business intelligence platforms such as Power BI.
• Must have strong financial and commercial acumen, with experience evaluating opportunities, risks, and business cases to support growth and profitability.
• Must have experience developing executive presentations, strategic planning materials, and clear narratives for senior leadership.
• Must have proven ability to lead cross-functional initiatives and influence partners across Sales, Retail, Planning, Merchandising, Marketing, Finance, and Operations.
• Must have strong project management, communication, and organizational skills, with the ability to manage multiple priorities in a fast-paced environment.
• Must have familiarity with AI-enabled tools and reporting automation, with the ability to assess practical applications and support adoption.
• Must have collaborative, proactive, and solutions-oriented approach, with comfort operating in ambiguity and balancing strategic thinking with execution.

Skills

• Strong understanding of North America wholesale and retail business models, market dynamics, consumer behavior, and the drivers of sales, margin, productivity, and channel performance.
• Advanced analytical skills, including strong Excel capability and experience with dashboards, scorecards, reporting tools, and business intelligence platforms such as Power BI.
• Strong financial and commercial acumen, with experience evaluating opportunities, risks, and business cases to support growth and profitability.
• Experience developing executive presentations, strategic planning materials, and clear narratives for senior leadership.
• Proven ability to lead cross-functional initiatives and influence partners across Sales, Retail, Planning, Merchandising, Marketing, Finance, and Operations.
• Strong project management, communication, and organizational skills, with the ability to manage multiple priorities in a fast-paced environment.
• Familiarity with AI-enabled tools and reporting automation, with the ability to assess practical applications and support adoption.
• Collaborative, proactive, and solutions-oriented, with comfort operating in ambiguity and balancing strategic thinking with execution.

Benefits

• Flexible, hybrid work schedule with three days in office and two days remote.
• Company is a Certified™ Great Place To Work®.
• Recognition from Footwear News, Forbes, and Inspiring Workplaces.
• Equal opportunity employer.

Pay

TBD

Schedule

Normal office environment. Some travel may be required.