Head of Sales - The Work Group

Current employees, please apply in Workday.

Wolverine Worldwide is a global marketer of branded footwear, apparel, and accessories. With an established global footprint that spans approximately 200 countries and territories, as well as a rock-solid infrastructure, Wolverine Worldwide is dedicated to advancing the following brands that comprise the ever-expanding portfolio: Bates, Chaco, Cat Footwear, Harley Davidson Footwear, Merrell, Saucony, Sweaty Betty and Wolverine. Wolverine Worldwide’s continued success is driven by our ability to stay true to our simple mission: we empower, engage and inspire our consumers – every step of the way.
The Head of Sales sets strategic direction and provides leadership and general management for the Work Group’s portfolio of brands in the North American wholesale organization. This role directs and leads a sales, support and in-market team to set channel and marketplace growth plans to achieve all sales plans and budgets, including volume, profitability and productivity. This enterprise role is responsible for driving brand accretive modern channel and account strategies, including key wholesale account partnerships, premium visibility and execution of relevant trades shows and market weeks, and delivery of new and innovative distribution and partnership opportunities. The role partners with cross-brand and cross-functional counterparts to build commercial sales capability and drive enterprise WOLVER1NE thinking.

Primary Duties:

• Partners with the group president as an executive team member to develop channel strategies for market share growth in support of brand strategies and financial goals.

• Creates and executes sales and distribution strategy for the portfolio of work brands; develops specific growth plans by consumer territory, channel, and customer. Identifies new opportunities for sustainable growth.

• Drives best-in-industry Key Account partnerships; builds strong and sustainable customer relationships, trade term models, leading omni-retail agreements, and materially impactful marketing initiatives, product and programs.

• Creates and manages revenue and sales expense budgets.

• Manages seasonal and annual sales planning, forecasting and target-setting for each brand.

• Effective and frequent communication and partnership with Brand Leadership.

• Maintains positive open lines of communication with all of brand and corporate management, staff and other departments in order to contribute to the smooth flow of information and efficient operation of the organization.

• Directs, develops, and supports sales organization in achieving sales goals, account management and territory growth.

• Ensure compensation and incentive plans are competitive; establish performance metrics for sales team and aligned with brand growth plans.

• Directs and manages organizational staffing, evaluation, and development for sales department functions.

• Collaborates with all departments in the Brand to ensure the optimization of resources to support brand growth and priorities, including Marketing, Product Management, Merchandising, and Finance.

• Provide ongoing and consistent feedback to respective category team members on product performance, competitive positioning, and brand perception at retail.

• Maintain and build key customer relationships and communicate sales and distribution strategy, marketing initiatives, product and programs.

• Deep understanding the customer’s retail sales, margin and turn requirements.

• Performs duties consistent with the Company’s AAP/EEO goals and policies.

• Performs other duties as required/assigned by manager.

Behavioral Competencies:

• Drives for results:  Ability and desire to work at both the strategic and tactical levels with proven success at driving for measurable results.

• Strong communicator: Excellent interpersonal and relationship-building skills. Ability to communicate articulately and effectively – verbal, written and in presentations.

• Project management: Proven ability to work under pressure, prioritize work and meet multiple deadlines; detail orientated.

• Customer centric: Know your customers and meet and exceed their expectations, every day.

• Innovative. Innovative and intellectually curious thought leader who can constructively challenge conventional ways of thinking and introduce new ideas.

• Effective and efficient:  A strong and effective leader who can drive alignment and execution across a matrixed organization.

• Leadership:  Excellent interpersonal, advocacy and political skills; excellent reputation for integrity and good judgment.

Knowledge, Skills and Abilities Required:

• Minimum of 12+ years sales experience in consumer products, preferably in work industry (footwear, equipment, accessories).

• Exceptional leadership skills with at least 10 years at the Sales Director level, with the ability to inspire and set an all-encompassing sales vision.

• A proven and savvy leader, with exceptional market knowledge. Experience working directly with leadership at Tractor Supply, Farm & Fleet, Cabella/Bass Pro, Boot Barn, Home Depot, and/or Lowes preferred.  

• An established understanding of leading with a customer-first and modern partnership oriented mindset is a must

• A proven ability to drive sales strategies that deliver against both financial and brand objectives

• Strong sales and commercial leadership background with a variety of sales concepts, processes and experiences

• Experience leading and collaborating with cross functional teams and influencing across WWW to drive global brand growth efforts

• Knowledge of managing with and within budgetary responsibilities to deliver both top- and bottom-line targets.

• Strong leader, communicator, analytical thinker, demonstrated experience building high performing teams and cross-functional relationships

• Sound understanding of the consumer, retail environment, and competitive marketplace

• Understanding of e-Commerce, its impact, and role in the future of the business

• Business management, financial acumen, and product management skills

• Bachelor’s degree in Business, Sales, Marketing or equivalent work experience. MBA preferred

• Proficient in MS Word, Excel, and Power Point

The above statements are intended to describe the general nature and level of work being performed and are not intended to be an exhaustive list of all responsibilities, duties and skills which may be required.

Wolverine Worldwide, Inc. is committed to creating a company that is as diverse as our consumers. We value the differences in one another and believe our differences make us stronger. Our diverse and inclusive corporate culture starts with the recruitment process. We are committed to being an equal opportunity employer. We aim to create equal opportunities for our associates, customers, and suppliers regardless of race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, or any other legally protected characteristic.