Sr. Manager, Sales - Indirect Carrier

Otter Products is currently recruiting for a Sr. Sales Manager to join our Indirect Carrier Sales team! The Sr. Manager, Sales - Indirect Carrier leads a team of sales professionals responsible for the strategic direction, sales, and account management for the indirect carrier sales channel.

This role will be responsible for developing strategic plans and resource allocation, using extensive knowledge of the business, sales techniques, financial management and marketing strategies to attain overall revenue and profitability targets to achieve company objectives. Additionally, the Sr. Manager, Sales - Indirect Carrier applies advanced leadership skills to support the professional growth of their direct reports and the broader sales team.

This is a people leader role. Does this sound like you? If so, keep reading!

Leadership and Development

• Establish and provide resources to reach performance goals for all team members.

• Team leadership responsibilities include talent development strategies and assessments, bi-weekly or monthly check-ins, career path support, succession planning and performance management/corrective action (when applicable).

• Influence team to deliver unified business plan and overall working relationship.

• Partner with Product and Merchandising team to provide feedback and guidance on new product opportunities.

• Core Sales and Account Management

  • Full P&L accountability for indirect carrier sales channel.

  • Oversee current and new revenue streams, projects, and products to drive growth in sales.

  • Establish/strengthen/manage high level relationships within indirect carrier sales channel.

  • Collaborate with National Account Managers and other departments to streamline operations and manage inventory levels.

• C-Level Engagement

  • Participate in strategic operations meetings and leadership team meetings to provide accurate sales and marketing data.

  • Partner with senior leaders to offer recommendations contributing to strategic initiatives.

• Business Forecasting and Planning

  • Develop monthly, quarterly, and annual indirect carrier sales budgets, goals, and plans.

  • Analyze sales results and financial reports to make data-driven decisions, address performance gaps, and identify opportunities to drive continuous improvement.

  • Partner with Demand Planning to ensure plans are updated and meet all timelines.

• Marketing and Merchandising

  • Collaborate with Channel Marketing to utilize Market Development Funds (MDF) budgets to drive retail sell through.

  • Manage MDF budget.

  • Collaborate with Brand Marketing team to establish channel expectations for brand marketing.

  • Coordinate business-critical activities in conjunction with Merchandising and other stakeholders for all promotions and evaluate effectiveness, adjusting strategies as needed.

• Channel Program Development & Management

  • Develop channel programs to support distribution and sell through

  • Align with Sales Leadership and Finance to analyze investments, ensuring a desired return

  • Track programs results and validate results

• Sales Training and Awareness

  • Develop monthly indirect carrier updates to provide organizational updates regarding indirect carrier wins.

  • Partner with product and merchandising teams to develop comprehensive sales training programs and implement ongoing team education.

• Support and maintain a positive safety culture by following all safety policies and procedures and actively contributing to a safe working environment.
• Other duties as assigned

• Bachelor's degree required. Experience in lieu of degree may be considered.
• Minimum of eight years of sales experience managing/leading sales account activity is required.
• Minimum of two years in a manager role is required.
• Experience working with indirect carriers is required.
• Ability to travel up to 50% of the time.