Director of Retail Sales

The Director of Retail Sales is responsible for leading and executing the company’s retail sales strategy across brick-and-mortar and e-commerce channels. This position manages key retail partnerships, drives category growth, and ensures sales and profitability goals are achieved. The Director of Retail Sales plays a critical role in building relationships with major retailers, developing promotional programs, and expanding the company’s retail footprint within the automotive aftermarket.

Responsibilities:

Strategic Leadership & Channel Development

• Develop and implement retail sales strategies to grow market share and profitability across national and regional retailers, specialty chains, and online platforms.
• Identify and pursue new retail opportunities in both traditional and emerging channels.
• Define annual retail goals, KPIs, and promotional calendars in alignment with corporate objectives.
• Monitor sales performance, market conditions, and consumer trends to adjust strategies proactively.

Retail Account Management

• Serve as the senior relationship manager for key retail partners (e.g., AutoZone, O’Reilly, Advance Auto Parts, Walmart, Amazon).
• Negotiate contracts, pricing, and promotional programs to maximize category performance and profitability.
• Collaborate with retailers on planograms, merchandising, and category management initiatives.
• Manage customer issue resolution, ensuring consistent communication and follow-through.

Cross-Functional Collaboration

• Partner with Marketing to develop retail promotions, advertising, and digital campaigns that support sell-through.
• Work with Product Management and Supply Chain to align product availability, packaging, and inventory planning with retail demand.
• Coordinate with Finance to manage budgets, rebates, and incentive programs.
• Provide retail market insights to influence product innovation and new program development.

E-Commerce & Omnichannel Strategy

• Oversee online retail and e-commerce partnerships, ensuring consistent brand messaging and pricing integrity.
• Support development of digital merchandising strategies to drive conversion and consumer engagement.
• Analyze online channel data to identify growth opportunities and optimize product listings.

Qualifications:

• Bachelor’s degree in Business, Marketing, or related field (MBA preferred).
• 10 years of sales experience with at least 5 years in retail account or channel leadership within automotive or durable goods industries.
• Demonstrated success in managing key retail accounts and negotiating high-value agreements.
• Strong understanding of retail operations, merchandising, and consumer sales dynamics.
• Excellent communication, leadership, and analytical skills.
• Ability to travel domestically up to 30–40%.

Preferred Background:

• Established relationships with major automotive retailers and e-commerce platforms.
• Experience managing co-op marketing, MAP policies, and promotional budgets.
• Working knowledge of POS data analysis, category management tools, and planogram software.
• Understanding of aftermarket automotive consumer behavior and product positioning.