Director of Sales

As the Director of Sales, you will lead strategic growth across a broad portfolio of retail accounts and channels in the U.S. and Canada, including Office Superstores, Drug, Travel, Discount, and related formats. You will own and grow existing accounts while identifying and pursuing new business opportunities to expand Belkin’s retail footprint. 

You are accountable for Contribution Margin, Gross Sales, Gross Profit, and Operating Profit performance, setting strategic direction while leading a high-performing sales organization. You will build senior-level customer relationships, guide complex commercial decisions, and ensure disciplined execution across diverse retail models. 

This role requires close collaboration with Product Management, Marketing, Finance, Planning, Sustainability, Customer Advocacy, and other teams to drive results, resolve issues, and support long-term growth. The ideal candidate has a proven track record of strategic account growth, strong financial acumen, and cross-functional leadership, and thrives in fast-paced, high-pressure environments that demand agility, sound judgment, and hands-on leadership. 

Specific Responsibilities: 

Sales Strategy & Channel Leadership 

• Set and execute sales strategies across assigned retail channels and accounts to achieve revenue, profitability, and market share objectives. 

• Own and grow existing customer relationships while identifying and pursuing new business opportunities aligned with Belkin’s strategic goals. 

• Translate company objectives into clear channel strategies, account plans, and execution priorities. 

• Stay informed of industry trends, competitive dynamics, and pricing strategies to inform decision-making and positioning. 

Financial & P&L Ownership 

• Own full financial responsibility for assigned channels, including Net Sales, Contribution Margin, Gross Profit, and OPEX. 

• Develop annual revenue and expense budgets and actively manage key profitability levers such as pricing, assortment, promotions, inventory, air freight, and cost controls. 

• Lead commercial negotiations, including annual customer contracts and terms and conditions, to maximize profitability and manage financial risk. 

• Oversee financial models (FIMOs), forecasts, and product usage projections in partnership with Finance and Planning. 

Customer & Account Leadership 

• Build and maintain senior-level relationships within customer organizations to drive long-term growth, alignment, and partnership. 

• Lead major customer engagements including line reviews, joint business planning, negotiations, and executive presentations. 

• Guide assortment strategy and financial planning for line reviews, ensuring compelling customer offerings while achieving Belkin’s internal objectives. 

• Support launches across brick-and-mortar and .com marketplaces, ensuring alignment across teams and customers. 

Operational Excellence & Execution Oversight 

• Establish and oversee a disciplined operating cadence across sales performance, returns, promotions, inventory (SKU by SKU meetings), forecasts, RMAs, and other key financial and operational metrics. 

• Ensure accurate and timely sales reporting, trend analysis, and forecasting. 

• Provide guidance and escalation support on quotas, returns, allowances, pricing, and other sales-related issues. 

• Oversee the use of sales and project management tools (e.g., Workfront) to ensure effective execution and cross-functional coordination. 

• Help lead the National Promotional Calendar process, ensuring proper lead times are maintained that tight collaboration with corporate marketing is delivered. 

Team Leadership & Development 

• Lead, coach, and develop a team of Senior National Account Managers, National Account Managers, and Associate National Account Managers across the U.S. and Canada. 

• Hire, develop, and manage talent through clear expectations, performance management, and professional development. 

• Conduct performance reviews, support succession planning, and build strong morale and engagement within the Sales organization. 

• Lead sales meetings and training sessions focused on strategic selling, pricing discipline, and account leadership. 

Cross-Functional Leadership 

• Partner closely with Product Management on new product introductions (NPI), providing customer and market feedback to support successful launches. 

• Collaborate with Marketing on channel- and account-specific marketing strategies, promotional calendars, and retailer presentations. 

• Work with Planning and Supply Chain teams to ensure accurate forecasts, inventory alignment, and efficient execution. 

• Proactively identify and resolve customer, operational, and execution issues through strong cross-functional collaboration. 

• Work closely with Corporate Finance and Programs and Allowances teams to analyze, validate, and track sales and promotional programs for profitability and accounting accuracy. 

Governance & Compliance 

• Fulfills responsibilities under ISO 9001 and 14001; understand and fully support IS0 system. 

• Fulfills responsibilities under OHSAS 18001, understand and fully support OHSAS 18001 system. 

• Maintain a safe and clean work environment. 

• Understand and follow company rules and regulations. 

• Perform all other duties as assigned and required. 

Education and Experience Requirements:  

• Bachelor’s degree in Sales, Marketing, Business, or a related field preferred. 

• 15+ years of progressive sales experience, including national account management and people leadership, with at least 5 years managing teams. 

• Demonstrated success leading multi-channel retail and/or eCommerce businesses, preferably in the Consumer Electronics industry. 

• Proven experience managing P&L and key profitability levers. 

• Strong proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook), with advanced Excel and presentation skills. 

• Proven ability to build strong customer relationships at all levels and drive sustained business growth. 

• Strong analytical, verbal, written, and executive-level presentation skills. 

• Ability to balance strategic leadership with executional oversight in fast-paced, high-pressure environments. 

• Strong problem-solving skills with the ability to anticipate issues and drive resolution. 

• Ability to travel domestically and internationally as required (up to 50%).