Director of Retail Sales

Job Description

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.