Senior Director, Strategic Routes to Market

Overview
Otter Products is recruiting for a Senior Director of Strategic Routes to Market to join our OtterBusiness team! This role can be based at our Fort Collins, CO headquarters working a hybrid schedule or fully remote anywhere in the U.S...
As the Senior Director of Strategic Routes to Market, you play a critical role in the overall growth of the Commercial Business Unit for Otter Products. This role will be responsible for developing and driving a strategy to grow Otter?s revenue within strategic routes to market and expanding our reach into new areas. This role will be expected to oversee and fully manage all aspects of strategic routes to market to include key product, marketing, sales and customer support decisions. This role will also be responsible for driving key requirements to differentiate solutions that accelerate joint go-to-market opportunities, drives incremental sales, and increase the overall penetration of joint solutions within the largest enterprise and public sector organizations.
In this role, you will be responsible for attaining quarterly and annual sales and profitability targets by developing, executing, and evolving our sell through strategy. In addition to selling, this role will be responsible for weekly activities such as forecasting, demand planning and supply allocation management.
To be successful, this role will partner closely with organizations within Otter Products such as sales, marketing, product, and operations. This role requires strong decision-making abilities, business acumen, analytical skills, organizational influence, and the ability to create strategic relationships with an OEM partner.
About OtterBusiness
OtterBusiness is the commercial division of Otter Products, the maker of OtterBox, the #1 most trusted smartphone case brand in the U.S. OtterBusiness is dedicated to bold innovation and persistent collaboration of solutions for businesses, schools and governments, OtterBusiness seeks to enhance productivity and efficiency by looking beyond the case to a full solution for every individual use case. Our goal is to ensure the right products are placed in the capable hands of mobile workforces to activate customers and partners to unlock their full potential.
About Otter Products
Otter Products, we grow to give. From our founder's garage in 1998 to the global technology leader we are today, Otter Products continues to drive growth through innovation.
Through our industry-leading brands - OtterBox, Liviri and OtterCares - we provide our partners the number-one selling and most trusted products in our categories. Our philanthropic spirit is the foundation on which we foster our partner relationships, allowing us to grow and to give - together.
By way of our charitable arm, the OtterCares Foundation, we support our communities and invest in our future through education that inspires kids to change the world.
And even as our global community of Otters continues to grow, our founder's core values are still at the heart of everything we do. We measure our success by our ability to give back to our communities and strengthen opportunities for all.
For more information visit otterproducts.com
Responsibilities
? Leadership and Development
? Lead, coach, and mentor a high performing team, fostering a culture of innovation, collaboration, competition, and continuous improvement.
? Create and maintain an executive leadership cadence to shape, monitor and adapt the business?s strategic initiatives.
? Team leadership responsibilities include talent acquisition, development, ongoing & annual assessments, weekly or bi-weekly check-ins, career path support and succession planning.
? Serve as a positive leader through demonstrating critical thinking, problem solving, functional support skills and personal development.
? Partner with the Commercial Sales teams (IT Resellers, Vertical and Carrier) as well as Commercial Product and Marketing teams to provide feedback and guidance on new product opportunities.
? Core Sales and Account Management
? Establish, manage, and evolve strong relationships within strategic technology OEMs.
? Drive incremental growth by implementing marketing and sales strategies by vertical and/or solution portfolio.
? Develop and nurture field & executive level OEM / partner relationships.
? Design, negotiate and execute innovative volume-based incentives for growth through new executive level relationships with new and existing partners.
? Implement strategies that drive step change growth in existing and new routes to market via new practices and models.
? Implement processes for unique product strategies around net-new growth opportunities via new commercial partners and routes to market.
? Business Forecasting & Planning
? Attain monthly, quarterly, and annual sales and profitability targets and other attainment targets as established by commercial sales leadership.
? Utilize CRM to manage sales pipeline, demand planning, and MoM/YoY sales performance.
? When necessary, monitor sales performance and revenue targets and set actionable goals to close revenue gaps by implementing closure strategies.
? Oversee seasonal vertical planning and new / existing product forecast planning.
? OEM Engagement
? Partner with Otter leadership, OEM sales leadership and OEM sellers to develop and execute vertical sales plays with joint sell through partners.
? Partner closely with Otter Strategic OEM Lead and Otter marketing to select, develop, and create sell in assets which include differentiated vertical sales plays with OEM end points and Otter solutions.
? Analyze sales results and trends to identify opportunities for new plays and current play evolution.
? Field Sales Enablement
? Sales Training/Awareness
? Partner closely with technology OEMs to execute field seller enablement programs to include trainings, sales tools creation / distribution, customer facing asset creation / distribution and sales rep activation.
? Attend and participate in industry and partner relevant events.
? Additional Responsibilities
? 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
Qualifications
? Bachelor's degree required. Experience in lieu of degree may be considered.
? Minimum of twelve years of sales, business development and strategic partnership experience required. Experience must include at least five years of work with consumer electronics' OEM.
? Minimum of five years of experience in a leadership/management/supervisory role is required.
? Ability to travel up to 50%
EEO
Otter Products, LLC is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, marital status, pregnancy, sex, sexual orientation, gender, gender identity or expression, national origin, disability, veteran status, or any other characteristic or status protected by law.
For US Based Roles Only - Base Compensation Range Minimum
USD $181,800.00/Yr.
For US Based Roles Only - Base Compensation Range Maximum
USD $236,000.00/Yr.
Additional Total Rewards
This position is eligible for the Profit Sharing Program., Otter Products offers a robust benefits package to eligible employees including medical, dental, vision, basic life, voluntary life, long-term and short-term disability, employee assistance program, flexible spending accounts, health savings account, and 401(k) retirement plan. Additionally, for eligible employees, we offer accrued paid time off based on seniority, volunteer time off, parental leave, bereavement leave, company holidays, and years of service awards. Check out otterproducts.com/careers/why for more info., Sales Bonus Compensation Program - Total target compensation is made up of 60% Base, 40% At Risk

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