Job Summary

The Senior Director, Regional Sales, Utility is accountable for setting and leading the multi-year commercial strategy for KEEN's U.S. specialty, better footwear, and regional account businesses. This role owns revenue, profitability, distribution quality, and market-share outcomes across the assigned channels, translating brand and long-range plan (LRP) objectives into integrated channel, account, and organizational plans. As a senior commercial leader, the role shapes enterprise go-to-market decisions, builds executive-level partner relationships, and leads a high-performing, multi-layer sales organization to deliver sustainable growth and strengthen the long-term health of the KEEN brand.

Essential Functions

Description

Owns the multi-year regional and channel commercial strategy and annual operating plan, establishing priorities and delivering revenue, profitability, market-share, distribution-quality, and brand-health goals aligned with the LRP.
Leads and develops a multi-layer sales organization, including sales leaders and territory managers. Sets the organizational structure, talent strategy, performance expectations, succession plans, and leadership capabilities required to deliver current and future growth.
Sets channel, distribution, and partner-portfolio strategy in partnership with the VP of Sales and executive leadership. Establishes segmentation principles, account standards, and commercial policies; directs their execution and makes recommendations on entering, expanding, or exiting strategic partnerships.
Builds and stewards executive-level relationships with priority retailers and strategic partners. Leads joint business planning and high-impact commercial negotiations, including terms, growth commitments, branded space, assortment, marketing investment, and performance expectations.
Owns the financial and demand-management cadence for assigned channels, including annual plans, monthly forecasts, futures bookings, at- once business, sell-in and sell-through performance, inventory health, shipping targets, and gross-to-net. Provides executive leadership with clear insight into performance, risk, and opportunity.
Leads cross-functional go-to-market planning with Product, Merchandising, Marketing, Planning, Finance, Credit, Customer Operations, and Digital teams to align consumer targets, assortment, pricing, inventory, activation, service, and channel differentiation.
Uses consumer, customer, competitive, and marketplace insights to identify white-space opportunities, guide investment decisions, refine the selling model, and build scalable playbooks that increase availability, visibility, conversion, and profitable sell-through.
Establishes the business operating system for the function, including goals, leading indicators, accountability mechanisms, and weekly, monthly, and seasonal business reviews. Drives timely decisions and corrective actions based on performance data.
Sponsors commercial transformation and continuous improvement across sales planning, account management, tools, processes, and ways of working. Ensures changes are adopted consistently and produce measurable improvements in productivity and partner outcomes.
Represents the regional sales perspective in enterprise planning and leadership forums. Serves as a strategic advisor on broader brand, product, marketplace, and organizational decisions and models KEEN's values in all internal and external relationships.

Please note this job description is not designed to contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties responsibilities and activities may change at any time with or without cause.

Qualifications

Bachelor's Degree in Business Administration or related field required.
Master's Degree in Business Administration or equivalent advanced degree preferred.
Twelve (12) years progressively responsible sales and commercial leadership experience, preferably in footwear, apparel, consumer products, or a related wholesale environment. Demonstrated experience owning a significant revenue portfolio, including at least five (5) years leading managers and multi-layer teams across multiple channels, categories, or geographies.