Sr. Manager, Sales – Indirect Carrier

job description

Since our founding in a garage in 1998, Otter Products has grown into a global leader in technology protection, driven by a mission to protect what’s important. Through our top-selling brands, OtterBox and OtterCares, we provide the world’s most trusted mobile accessories while remaining deeply committed to our philanthropic roots. We measure our success not just by our industry-leading innovation, but by our ability to inspire the next generation through the OtterCares Foundation.

About the Role

We are looking for a high-impact Sr. Sales Manager to spearhead our Indirect Carrier Sales team. This is a vital leadership position where you will be the architect of the strategic direction for the indirect carrier channel, holding full P&L accountability and driving both revenue and profitability. You will lead a high-performing team of sales professionals, fostering their career growth while navigating complex C-suite relationships and high-level account management to expand our market footprint.

Responsibilities:

• Leadership and Development

• Establish and provide resources to reach performance goals for all team members.

• Team leadership responsibilities include talent development strategies and assessments, bi-weekly or monthly check-ins, career path support, succession planning and performance management/corrective action (when applicable).

• Influence team to deliver unified business plan and overall working relationship.

• Partner with Product and Merchandising team to provide feedback and guidance on new product opportunities.

• Core Sales and Account Management

• Full P&L accountability for indirect carrier sales channel.

• Oversee current and new revenue streams, projects, and products to drive growth in sales.

• Establish/strengthen/manage high level relationships within indirect carrier sales channel.

• Collaborate with National Account Managers and other departments to streamline operations and manage inventory levels.

• C-Level Engagement

• Participate in strategic operations meetings and leadership team meetings to provide accurate sales and marketing data.

• Partner with senior leaders to offer recommendations contributing to strategic initiatives.

• Business Forecasting and Planning

• Develop monthly, quarterly, and annual indirect carrier sales budgets, goals, and plans.

• Analyze sales results and financial reports to make data-driven decisions, address performance gaps, and identify opportunities to drive continuous improvement.

• Partner with Demand Planning to ensure plans are updated and meet all timelines.

• Marketing and Merchandising

• Collaborate with Channel Marketing to utilize Market Development Funds (MDF) budgets to drive retail sell through.

• Manage MDF budget.

• Collaborate with Brand Marketing team to establish channel expectations for brand marketing.

• Coordinate business-critical activities in conjunction with Merchandising and other stakeholders for all promotions and evaluate effectiveness, adjusting strategies as needed.

• Channel Program Development & Management

• Develop channel programs to support distribution and sell through

• Align with Sales Leadership and Finance to analyze investments, ensuring a desired return

• Track programs results and validate results

• Sales Training and Awareness

• Develop monthly indirect carrier updates to provide organizational updates regarding indirect carrier wins.

• Partner with product and merchandising teams to develop comprehensive sales training programs and implement ongoing team education.

• 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 eight years of sales experience managing/leading sales account activity is required.

• Minimum of two years in a manager role is required.

• Experience working with indirect carriers is required.

• Ability to travel up to 50% of the time.

At Otter Products, we offer a competitive base salary range of $140,000 to $190,000, with a variable incentive program where 30% of total compensation is at-risk to reward top performance. Our comprehensive benefits package includes medical, dental, vision, and a 401(k) plan, alongside unique perks like volunteer time off and years of service awards. We are an equal opportunity employer that values diversity and complies with all fair chance hiring ordinances.