National Sales Manager

DescriptionROLE MISSION & BUSINESS CONTEXT:The National Sales Manager is responsible for building, optimizing, and scaling our national dealer sales organization. This role exists to drive measurable sales performance improvement across a national dealer network supported by Regional Sales Managers.We are a well-established pontoon manufacturer with strong product and brand recognition. However, our current sales model has not produced the growth and dealer productivity we expect. This role is a mandate for change, accountability, and execution—not maintenance of the status quo.The ideal candidate has led dealer-network turnarounds, understands when to invest in dealers and when to exit relationships, and has successfully driven results through regional sales teams in competitive, discretionary consumer markets.DESCRIPTION OF DUTIES/EXPECTATIONS:Dealer Network Strategy & PerformanceEvaluate and segment the national dealer network (productivity, profitability, brand alignment).Develop and execute a dealer optimization strategy, including recruitment, development, and, when necessary, dealer exits.Establish clear performance standards, expectations, and consequences for dealer partners.Lead negotiations and approvals of dealer agreements aligned with long-term growth strategy.National Sales LeadershipLead, coach, and hold Regional Sales Managers accountable to defined performance metrics.Direct and develop all in-house sales personnel, including Sales Assistants and Regional Sales Representatives, ensuring alignment, productivity, and executional discipline.Assess sales territory design and adjust coverage as needed to maximize market opportunity.Set national sales priorities and ensure consistent execution across regions.Identify capability gaps within the sales organization and drive hiring, development, or restructuring as required.Customer Service, Parts & Warranty LeadershipLead Parts and Warranty functions as critical components of the overall dealer and customer experience, ensuring alignment with sales strategy while maintaining operational discipline and cost controlsSales Strategy & ExecutionDevelop and implement a national sales strategy aligned with production capacity, margin targets, and market demand.Drive accurate forecasting and pipeline visibility using dealer and regional-level data.Partner with operations and production leadership to align demand planning and inventory flow.Establish pricing, incentive, and promotional discipline across the dealer network.Cross-Functional LeadershipCollaborate closely with Marketing to improve lead generation, dealer sell-through, and brand positioning at retail.Provide structured dealer and market feedback to product development and leadership.Participate in regular production and leadership meetings to align sales opportunities with operational realities.Travel & Field EngagementMaintain strong field presence through regular dealer and regional travel.Personally engage with key accounts, strategic dealers, and underperforming regions.Serve as a visible leader to both dealers and internal teams.KEY ACCOUNTABILITIESImprovement in dealer productivity and sales per dealerAchievement of annual revenue and margin targetsStrength and health of the dealer network (active dealers, sell-through, compliance)Performance, development, and retention of Regional Sales ManagersForecast accuracy and sales execution disciplineBuilds and maintains a team of outside and inside sales representatives to carry out sales strategy.Participates in designing regional sales compensation/commission & contractsManage, review and approve employees work schedules, timecards, and time-off requests.Develop and recommend a sales strategy and implement once approvedPerform market research and generate new dealer leadsContinually analyzes market data to develop sales forecasts and evaluate sales strategyOversee retail customer service, parts sales and warranty personnelBuild and maintain strong dealer relationshipsLiaise with marketing and product development to provide customer/market feedbackParticipates in regular production meetings to communicate sales opportunitiesCoordinates and negotiate dealer agreements for approvalTravel to current and prospective dealers and mentoring regional sales managersMonitor individual dealers for health and stabilityCoordinate loads with dealers.QualificationsREQUIRED SKILLS & COMPETENCIES:REQUIRED EXPERIENCE & QUALIFICATIONSProven leadership experience managing a national or multi-region dealer-based sales organizationBackground in marine, RV, powersports, automotive, or similar discretionary retail industriesDemonstrated success in turnaround, restructuring, or scaling a sales organizationStrong understanding of dealer economics, territory management, and incentive structuresAbility to lead through influence, accountability, and data-driven decision-makingWillingness to travel nationally on a regular basisEducation:Bachelor’s degree in Business or related field preferred; equivalent experience considered.CORE COMPETENCIESStrategic Sales LeadershipDealer Network Development & AccountabilityData Analysis & ForecastingExecutive CommunicationChange LeadershipEthical Decision-Making