WHERE YOU CONTRIBUTEThe Distributor Sales Manager, Americas is accountable for driving profitable sales growth and premium brand execution across distributor-managed markets in the Americas, with immediate focus across LATAM and Canada. Reporting to the Head of Partner Management, this role translates the global partner-market strategy into clear commercial plans, joint business plans and seasonal execution with distributor partners. The role acts as the day-to-day commercial owner for assigned partners, balancing sales delivery, margin protection, brand elevation and operational excellence across wholesale, retail, e-commerce and marketplace opportunities.
The role is expected to partner closely with Sales Operations, Supply & Demand, Merchandising, Marketing, Finance, Legal and Americas market stakeholders to ensure distributor plans are commercially robust, operationally deliverable and aligned to global guardrails. It will support the development of a scalable, capital-light partner model that expands Dr. Martens' footprint while protecting consumer experience and brand standards.
CORE ACCOUNTABILITIES- Sales Strategy & Planning - Develop and execute distributor sales plans for assigned Americas markets, aligned to global commercial frameworks, seasonal priorities and local market opportunity.
- Revenue & Margin Delivery - Own assigned distributor revenue, gross margin and profitability KPIs, identifying risks and opportunities through regular trading reviews.
- Partner Account Management - Build strong day-to-day relationships with distributor partners and ensure clear joint business plans, targets, calendars and follow-up actions are in place.
- Joint Business Planning & Quarterly Reviews - Lead structured planning with partners, including seasonal buys, account priorities, market activations, sell-through reviews and corrective actions.
- Wholesale, Retail & E-commerce Growth - Support partner execution across premium wholesale accounts, mono-brand retail, partner-operated e-commerce and selective marketplace opportunities in line with brand standards.
- Forecasting & Demand Planning - Partner with Supply & Demand and Sales Operations to develop accurate forecasts, support order placement and improve inventory flow, availability and turn.
- Assortment & Merchandising Input - Provide market feedback into merchandising teams, including product opportunities, local consumer needs, retail/e-commerce performance and future assortment recommendations.
- Operational Excellence - Support orderbook management, PO follow-up, shipment visibility and issue resolution, escalating systemic service or process blockers where required.
- Cross-Functional Collaboration - Work closely with Marketing, Product Merchandising, Finance, Legal, Operations and US/Canada stakeholders to deliver joined-up go-to-market execution.
- Performance Management & Reporting - Monitor sales, sell-through, inventory, account penetration and partner execution KPIs, providing clear updates, recommendations and action plans.
- Customer & Consumer Experience - Ensure distributor partners deliver a premium brand and consumer experience across channels, consistent with Dr. Martens standards and partner-market expectations.
KEY SKILLS & CAPABILITIES- Commercial Acumen - Strong understanding of distributor, wholesale, retail and e-commerce dynamics, including pricing, margin management and market growth levers.
- Partner Relationship Management - Ability to build trusted relationships with distributors and internal stakeholders while holding partners accountable for execution and performance.
- Strategic Thinking & Execution - Able to translate global strategy into practical local plans, with clear priorities, sequencing and measurable outcomes.
- Analytical & Data-Driven Decision Making - Confident interpreting sales, sell-through, inventory and forecast data to identify risks, opportunities and recommended actions.
- Operational Discipline - Good knowledge of order-to-cash processes, orderbook management, seasonal calendars, inventory flow and cross-functional issue resolution.
- Influencing & Stakeholder Management - Able to align stakeholders across regions and functions, especially where distributor decisions interface with Americas market teams.
- Brand & Consumer Focus - Understands the importance of premium distribution, brand-right execution and consistent consumer experience across partner channels.
- Communication & Presentation - Clear, concise communicator able to present partner plans, trading updates and recommendations to senior stakeholders.
- Cultural Agility - Comfortable working across multiple markets and partner organisations, adapting approach to local ways of working while maintaining global standards.
- Language Skills - Fluent English required; Spanish and/or Portuguese would be advantageous for LATAM partner engagement.
Workplace & Role Requirements- Ability to work at a standard computer workstation 40+ hours per week, with or without accommodation
- Travel Requirement - 5%
WHAT'S IN IT FOR YOU? - Welcome to the brand pair of Docs
- Employee discount of 65% off footwear and 50% on accessories
- Early Friday finish in the summertime
- Affordable & comprehensive Medical, Dental & Vision packages
- Our Employee Assistance Program - for when times might get tough
- 401(k) Pre-Tax and Roth Retirement savings plans
- DM Foundation, supporting and empowering our communities around the world
- Paid volunteer hours
PAY DETAILS- $95,000 - $105,000 per year.
- Exact compensation may vary based on skills, experience, and location.
READY TO FILL YOUR BOOTS?If you're excited to own your impact, shape the future of an iconic brand, and grow your career in a place that champions individuality - we'd love to hear from you.
