Sr. Manager Sales Distributors

General Summary:

The Sales Director Distributors plays a pivotal role in managing KEEN’s commercial growth strategy across opportunities in Europe, the Middle East, and Africa (EMEA). This position primarily focuses on strengthening, scaling, and optimizing the distributor network. The individual in this role is responsible for developing and executing regional growth strategies, expanding market presence, deepening distributor partnerships, and ensuring robust financial and operational performance in key strategic accounts throughout the region.

As the senior commercial lead for distributor markets, the Director drives profitable growth while safeguarding and enhancing KEEN’s brand positioning. This leader collaborates cross-functionally with product, marketing, finance, operations, and supply chain teams to ensure alignment and successful execution of regional business priorities.

Key Responsibilities:

• Define and execute KEEN’s EMEA distributor and market expansion strategy in alignment with global brand and commercial objectives.
• Oversee regional business planning across EMEA, balancing revenue growth, profitability, and long-term market development.
• Act as the senior commercial lead and relationship owner for KEEN’s EMEA distributor network.
• Enhance and expand the distributor ecosystem through strategic partner identification, onboarding, capability development, and performance management.
• Drive distributor performance through structured business reviews, KPI management, and collaborative growth plans.
• Identify and activate new business opportunities in underpenetrated and high-growth EMEA markets.
• Collaborate with distributors to enhance market execution across sales, merchandising, marketing activation, digital commerce, and retail expansion.
• Lead market entry and launch strategies for new territories, channels, and product categories.
• Manage P&L accountability and deliver sustainable, profitable growth across the EMEA distributor business.
• Develop pricing, channel, and commercial strategies that protect brand equity while maximizing revenue and margin performance.
• Work cross-functionally with Product, Marketing, Finance, Operations, and Supply Chain teams to ensure strong regional execution and alignment.
• Monitor market trends, consumer insights, and competitive dynamics to identify risks, opportunities, and strategic priorities.
• Support forecasting, budgeting, inventory planning, and financial performance management in collaboration with Finance and Operations.
• Lead, mentor, and develop a high-performing regional team across multiple markets and time zones.
• Champion KEEN’s values of inclusion, sustainability, and adventure while fostering a culture of accountability, collaboration, and entrepreneurial leadership.
• Partner with internal stakeholders and distributor partners to plan and execute major regional business events, including Distributor Summits, EMEA Stand Meetings, and other strategic partner engagements.

We are looking for individuals who: are eager to enhance KEEN’s unique culture, philosophy, and core values. They should be capable of working harmoniously within a diverse environment, embracing a wide variety of cultures and collaborating with all levels of the team. Candidates should be willing to take on additional responsibilities and expand their knowledge of both the company and the footwear industry. They should seek growth and learning opportunities, demonstrating professionalism, flexibility, energy, creativity, resourcefulness, a positive attitude, attention to detail, and enthusiasm in contributing to all aspects of the business.

Qualifications:

• Bachelor's Degree in Business, International Business, Marketing, Finance, or a related field.
• Master's Degree or advanced degree is preferred, especially for candidates leading complex international commercial strategies and distributor networks.
• 10+ years of progressive international commercial, distributor management, or business development experience, including leadership responsibilities across EMEA markets.
• Proven track record in managing multi-country projects, partnerships, or expansion initiatives.
• Deep understanding of global markets, trade regulations, tariffs, and international business practices.
• Strong knowledge of sales strategy, business development processes, and partner ecosystem management.
• Financial acumen for evaluating business cases, ROI, and P&L impact of international deals.
• Strategic thinking and long-term planning capabilities.
• Negotiation and influencing skills across cultures and organizational levels.
• Leadership and team development experience, often including cross-functional or cross-border teams.
• Excellent communication and presentation skills for executive-level audiences.
• Analytical skills to assess market opportunities, competitor landscape, and growth potential.
• Ability to identify and pursue new market opportunities globally.
• Experience in managing complex international partnerships and stakeholder relationships.
• Ability to adapt business strategies to local markets while maintaining global alignment.
• Proven ability to lead multicultural teams and drive change in a fast-paced, dynamic environment.
• Demonstrated capability to coordinate large-scale business meetings, distributor conferences, and cross-functional regional events.

Physical Requirements:

This role requires regular travel to visit external partners and attend internal leadership meetings, up to once a month. Evening work for calls with North American colleagues is also part of the role, typically a few times per month. KEEN has a 4-day per week office attendance policy at its EMEA headquarters in Rotterdam, offering significant flexibility. This is a full-time position, requiring 40 hours per week.

We offer:

• A market-relevant compensation package (salary and bonus), depending on experience.
• A company Learning & Development program, providing courses to enhance personal and career development.
• Networking opportunities within the footwear and e-commerce industry.
• A company car.
• 25 holidays annually, excluding public holidays.
• 24 paid volunteer hours annually.
• A truly international environment, fully English-speaking.
• Joint activities and office events throughout the year.

Why KEEN:

Driven by a passion for life outside, KEEN is a values-led, independently owned brand from Portland, Oregon, dedicated to creating original and versatile products that improve lives and inspire outdoor adventure.

Employee Conduct:

Every employee is responsible for contributing to a positive work environment through teamwork, effective communication, and professional interactions with co-workers, customers, and partners.