Regional Sales Manager - Americas (Remote)

About Us

Shearwater Research is a privately held, profitable technology company which is the world leader in the field of technical diving computers and rebreather oxygen controllers. Based in Richmond, British Columbia, we have dealers in over 70 countries, and service centers in Canada, USA, UK, and New Zealand. We take pride in our corporate culture of high energy excellence, with self-managed professionals who thrive in delivering results in a tangible, visible manner. We are a fast growing company with a very bright future.

We provide a culture that embraces innovation, passion, and performance excellence. We offer professional growth opportunities and a dynamic, informal, and engaging workplace. Join our team and enjoy an inspiring environment, where challenging and interesting work is part of daily life. We invite you to check us out at www.shearwater.com

Job Summary:

As our Regional Manager - Americas, your work represents Shearwater’s brand promise: Powerful, Simple,
Reliable. Your primary objective is to lead all Commercial Dealer and Distributor sales in the Americas region.
Reporting to the VP of Sales & Marketing, this role provides leadership to grow the sales of Shearwater products
in the Americas by enhancing the brand through trade, event, and in-store presentation of the Shearwater brand.

You are a student of the changing landscape of consumer dynamics, in tune with best practices that represents a
collaborative strategic planning and execution role between the Shearwater brand and its dealers to meet the
diver’s needs and desires. You will be an agent for change supporting an evolving inside sales operations team.You will work with Marketing to support sell through, and dealer staff education programs.

This position works with Product Management, Customer Service, and Marketing to regionalize global initiatives,
and Demand Planning and Operations to facilitate delivery expectations on behalf of the sales team/ customers.

Job Grade: Career Band 3 (Operations Management) $90k - $130k

Key Responsibility Areas (KRA):

Key Result #1 –Americas Go To Market Sales Strategy (25%)

• Develop and execute Go-To Market Plan for the Americas regional markets to implement best

practice sales and account management

• Support GTM and product gate reviews to supply regional feedback to product teams
• Work with Sales Operations to forecast new product launches
• Plan and price Americas price lists for the various levels of dealer / customers
• Create Sales programs for the Americas regional markets to drive overall sales
• Develop strategic regional brand objectives, creating new customer opportunities and markets.
• Strategically manage marketplace segmentation within the distribution channels throughout

the territory working with Dealers and Distributors to achieve growth.

Key Result #2 – US Account Management (40%)

• Manages key account relations for seasonal performance level results, and opportunities.
• In conjunction with Marketing, develops and implements regional sell-in and Sell-Through plans.
• Develop a Key Sales Results and KPI dashboard that drives our internal and external sales team to achieve

sales targets and maintain margin results by account.

• Developing forward objectives for the assigned region that target new customers and new markets.
• Collaborate with Global Military & Public Safety Business Development manager on Americas MPS business

opportunities, pipeline, and sales.

Key Result #3 – Trade Marketing Support (20%)

• Support Marketing coordination/management of Corporate Trade and Consumer shows in the Americas
• Provide input for pricing and promotional material for Trade and Consumer shows.
• Attend and work at Trade and Consumer shows as required.
• Collaborate with Marketing to build annual trade marketing plans for each region in the Americas
• Execute trade marketing plans with the support of sales operations
• Recommend marketing tools and promotions that assist dealers in selling our products.
• In coordination with Product Managers and Marketing, develop and facilitate product training for

distributors and dealer sales teams to drive sell through and brand equity

Key Result #4 – Sales Operations & Service (15%)

• Work closely with Operations Team (S&OP) to ensure accurate forecasting (units and dollars) for the US

Marketplace reviewed monthly. Communicates significant changes with Demand Planning on a regular
basis and initiating appropriate action plans.

• Report on market trends, dealer/end-user feedback and competitive issues in the market.
• Collaborate with Customer Service to review key customer / product issues within the

marketplace and help continuous improvement for servicing customers in the Americas.

Other Responsibilities
This position requires frequent domestic travel within the USA on behalf of the company to support the above
key result areas. Quarterly travel to the company HQ in Richmond, Canada will also be required.

Qualifications

• University degree (preferably in Business, Marketing or related) or equivalent experience
• 10 years of progressive sales and sales management experience including GTM of North American and/or

South American sales teams and sales partners

• Specific industry knowledge or background in a similar industry selling a premium brand and/or technically

differentiated product offering into the recreational consumer channel is strongly preferred

• Experience in a manufacturing environment is an asset
• 3 years experience in a technical or engineered consumer product environment an asset
• Experience in the diving/marine industry is very desirable

If you like to be part of a positive company culture that builds effective team relationships with honesty, respect
and passion for getting the job done you would make a great addition to our team if you are:

• Passionate about Diving, the Shearwater brand, and a desire to deliver elite users the ultimate experience
• Experience working with key stakeholders and aligning to organizational goals and strategic business plans
• Proven “team first” approach to getting the job done
• Excellent interpersonal skills to build relationships at all organizational levels clearly, honestly and directly
• Strong presentation skills with the ability to represent company in professional communities
• Willingness for extensive overnight travel (30%) and weekend work as required.
• Strong planning and organization to effectively manage multiple resources, priorities and projects
• Excellent trouble-shooting, problem solving and ability to work well under the pressure of deadlines.
• Excellent ability to act as a company ambassador to the external community.
• Must be able to adapt and work in a continuously changing environment.
• Proficient in Microsoft Office; MS Word, MS Excel, MS Project and Power Point
• Experience with Business Central or other digital sales reporting tools

Benefits:

These are some of the benefits Shearwater employees enjoy:

• Flex time and Hybrid work site arrangements for most professional staff
• Company paid Life, AD&D, Dental, Extended Health, EAP Plan + Health Spending Account
• Competitive vacation allowance
• Group RSP with company matching contributions.
• 5 personal days per calendar year (paid out if not used)
• Diving – open water ticket, dry suit and advanced training company paid.
• Bonuses based on successful annual financial performance of the company.

Shearwater Research, is a privately held technology ISO9001:2015 certified world leader in the field of dive
computers for serious divers. Based in Richmond, British Columbia, we have dealers in over 70 countries, and
service centers in Canada, USA, UK, New Zealand, France, and Thailand.

Shearwater Research is an equal opportunity employer. If you are contacted regarding the position, please advise
the member of our recruiting team of any accommodation measures you may require during our selection
process. Information received relating to the accommodation needs of applicants will be addressed confidentially