As we continue to expand, we're seeking a Director of Wholesale Sales to drive strategic growth, secure new retail partnerships, and optimize sales strategy across mass, specialty, and independent retail channels. This is a hands-on leadership role ideal for a sales professional who thrives in a scaling, entrepreneurial environment where they can directly impact revenue growth while building scalable sales systems for long-term success.
Role Summary
The Director of Wholesale Sales will be responsible for developing and executing our wholesale sales strategy, owning key retail relationships, and driving revenue growth across national and independent retail partners. This role requires both strategic thinking and hands-on execution, balancing business development, key account management, and sales operations. The ideal candidate has a strong background in wholesale sales within consumer goods, home, garden, or lifestyle categories and is eager to play a key role in scaling a growing brand.
Responsibilities
1. Business Development & Key Account Management
Own and expand our presence across mass, specialty, and independent retail channels.
Develop and execute sales strategies to secure new retail partnerships and optimize existing accounts.
Manage and strengthen relationships with major retailers (e.g., Target, Club) to expand shelf presence and negotiate favorable terms.
Collaborate with marketing and product teams to craft compelling pitches and promotional plans tailored to key retailers.
2. Sales Strategy & Execution
Drive revenue growth and profitability by optimizing pricing, merchandising, and promotional strategies.
Analyze sell-through data, account performance, and market trends to refine sales strategies.
Develop forecasting models and demand planning processes to align production and inventory with sales projections.
Work closely with operations and finance to ensure strong margin performance and efficient fulfillment.
3. Sales Infrastructure & Team Growth
Establish sales operations processes, reporting structures, and CRM tools to improve efficiency and visibility.
Work cross-functionally with brokers, reps, and internal teams to scale wholesale sales efforts effectively.
Evaluate and develop external sales resources (brokers, rep groups) to support growth in key markets.
Qualifications
7+ years of experience in wholesale sales, preferably in consumer goods, home, garden, or lifestyle industries.
Proven track record of landing and managing major retail accounts with measurable revenue growth.
Hands-on sales leader with experience executing deals and driving business development.
Strong negotiation skills with experience managing retail buyers, brokers, and independent sales reps.
Data-driven mindset with experience in sales forecasting, CRM tools, and margin optimization.
Entrepreneurial approach-excited by a fast-paced, founder-led company with significant growth opportunities.
Key Skills
Sales Leadership & Business Development - Ability to personally drive sales while scaling a sales function over time.