Director of Wholesale Sales

Our client is a ~$10m Chicago-based home goods company. The search is confidential in writing, but we can share more details over the phone.

Role Summary:

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.

The Director of Wholesale Sales will be responsible for developing and executing a 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.

Key Responsibilities:

Business Development & Key Account Management

• Own and expand 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, World Market, 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.

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.

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 & Competencies:

• Sales Leadership & Business Development – Ability to personally drive sales while scaling a sales function over time.
• Strategic Thinking & Execution – Balances long-term growth planning with day-to-day sales execution.
• Negotiation & Relationship Management – Builds strong retail partnerships and closes deals effectively.
• Analytical & Data-Driven – Uses sales data and market insights to drive smart decisions.
• Entrepreneurial & Growth-Oriented – Thrives in a high-growth, founder-led environment.
• Cross-Functional Collaboration – Works seamlessly with marketing, operations, and product teams.