VP / Director of Wholesale (Full-Time, Remote USA)
Our client is an established outdoor consumer brand with a strong presence across subscription, e-commerce, and major retail channels. Founded over a decade ago, the company pioneered its category and now reaches millions of customers through national retailers and direct-to-consumer platforms. The business is focused on building a lean, profitable, and sustainable growth model, driven by strong fundamentals and measurable impact.
Position Overview
We're hiring a VP/Director of Wholesale to own our client's wholesale business end-to-end and manage Amazon as a critical secondary channel. This role leads commercial strategy, buyer relationships, sell-in, sell-through, and joint business planning across Walmart, Academy, Dick's Sporting Goods, and the pipeline of accounts we're actively pursuing. You'll inherit established relationships, an ambitious expansion roadmap, and full ownership of a channel central to the business.
This is a senior commercial leadership role with a direct line to the COO and CEO and a seat at the strategic table for pricing, assortment, product development, and inventory planning.
Core Responsibilities
- Wholesale P&L and strategy. You set the vision for how Company sells into our wholesale accounts. You own revenue and margin targets across the account base.
- Buyer relationships at the highest level. You're the primary relationship holder with category managers and buying teams at our top accounts. You run line reviews, negotiate programs, manage promotional calendars, and resolve escalations.
- New account development. You prioritize and close the next wave of wholesale expansion, including accounts already in active pipeline and new opportunities you identify.
- Sell-through and joint business planning. You work with buying teams on forecasting, replenishment, in-store execution, and post-mortem analysis. You reduce chargebacks, improve fill rates, and build the operational discipline that makes us a preferred vendor to our accounts.
- Amazon channel management. You own our Amazon business, including assortment strategy, content, advertising performance, and inventory planning. You'll have marketing and operational support, but the P&L sits with you.
- Cross-functional leadership. You partner with sourcing on assortment and costing, with operations on S&OP and inventory, with finance on pricing and margin, and with product development on what we bring to wholesale next.
Requirements
- 10-15+ years selling into wholesale, with direct experience owning relationships at one or more of: Walmart, Academy, Dick's Sporting Goods, Target, Costco, or comparable mass and sporting goods accounts. Fishing, hunting, outdoor, or adjacent CPG categories strongly preferred.
- A track record of closing and growing major accounts. You can point to specific programs you built, lines you expanded, and revenue you drove.
- Operational fluency. You understand wholesale math, trade spend, chargebacks, OTIF, EDI, replenishment models, and the mechanics of how goods actually move through a buyer's system.
- Amazon experience as an owner or senior operator, including Seller Central/Vendor Central, advertising, and content strategy.
- Comfort with ambiguity and ownership. You'll build systems as often as you run them.
- Executive presence. You can represent Company in the room with senior buyers, board members, and potential acquirers.
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