Key Account Executive – Wholesale

This is a fully remote position, open to applicants in Colorado, +4 more states.

📋 Description

• Identify, initiate, and develop wholesale accounts for Shinesty.

• Seek out and approach prospective retail partners.

• Cultivate relationships with buyers to place Shinesty products on retail shelves.

• Increase account presence through additional locations, departments, and larger reorder volumes.

• Create and oversee a pipeline of targeted retail accounts across various sectors, including specialty, gifting, outdoor, resort, sporting goods, and other pertinent channels.

• Conduct prospecting and cold outreach to buyers and merchants to secure initial meetings.

• Lead initial presentations to introduce the Shinesty brand, products, and economic benefits.

• Negotiate and finalize initial commercial agreements covering product assortment, pricing, terms, and first orders.

• Establish trustworthy relationships with buyers, merchants, planners, and allocators.

• Gain insight into retailers' customer demographics, assortment strategies, timelines, and decision-making processes.

• Facilitate ongoing business reviews, line reviews, and discussions about sell-through performance.

• Present performance metrics and opportunities to assist buyers in advocating for Shinesty within their organizations.

• Increase reorder volumes, broaden product assortments, introduce new categories, and secure additional retail locations.

• Develop annual and seasonal account plans that encompass revenue goals, assortments, locations, departments, and promotional strategies.

• Identify underperforming stores, products, or programs and devise improvement strategies.

• Map buying departments and key decision-makers to discover new categories or buying teams.

• Utilize account, SKU, and door-level data to recommend product offerings, quantities, pricing, and promotional tactics.

• Collaborate with design, product, and merchandising teams to create retailer-specific assortments.

• Monitor sell-through rates and inventory levels for opportunities to reorder and address replenishment risks.

• Forecast account performance by analyzing relevant metrics.

• Maintain updated account plans, pipelines, and next steps in the CRM system.

• Achieve $1M in closed business by fiscal year 2027.

• Establish a qualified pipeline and expansion strategies aimed at generating $3–4M in revenue for fiscal year 2028.

• Initiate and develop new key accounts with structured account plans and regular business reviews.

• Maintain net revenue retention above 130% for newly opened accounts.

• Enhance reorder rates, product assortment depth, and units sold per door weekly.

• Ensure over 60% of prebooked orders are completed before seasonal deadlines.

⛳️ Requirements

• Demonstrated success in outbound and new business sales, including prospecting, cold calling, and closing new accounts.

• Confidence in selling to retail buyers and persistently asking for the business.

• Experience managing a territory, business portfolio, or significant account relationship, preferably in wholesale, retail, or distributor sales.

• Strong understanding of retail metrics, including sales, margin, inventory, turnover, supply weeks, and units sold per door weekly.

• Proven capability to convert analysis into clear commercial recommendations and effectively present them to buyers or senior retail stakeholders.

• Exceptional communication, relationship-building, and negotiation abilities; adept at influencing without formal authority.

• High sense of ownership, urgency, and commitment; comfortable operating in an entrepreneurial environment without extensive corporate support.

• Willingness to travel for prospecting, retailer meetings, line reviews, store visits, and trade shows.

• Particularly relevant: a strong background in outbound sales and the prospecting/closing of new retail accounts.

• Experience in men's apparel, underwear, socks, accessories, outdoor products, gifting, or seasonal items is advantageous.

🏝️ Benefits

• Option to work from home (please note that travel is expected to be around 40%).

• Provision of a laptop and any other necessary equipment.

• Access to AI platforms that enhance job performance.

• Comprehensive medical, dental, and vision insurance.

• Dog-friendly workplace.

• Flexible paid time off (PTO) policy, allowing you to take time off as needed without accrual.

• Flexible working hours to complete tasks and achieve results.

• Discounts on products and complimentary items.

• Collaborate daily with a highly intelligent, fun, and creative team.