Senior Sales Manager, Wholesale

This is a fully remote position, open to applicants in United States, +1 more state.

📋 Description

• Take ownership of the sales strategy and P&L relationship for significant national accounts, including Target, Ulta, Olive Young, and upcoming retail launches.

• Forecast, analyze sell-through, and plan account activities.

• Cultivate buyer relationships, navigate delicate negotiations, and present commercially valuable concepts for major accounts.

• Transform weekly and monthly POS and sell-through data into actionable insights.

• Lead the independent retailer channel strategy, encompassing merchandising, promotions, and management of representatives or agencies.

• Oversee third-party representatives and agencies that support expansion into new markets and accounts.

• Direct the retail marketing calendar for Ulta, Target, and Olive Young, including launch assistance, in-store activation, sampling, and seasonal campaigns.

• Act as the main marketing liaison to retailer internal teams, securing incremental placements, co-op funding, and promotional support.

• Develop promotional calendars that enhance sell-through without depending on discounting.

• Collaborate with Creative to brief and deliver retailer-specific launch toolkits.

• Monitor ROI on co-op expenditures, sampling, and in-store activations to inform future strategies.

• Build and lead the wholesale operations and account coordination team while maintaining a hands-on approach.

• Collaborate with Operations and the warehouse team to ensure compliance and timely fulfillment for key accounts.

• Keep wholesale catalogs and price sheets updated, refreshing them at least biannually.

• Manage external vendors to ensure sales collateral and displays are adequately stocked.

• Report directly to the COO.

⛳️ Requirements

• 7+ years of retail or wholesale sales experience with a consumer brand.

• Demonstrated success in increasing a beauty brand’s revenue and sell-through within major retailers.

• Direct, hands-on experience in managing Target and/or Ulta as a key account.

• Strong commercial acumen in forecasting, account planning, P&L management, inventory, POS data, and sell-through analysis.

• Proven experience in owning retail or trade marketing strategies, including promotions, co-op budgets, sampling, merchandising, and in-store activation.

• Capable of building trusted relationships with buyers, leading sensitive negotiations, and presenting commercially valuable ideas to partners.

• Experience in leading teams while remaining actively involved in execution, reporting, and account management.

• Familiarity with Olive Young or Sephora is a plus.

• Experience managing an independent retailer network via Faire.com is a plus.

• Experience in leading third-party sales representatives, agencies, and external vendors is a plus.

• Experience supporting new retailer launches, international expansion, in-store displays, or sampling initiatives is a plus.

• Familiarity with CRM, sales reporting, and account-planning tools is a plus.

🏝️ Benefits

• 100% remote work, enabling you to contribute from the environment where you perform best.

• Flexible PTO policy.

• Comprehensive medical benefits.

• Competitive compensation (commensurate with experience).

• Direct collaboration with the COO, providing meaningful influence over company-level retail decisions.