Wholesale Key Account Sales Rep

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

📋 Description

• Develop and oversee a pipeline of targeted retail accounts within specialty, gifting, outdoor, resort, sporting goods, and other pertinent sectors.

• Engage in prospecting and initiate cold outreach to buyers and merchants to secure introductory meetings.

• Lead initial presentations to sell the Shinesty brand, its products, and economic advantages.

• Negotiate and finalize initial commercial agreements regarding assortment, pricing, terms, and order quantities.

• Establish and nurture long-term, trustworthy relationships with buyers, merchants, planners, and allocators.

• Gain insights into each retailer's customer base, assortment strategy, calendar, and internal decision-making processes.

• Conduct regular business reviews, line reviews, and discussions to assess sell-through performance.

• Present performance metrics and opportunities to empower buyers to advocate for Shinesty within their organizations.

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

• Create annual and seasonal account strategies that encompass revenue, assortment, retail locations, departments, and promotional activities.

• Identify underperforming stores, products, or programs and formulate corrective action plans.

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

• Utilize account-, SKU-, and door-level data to recommend products, quantities, pricing, and promotional strategies.

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

• Monitor sell-through rates and inventory levels to pinpoint reorder opportunities and identify replenishment risks.

• Forecast account performance by analyzing relevant metrics.

• Maintain up-to-date account plans, pipelines, and next steps in the CRM system.

• Reach $1M in closed business by fiscal 2027 and develop a qualified pipeline that supports projected revenue for fiscal 2028.

⛳️ Requirements

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

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

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

• Proven experience managing a territory, book of business, or major account relationship, preferably in wholesale, retail, or distributor sales.

• Strong understanding of retail math including sales, margin, inventory, turns, weeks of supply, and units per door per week.

• Ability to transform analysis into clear commercial recommendations and effectively present them to buyers or senior retail stakeholders.

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

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

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

• Resilience in the face of rejection, adept at cold outreach, and confident in requesting business from buyers.

• Comfortable representing a bold and irreverent consumer brand.

🏝️ Benefits

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

• Provision of a laptop and any additional equipment needed for your role.

• Access to any AI platforms that enhance your job performance.

• Comprehensive medical, dental, and vision insurance.

• Dog-friendly office environment.

• Flexible paid time off, with no need to accrue; take as much as you need.

• Flexible working hours; focus on completing your work and achieving results.

• Discounts and free products available.

• Daily collaboration with a highly intelligent, enjoyable, and creative team.