Sr. Director, Wholesale

DESCRIPTION

quip is looking for a strategic and hands-on Sr. Director Wholesale  to own channel performance end-to-end, including customer relationships, revenue growth, team leadership, and cross-functional execution. Reporting directly to the CEO, this leader is a critical member of the senior leadership team and will partner closely with all functions in the organization to drive sustainable growth and build scalable processes along with new business development. This role is intentionally hands-on; the right candidate is equally comfortable and eager to strike a balance between setting and leading strategy and also rolling up their sleeves to execute. They will seamlessly balance leadership responsibilities with direct ownership of key initiatives in a fast-moving environment.

The role manages our largest channel - Retail Sales. In addition, the role is responsible for investigating and pursuing new business opportunities.

This is a hybrid role based in our DUMBO, Brooklyn office two days per week. Up to 25% travel required to trade shows and customer meetings.

Base Salary: $170k to $190k

This range represents anticipated base salary range for this position, in addition to competitive benefits and equity (as applicable). We carefully assess and consider several factors with each candidate, including location, role-related knowledge, experience and skills. Compensation may vary based on these considerations.

RESPONSIBILITIES

Channel Strategy & Ownership

• Own overall performance of the Retail channels, including revenue growth, profitability, and execution against business objectives
• Maintain direct responsibility for new business and other B2B opportunities
• Maintain full P&L accountability, including pricing, promotional strategy, assortment planning, and GTN management
• Serve as DRI for channel-level OKRs and long-term planning initiatives
• Identify and pursue growth opportunities including expanded distribution, new accounts, and emerging channels

Customer & Partner Leadership

• Own key customer and broker relationships and act as the senior point of contact for strategic partnerships
• Lead negotiations and annual planning processes with major accounts
• Maintain a strong understanding of market trends, competitive dynamics, and customer needs to inform strategy

Team Leadership & Development

• Manage and develop a high-performing team of Account Managers and sales professionals across all channels
• Provide coaching, performance management, and career development to team members
• Build team structure and processes that scale alongside business growth
• Be directly responsible for some key account activities as a hands-on leader and contributor as well as coach

Cross-Functional Collaboration & Execution

• Partner closely with Marketing on in-store, digital merchandising, and retail marketing initiatives
• Collaborate positively with Finance and Operations to ensure accurate forecasting, inventory planning, and performance tracking; Ensures processes are followed to allow seamless teamwork
• Drive data-informed decision making through reporting and analytics, partnering with internal insights and e-commerce stakeholders
• Advocate for the Retail channels internally, aligning cross-functional teams around priorities and initiatives
• Be a key advocate and stakeholder in New Product strategy, developing and execution

Operational Excellence

• Drive efficiency and ROI across trade spend, marketing investments, and operational processes
• Balance short-term execution needs with long-term strategic planning in a high-growth environment
• Provide accurate forecasts and measure against goals

REQUIREMENTS

• 8+ years of experience in sales or account management within the consumer packaged goods industry
• Demonstrated success managing and growing key retail accounts (Walmart, Target strong preference). B2B experience is a plus but not mandatory. Has experience leading and developing high-performing teams.
• Strong commercial acumen with experience owning or influencing P&L outcomes
• Ability to operate as both a strategic leader and hands-on operator in a lean environment
• Strong analytical skills and comfort using data to drive decisions and influence stakeholders
• Excellent communication and presentation skills with the ability to build alignment across functions and levels
• Ability to manage multiple priorities and execute effectively in a