Senior Sales Manager – Specialty Retail

Role Overview

• Develop channel strategy, including joint business plans and quarterly/seasonal strategies tailored to each retailer’s unique format and shopper base.
• Serve as the primary owner for all Specialty Retail accounts, including department stores, pop culture retailers, book/toy chains, and promo/closeout buyers.
• Build and maintain strong relationships across buying, planning, supply chain, and marketing teams.
• Own revenue forecasting, opportunity sizing, and performance analysis for each account.
• Drive new distribution expansion opportunities across categories and sub-classifications.
• Manage seasonal pitches, category reviews, product previews, and promotional negotiations.
• Identify white-space opportunities for limited editions, fandom tie-ins, or exclusive product collaborations.
• Manage external partners, including outside sales agencies and distributors to unlock growth opportunities.
• Drive the Corporate Promo channel strategy, positioning it as a high-impact consumer discovery and brand awareness engine while delivering profitable revenue growth.
• Manage and growth the existing supplier partner relationship, ensuring alignment on brand standards, product assortment, and pricing.
• Track and report performance metrics, including revenue, margin, customer reach, and repeat business.
• Identify and pursue new corporate promo opportunities, including agencies, distributors, B2B platforms, and strategic brand partnerships.
• Ensure brand integrity and channel discipline, including logo usage, customization guidelines, packaging, and distribution controls.
• Ensure flawless item setup, content accuracy, packaging readiness, and in-store merchandising execution in collaboration with Sales Operations and Marketing.
• Track inventory levels, replenishment performance, and sell-through trends; proactively address risks ranging from stock-outs to slow-moving SKUs.
• Manage order flow, PO accuracy, and shipping timelines across a highly varied retailer base with the support of the Sales Operations team.
• Partner with Marketing on account-specific campaigns, retail storytelling, in-store displays, and seasonal marketing alignment.
• Collaborate with Product teams on line architecture, retailer exclusives, and product innovation opportunities.
• Work with Finance and Operations to optimize margins, freight planning, and demand forecasting accuracy.
• Deliver weekly, monthly, and quarterly performance updates, highlighting KPIs, risks, and growth opportunities.
• Leverage industry trends, pop culture/fandom insights, and competitive analysis to shape account strategies.
• Monitor promotional effectiveness and provide post-mortem insights to inform future planning.

Requirements

• 8-10+ years of experience in account management, retail partnerships, or CPG/consumer products sales
• Experience with Department Stores, Fashion/Lifestyle, Book/Toy/Fandom channels, and Corporate Promo is strongly preferred
• Bachelor’s Degree in Business, Marketing, or equivalent work experience
• Demonstrated ability to communicate, present, and influence multiple levels of an organization
• Ability to manage diverse account types with different needs, calendars, and operating structures
• Highly organized, proactive, and comfortable managing multiple priorities in a fast-paced environment
• Must be a self-starter that shows ownership and commitment to the job
• Highly versed in Microsoft Office Suite with specific emphasis in Excel & PowerPoint. Comfortable with G-Suite platform
• Action-oriented and flexible mindset to drive impact in a fast-paced, rapidly changing growth environment
• Sense of humor, personal integrity, and appreciation for the power of teamwork
• Ability to travel domestically up to 30%.

Benefits

• 20% annual bonus potential