Director, Independent Sales - West Coast

Jellycat; United States; Hybrid; USD 175,000 - 195,000; Full time

Benefits offered by this job

Annual bonus

Health coverage (medical, dental, eye)

401k match

PTO 30 days

Employee assistance program

On-site parking & gym

Job summary

Jellycat Inc. seeks a Director, Independent Sales – Western Region to lead the US Independent business. The role blends field leadership with remote work and frequent visits to our offices, focusing on luxury market growth and brand integrity.

You will manage a team of Heads of Sales and 30+ regional managers, drive annual plans, and partner with Marketing, Demand Planning, Operations, and Finance to execute go-to-market initiatives. Residency in the Western Region is required.

Qualifications

• 10+ years in senior commercial leadership roles.
• Experience in luxury or premium retail.
• Proven ability to lead large multi-regional sales teams.
• Strong strategic and commercial mindset.
• Excellent communication and negotiating skills.

Responsibilities

• Develop and execute short- and long-term commercial strategies for the US Independent business.
• Own the commercial performance of the US territory (~half of the Independent business).
• Identify market trends, opportunities, and competitive dynamics to inform decisions.
• Evaluate distribution opportunities, territory investments, and customer growth initiatives.
• Lead high-level negotiations and strategic reviews with priority accounts.

Skills

Senior leadership

Luxury retail experience

Strategic mindset

Data-driven decisions

Stakeholder influence

Job description

Jellycat is a privately owned design-led, gift brand headquartered in London. We create innovative luxurious products in the soft toy, accessory, baby and book categories that are loved around the world. We have an established and growing global customer base and we work with our partners to maximize the potential and reach of Jellycat throughout, sharing joy as we go!As we continue to grow throughout North America, we continue to develop and improve the presence and awareness of our brand.Reporting to the VP Sales, North America, you will define and execute a short and long-term strategy for our US Independent business that elevates brand presence, retail excellence, strengths partnerships, and delivers sustainable brand first revenue growth without compromising Jellycat’s elevated positioning.You will work closely with your US Commercial management team to deliver go-to-market plans and be responsible for setting and aligning on annual budget plans/product forecasts and how you will achieve those, understanding that we would never compromise brand positioning (Luxury) in favor of revenue, so this is critical in the underpinning of everything we do.This position will require you to spend time in the field supporting, developing and coaching your regional sales team, comprised of 3 Heads of Sales and their regional teams, to ensure brand standards are maintained and sales objectives are achieved.The Director, Independent Sales – Western Region is a senior management appointment, and we are looking for someone to join the US Sales team who wants to take on this exciting role with both hands.This candidate must be located in a major metropolitan area, or citadel, in the Western Region. Your time will be mix of field based management, remote work, and regular visits to our corporate offices.

You'll be:

Commercial Strategy & Business Leadership

• Developing and executing short- and long-term commercial strategies that support revenue growth, market expansion, and customer development.
• Owning the commercial performance of the assigned U.S. territory, representing approximately half of the Independent business.
• Identifying emerging market trends, customer opportunities, and competitive dynamics to inform strategic decision-making.
• Evaluating new distribution opportunities, territory investments, and customer growth initiatives.
• Driving execution of strategic priorities while ensuring alignment with company goals and brand standards.
• Serving as a key contributor to commercial planning and broader North American business strategy.

Organizational Leadership

• Leading, developing, and inspiring a team of Heads of Sales, creating a high-performance culture centered on accountability, collaboration, and results.
• Partnering with Sales Training team to provide coaching, mentorship, and leadership development to strengthen organizational capability and prepare future leaders.
• Fostering employee engagement and supporting a culture aligned with Jellycat's values.
• Ensuring organizational structures, resources, and capabilities are optimized to achieve business objectives.

Customer & Market Leadership

• Building and maintaining executive-level relationships with key customers and strategic partners.
• Leading high-impact commercial discussions, negotiations, and strategic business reviews with priority accounts.
• Serving as an advocate for customer needs while balancing company objectives and brand integrity.
• Collaborating with Marketing, Demand Planning, Operations, and Finance teams to support successful execution of business initiatives.
• Leveraging customer and market insights to influence product, inventory, and go-to-market decisions.

Customer & Market Leadership

• Acting as a trusted partner to senior leadership by providing market intelligence and recommendations that inform business strategy.
• Collaborating across departments to drive organizational alignment and effective execution of company priorities.
• Influencing commercial decision‑making related to product launches, territory investments, customer segmentation, and resource allocation.
• Representing the sales organization in leadership discussions and strategic planning initiatives.

Leadership Responsibilities

• Leading a multi-level sales organization overseeing three direct-report Heads of Sales, who oversee 30+ Regional Sales Managers.
• Championing a culture of accountability, continuous improvement, and leadership excellence.
• Partnering with HR and Field Training to Establish clear performance expectations and support professional growth across all levels of the organization.
• Driving succession planning and organizational readiness for future growth.

You'll have:

• 10+ years' experience as an experienced senior commercial professional, including 7+ years of senior leadership experience [managing large, multi-regional sales teams].
• Candidates must have experience in luxury or premium retail, as well as independent channel account experience.
• A passion for brands, retail, and customer experience.
• The ability to lead with resilience and confidence, maintaining clarity and focus when priorities shift and challenges arise.
• A strong strategic and commercial mindset with a track record of delivering growth in complex, fast-paced environments.
• Exceptional communication and influencing skills; confident presenting to senior stakeholders and leading high-level negotiations.
• The ability to coach, develop, and inspire teams, fostering a culture of accountability and excellence.
• The ability to be highly organized, financially literate, and comfortable with data-driven decision-making.
• Must reside in or be based within the managed region.

Physical Requirements:

• 40% - 50% travel is required within your region [8-10 business days per month]
• Prolonged periods of sitting at a desk and working on a computer.
• Ability to remain standing and walking for extended periods when in the field with your teams.
• Ability to drive a motor vehicle and maintain a valid driver's license, if driving is an essential function of the position.

Compensation:

Compensation:$175k - $195k

The good stuff:

• Bonus – Annual discretionary bonus tied to both company performance and personal contribution.
• Health Coverage – Medical (Blue Cross Blue Shield + generous Health Savings Account contribution), dental, vision, disability, and life insurance — most of it on us.
• 401k – We'll match every single dollar up to 5% of your salary. Free money for your future!
• 30 Days PTO – Prorated and then loaded at the start of each year. Vacation and sick time combined, and yours to use.
• Employee Assistance Program – Confidential support for whatever life throws your way.
• Paid Parking + Perks – Covered, skyway-connected parking on us, plus a free gym, on-site clinic, pharmacy, and many local restaurants within walking distance.
• Social Events – A very active social committee keeping the calendar full of celebrations and good times.

Jellycat Inc. is an Equal Opportunity Employer. We welcome applicants from all backgrounds and make employment decisions without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, or any other protected status. We are committed to a fair, inclusive workplace where everyone can thrive.