Director of Wholesale (US based)

STerry; United States; Remote; USD 150,000 - 210,000; Full time

Job summary

STERRY, a growth-oriented marketing agency, seeks a Director of Wholesale to lead US wholesale expansion across major retail channels, with oversight of Canada and the UK. This remote, full-time role focuses on growth, strategic partnerships, and scaled wholesale operations while maintaining brand integrity.

The ideal candidate has 8+ years in wholesale leadership for consumer brands and a proven ability to drive revenue in omnichannel environments, negotiate with national retailers, and

Qualifications

• 8+ years of wholesale sales or related leadership experience.
• Proven success growing wholesale revenue for consumer brands in US markets.
• Omnichannel retail experience in DTC and brick-and-mortar.
• Strong margin management and retail math skills.
• Experience with major retail accounts and partnerships.

Responsibilities

• Develop and execute wholesale growth strategy across US, Canada and UK, focusing on the US market.
• Identify and secure new wholesale opportunities with national, regional, and specialty retail partners across North America and the United Kingdom.
• Manage relationships with key retail accounts, distributors, and strategic partners across assigned markets.
• Oversee wholesale forecasting, inventory planning, and Open-to-Buy (OTB) management to maximize profitability and minimize inventory risk across all wholesale channels.
• Analyze retail performance metrics, sell-through rates, margins, inventory levels, and market trends to inform strategic business decisions.
• Lead account negotiations, pricing strategies, promotional planning, and commercial discussions with retail partners.
• Collaborate with Operations, Supply Chain, Finance, and Marketing teams to ensure seamless execution of wholesale initiatives across multiple regions.
• Oversee retailer compliance requirements, vendor onboarding, EDI integrations, and vendor portal operations across wholesale partners in the United States, Canada, and the United Kingdom, ensuring operational excellence and adherence to retailer standards.
• Monitor industry trends, competitor activity, and emerging opportunities across the United States, Canada, and the United Kingdom to identify areas for growth.
• Build scalable wholesale processes, frameworks, and operational standards that support long-term international expansion.

Skills

Wholesale sales

Retail partnerships

Business development

Leadership

Negotiation

Forecasting

Cross-functional collaboration

Strategic planning

Tools

EDI systems

Vendor portals

Job description

Director of Wholesale (US based)

Location: Remote Job Type: Full-time

Join a dynamic growth marketing agency where strategy meets execution

At STERRY, we're not your average marketing agency- the rocket fuel behind crowdfunding and e-commerce success. Since day one, we've helped clients generate over $100 million in trackable online revenue through strategies rooted in measurable performance.

About the Role

We are seeking an experienced and strategic Director of Wholesale to lead the expansion of our wholesale business across major retail channels in the United States, with additional oversight of wholesale growth initiatives in Canada and the United Kingdom. While the role will support expansion efforts across all three markets, the primary focus will be on driving growth, building strategic retail partnerships, and scaling wholesale operations within the U.S. market.

This role will be responsible for developing and executing wholesale growth strategies, managing key retail partnerships, optimizing inventory and margin performance, and driving profitable revenue growth while maintaining brand integrity.

The ideal candidate comes from a successful direct-to-consumer (DTC) consumer products, apparel, beauty, or lifestyle brand that has successfully scaled into major retail distribution. You will play a critical role in building and strengthening relationships with retail partners while ensuring operational excellence across wholesale channels.

What You'll Do

• Develop and execute the company's wholesale growth strategy across the United States, Canada and the United Kingdom, with a primary focus on the U.S. market.
• Identify, negotiate and secure new wholesale opportunities with national, regional, and specialty retail partners across North America and the United Kingdom.
• Manage and expand relationships with key retail accounts, distributors, and strategic partners across assigned markets.
• Oversee wholesale forecasting, inventory planning, and Open-to-Buy (OTB) management to maximize profitability and minimize inventory risk across all wholesale channels.
• Analyze retail performance metrics, sell-through rates, margins, inventory levels, and market trends to inform strategic business decisions.
• Lead account negotiations, pricing strategies, promotional planning, and commercial discussions with retail partners.
• Collaborate closely with Operations, Supply Chain, Finance, and Marketing teams to ensure seamless execution of wholesale initiatives across multiple regions.
• Oversee retailer compliance requirements, vendor onboarding, EDI integrations, and vendor portal operations across wholesale partners in the United States, Canada, and the United Kingdom, ensuring operational excellence and adherence to retailer standards.
• Monitor industry trends, competitor activity, and emerging opportunities across the United States, Canada, and the United Kingdom to identify areas for growth.
• Build scalable wholesale processes, frameworks, and operational standards that support long-term international expansion.

Who You Are

• 8+ years of experience in wholesale sales, retail partnerships, business development, or related leadership roles.
• Proven success growing wholesale revenue for a consumer brand in the US market.
• Strong omnichannel retail experience with an understanding of both direct-to-consumer (DTC) and brick-and-mortar retail environments.
• Demonstrated expertise in margin management, retail math, forecasting and Open-to-Buy (OTB) planning.
• Experience managing major retail accounts and wholesale partnerships.
• Strong negotiation and relationship management skills.
• Experience working with vendor portals, EDI systems, retailer compliance requirements, and wholesale operations.
• Excellent analytical, financial, and strategic planning capabilities.
• Strong leadership and cross-functional collaboration skills.

Nice To Have:

• Experience working with major retailers, specialty retailers, department stores, shopping networks, beauty retailers, or large-scale distribution partners.
• Background in apparel, beauty, fashion, consumer products, or lifestyle brands.
• Experience leading a brand's transition from DTC-focused sales into large-scale retail distribution.
• Established network of retail buyers and wholesale industry contacts.

What Success Looks Like

• Expansion of strategic wholesale partnerships.
• Sustainable revenue growth across wholesale channels.
• Strong inventory and margin performance.
• Improved retailer relationships and account retention.
• Scalable wholesale operations supporting long-term company growth.

If you have successfully scaled wholesale channels, built strong retail partnerships, and understand how to grow a brand across both digital and physical retail environments, we'd love to hear from you.

STERRY Limited is an equal opportunity employer.