Inside Sales Representative, Wholesale Accounts

Burlebo; Austin (TX); On-site; USD 65,000 - 95,000; Full time

Job summary

Burlebo is seeking an Inside Sales Representative for wholesale accounts to cultivate and grow a Northeast territory. You will manage retailer relationships, ensure brand alignment, and drive sell-in while identifying new opportunities across seasonal lines.

The role emphasizes hands-on entrepreneurship, remote territory management, and frequent travel to partner doors to support growth and brand presence.

Qualifications

• 2–5 years of wholesale sales experience in apparel, lifestyle, outdoor, or athletic categories.
• Experience managing a geographic territory (remote) and independent retail accounts.
• Strong relationship-building and consultative selling skills.
• Comfortable working in a fast-paced startup environment with limited structure.
• Willingness to travel regularly within assigned territory.
• Strong organizational skills and ability to manage multiple accounts simultaneously.

Responsibilities

• Account Management & Relationship Building: Build and strengthen wholesale account relationships; serve as primary point of contact; ensure brand consistency.
• Account Tiering & Coverage Strategy: Manage accounts per tiering structure; focus on high-priority accounts with in-person visits and planning; drive long-term growth.
• Territory Growth & New Business Development: Balance existing account growth with new business Prospecting; 70% time on existing accounts; 30% on new business.
• Market & Brand Feedback: Gather retailer insights on product, pricing, and trends; share competitive intelligence and support launches and events.

Skills

Relationship-building

Consultative selling

Territory management

Travel readiness

Job description

Inside Sales Representative, Wholesale Accounts

BURLEBO is a growing brand in men's outdoor clothing, dedicated to providing high-quality, durable, and stylish gear for the Athlete, the Outdoors, and the Family. We are passionate about innovation, sustainability, and performance-driven apparel that empowers our team and customers to explore the great outdoors with confidence.

Role Summary

The Independent Sales Representative is responsible for managing and growing wholesale accounts within the northeast region. This role is the frontline of our wholesale business and plays a critical role in building retailer relationships, driving sell-in, and ensuring our brand is represented consistently across all partner doors.

As an emerging lifestyle brand, we are looking for Sales Representatives who are hands‑on, entrepreneurial, and comfortable owning their business end‑to‑end within their territory.

1. Account Management & Relationship Building

• Build, maintain, and strengthen relationships with all wholesale accounts in the assigned territory


• Serve as the primary point of contact for retailers, owning the day‑to‑day account relationship


• Act as a brand ambassador in‑market, ensuring alignment with brand standards and values

2. Account Tiering & Coverage Strategy

• Manage accounts according to the company’s tiering structure:


• Highest priority accounts


• Frequent touchpoints, in‑person visits, and strategic planning


• Drive long‑term growth and expansion

Silver Accounts (Mid Tier):

• Maintain consistent communication


• Identify upsell, expansion, and assortment optimization opportunities


• Nurture relationships and educate on the brand


• Support progression into Silver‑tier status over time


• Drive sell‑in across seasonal lines and key programs


• Ensure accounts are compliant with wholesale order requirements:


• Minimum per new style: 6–8 units per style (S–XXL)


• Minimum of 2 units per size ordered


• Partner with internal teams to submit accurate orders and follow through from sell‑in to fulfillment

4. Territory Growth & New Business Development

• Sales Representatives are expected to manage their time intentionally to balance growth of existing accounts with new business development.


• 70% of time – Existing Account Management


• Managing and growing current wholesale relationships


• Driving seasonal sell‑in, reorders, and assortment expansion


• Account planning, in‑person visits, follow‑ups, and issue resolution


• 30% of time – New Business Prospecting


• Identifying, researching, and qualifying new wholesale accounts


• Outbound outreach via email, phone, and social channels


• Scheduling intro calls, meetings, and first appointments


• Building a healthy pipeline aligned with the brand’s distribution strategy


• New business prospecting is expected to take place in the mornings, prior to lunch, when focus and response rates are highest

5. Market & Brand Feedback

• Gather and share retailer feedback on product, pricing, and market trends


• Provide competitive insights and regional intelligence to sales and product teams


• Support product launches, regional events, and key selling moments as needed

Qualifications

• 2–5 years of wholesale sales experience, preferably in apparel, lifestyle, outdoor, or athletic categories


• Experience managing a geographic territory (remotely) and independent retail accounts


• Strong relationship‑building and consultative selling skills


• Comfortable working in a fast‑paced startup environment with limited structure


• Willingness to travel regularly within assigned territory


• Strong organizational skills and ability to manage multiple accounts simultaneously

Highly Preferred

• Existing relationships and/or professional connections within the Northeast retail market


• Strong familiarity with the Northeast independent retail landscape and key specialty retailers


• Existing network of buyers, store owners, and/or retail decision‑makers throughout the Northeast


• Previous experience managing or selling into a Northeast territory

What Success Looks Like

• Consistent year‑over‑year growth within the territory


• Clean order execution and compliance with wholesale standards


• Positive brand presence and reputation in‑market


• Consistent morning prospecting ensures a steady pipeline while allowing afternoons to be dedicated to account management, meetings, and travel