Sales Representative, Wholesale Accounts

Burlebo; Austin (TX); On-site; USD 65,000 - 90,000; Full time

Job summary

Burlebo is seeking an Independent Sales Representative to manage and grow wholesale accounts in an assigned geographic region. You will build retailer relationships, drive sell-in, and ensure the brand is represented consistently across partner doors while serving as the frontline for our wholesale business.

This role requires hands-on, entrepreneurial attitude, willingness to travel within the territory, and a proven ability to balance existing account management with new business development

Qualifications

• 2-5 years of wholesale sales experience in apparel/outdoor categories.
• Experience managing a geographic territory remotely.
• Strong relationship-building and consultative selling skills.
• Willingness to travel regularly within assigned territory.
• Startup environment adaptability and strong organizational skills.

Responsibilities

• Manage and grow wholesale accounts within assigned territory.
• Build retailer relationships and act as brand ambassador in-market.
• Drive sell-in, ensure orders and fulfillment, and maintain wholesale standards.
• Develop new business through outbound prospecting and pipeline building, balancing existing accounts with growth.

Skills

Wholesale sales

Territory management

Relationship-building

Consultative selling

Travel readiness

Job description

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 an assigned geographic 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.

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

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

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

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

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