Specialty Sales Manager

Remote; San Francisco (CA); Remote; USD 70,000 - 100,000; Full time

Benefits offered by this job

100% employer-paid health insurance

100% employer-paid short- and long-erm

100% employer-paid life insurance

Affordable vision and dental insurance

18 days of PTO per year, plus 2 floati

401(k) with employer match

Generous employee discount

Job summary

Squishable, Inc. is seeking a Specialty Sales Manager to grow our specialty wholesale channel across North America. You will cultivate relationships with specialty retailers, support independent reps, and execute strategies to expand distribution and drive sales.

You’ll collaborate with marketing, product development, and operations to create merchandising, planograms, and sales initiatives, while reporting KPIs and forecasts to leadership.

Qualifications

• Bachelor’s degree in business, sales, marketing, or related field.
• At least 4 years of account management or sales experience in toys, gifts, or consumer products.
• Experience with specialty retailers, independent reps, and wholesale distribution preferred.
• Existing relationships within the specialty toy and gift retail community preferred.
• Ability to travel ~25% for trade shows and events.
• Proven ability to develop sales strategies and manage customer relationships.

Responsibilities

• Grow relationships with specialty toy, gift, game, hobby, and boutique retailers in North America.
• Identify new business opportunities and expand distribution channels.
• Coordinate with trade associations and buying groups like ASTRA.
• Train and support independent sales reps with education, tools, incentives.
• Develop and execute specialty sales strategies with measurable KPIs.
• Coordinate trade shows, gift shows, and customer meetings.

Skills

Specialty Wholesale Sales

Relationship Management

CRM/ERP

Reporting & KPIs

MS Office & Google Workspace

Travel readiness

Education

Bachelor's degree in business, sales, marketing, or related field

Tools

NetSuite

MarketTime

Vendor extranets

Job description

Squishable is a close-knit team of designers, artists, pop-culture fanatics, and lovers of all things adorable. Together we create the cutest, cuddliest (and sometimes downright unusual) plush and lifestyle products in the world. With the millions-strong Squishable fan community cheering us on (and a lot of cupcakes, coffee, and karaoke) we make people say “awww.” Our offices are in a sunny loft in NYC's Flatiron District and in downtown Washington, DC.

Job Summary:

The Specialty Sales Manager is responsible for managing and growing Squishable's specialty wholesale sales channel. This role focuses on developing relationships with specialty retailers, supporting independent sales representatives, and executing strategies to expand distribution and drive sales. The Specialty Sales Manager will also serve as the primary point of contact for industry trade associations and buying groups, helping strengthen Squishable's presence within the specialty toy and gift market.

Responsibilities

• Managing and growing relationships with specialty toy, gift, game, hobby, and boutique retailers throughout North America

• Identifying new business opportunities, developing prospective accounts, and executing strategies to expand Squishable's specialty distribution channels

• Serving as the primary point of contact for trade associations, including ASTRA, and catalog and buying groups, such as The Good Toy Group

• Managing, training, and supporting independent sales representative teams through product education, sales tools, incentives, and ongoing communication

• Developing and executing specialty sales strategies, establishing measurable KPIs, and preparing sales reports and forecasts

• Building strong relationships with specialty retailers and industry partners to identify growth opportunities and strengthen existing business

• Planning, coordinating, and attending trade shows, gift shows, industry events, and customer meetings

• Working in tandem with the marketing, product development, and operations teams to develop merchandising materials, planograms, promotional programs, and sales initiatives

• Gathering retailer feedback and market insights to support product development, sales strategies, and business decisions

• Maintaining comprehensive product knowledge and communicating new releases, product updates, and sales opportunities to retailers and representatives

• Identifying opportunities to improve sales processes, communication, and overall channel efficiency

• Providing support for wholesale inquiries, sales documentation, and order-related needs as necessary

• Other duties as assigned

Skills

• Specialty Wholesale Sales: Strong understanding of specialty retail channels, wholesale distribution, and independent sales representative networks

• Relationship Management: Ability to develop and maintain strong relationships with retailers, sales representatives, trade associations, and industry partners

• CRM/ERP: Comfortable using CRM systems to manage leads and existing customer relationships. Experience with NetSuite, MarketTime, and/or vendor extranets is preferred

• Reporting: Experience developing sales reports, tracking KPIs, analyzing performance, and presenting actionable recommendations

• Microsoft Office Suite: Intermediate Excel and Word skills, along with proficiency in Google Workspace and presentation tools

• Communication: Excellent written and verbal communication skills, including the ability to deliver engaging presentations and effectively communicate with internal and external stakeholders

• Flexibility: Ability to adapt to changing priorities, evolving market conditions, and frequent new product launches

• Self-Motivated: Ability to independently manage schedules, prioritize responsibilities, and balance multiple projects while meeting deadlines

• Problem-Solving: Strong critical thinking skills, attention to detail, and a proactive approach to identifying opportunities and implementing solutions

Qualifications

• Bachelor's degree required, preferably with a concentration in business, sales, marketing, or a related field

• At least 4 years of previous account management or sales experience in toys, gifts, collectibles, or a related consumer products industry is required

• Experience working with specialty retailers, independent sales representatives, and wholesale distribution channels preferred

• Existing relationships within the specialty toy and gift retail community, including trade associations and buying groups, strongly preferred

• Demonstrated ability to develop and execute sales strategies, identify growth opportunities, and manage customer relationships

• Ability to travel approximately 25% for trade shows, industry events, and customer meetings

Salary Range: $70,000–$100,000 annually
Location: Remote, New York City preferred
Travel: Requires approximately 25% travel

Benefits / Perks:

• 100% employer-paid health insurance

• 100% employer-paid short- and long-term disability insurance

• 100% employer-paid life insurance

• Affordable vision and dental insurance

• 18 days of PTO per year, plus 2 floating holidays

• 401(k) with employer match

• Generous employee discount (hello, giant plush!)

Squishable.com, Inc. is an Equal Opportunity Employer. We are committed to providing equal employment opportunities to all applicants and employees and prohibit discrimination and harassment based on race, color, religion, creed, national origin, ancestry, citizenship or immigration status, sex, pregnancy, childbirth or related medical conditions, sexual orientation, gender, gender identity or expression, age, disability, medical condition, genetic information, marital or familial status, military or veteran status, reproductive health decisions, or any other characteristic protected by applicable federal, state, or local law.

Squishable.com, Inc. also provides reasonable accommodations to qualified applicants and employees with disabilities, for sincerely held religious beliefs and practices, and as otherwise required by applicable law. Applicants who require a reasonable accommodation during the application or hiring process may contact Squishable for assistance.

Squishable.com, Inc. prohibits retaliation against any applicant or employee for exercising rights protected under applicable equal employment opportunity laws.

Squishable.com, Inc. will consider qualified applicants with criminal histories in accordance with applicable federal, state, and local law, including applicable Fair Chance laws.

Read our CCPA disclosure notice.