Wholesale Sales Manager eCommerce (5+ yrs exp, full time)

ONO; United States; Remote; USD 65,000 - 85,000; Full time

Benefits offered by this job

ICHRA health stipend

401(k) plan

Paid time off

Remote work US

Job summary

ONO designs sleek, silent fidget tools that help busy minds find a moment of clarity. We are hiring our first Wholesale Channel Lead who thrives on cold outreach and turning conversations into orders.

You will own the end-to-end channel, from prospecting to closing, and you’ll report directly to the CEO as you scale a high-potential segment. You’ll build a robust wholesale program across specialty gift, toy, and design retail, manage trade shows, and run the CRM-driven operation.

Qualifications

• 5–7 years of B2B wholesale sales at an ecommerce-native consumer brand.
• At least 2 years of channel ownership or senior account management.
• Experience with toy, gift, lifestyle, or premium consumer goods channels.
• Existing buyer relationships are a strong plus.

Responsibilities

• Build and manage the wholesale prospect list across gift, toy, museum, and premium design retail.
• Run outbound by phone, email, and in person.
• Qualify inbound inquiries, send samples, negotiate terms, and close.
• Own relationships with existing wholesale customers and drive growth.

Skills

Cold calling

Outbound sales

Wholesale sales

Account management

Negotiation

CRM experience

Trade show

B2B sales

Self-starter

Education

Bachelor's degree

Tools

HubSpot

Pipedrive

Salesforce

Attio

Custom CRM

Job description

Location: Remote within the U.S., with travel (roughly 10 to 15%)

Open doors. Close accounts. Build the channel.

We’re hiring our first Wholesale Channel Lead, and we want a hunter. Someone who gets energy from a cold call that turns into a first order, a trade show floor full of buyers, and a pipeline that grows every week.

You’ll take over a channel that already produces meaningful revenue, with anchor accounts in place. Your mission: turn it from a side channel into a major share of ONO’s business. You’ll have a direct line to the CEO, the freedom to run the channel your way, and commission tied to the revenue you bring in.

About ONO

ONO designs sleek, silent fidget tools that help busy minds find a moment of clarity. Our flagship, the patented ONO Roller, is in the hands of more than 500,000 people worldwide, from overwhelmed students to design-obsessed professionals.

We’re a small, purpose-driven team. We move fast, make decisions quickly, and obsess over the details that make a product worth holding.

A Day in the Seat

Cold pitch a buyer at a specialty toy store before lunch. Pitch a corporate gifting program in the afternoon. Book meetings for next month’s trade show. Close a museum shop before the day ends. If opening accounts and working a show floor is your idea of a great day, keep reading.

What You’ll Drive

Hunt New Business

• Build and work the wholesale prospect list across specialty gift, toy and hobby, museum and gallery, premium design retail, corporate gifting, hospitality, and select boutique chains.
• Run outbound by phone, email, and in person.
• Qualify inbound inquiries, send samples, negotiate terms, and close.
• Decide which categories of buyer we go after and which we walk away from.

Grow the Accounts We Have

• Own the relationship with every existing wholesale customer, from reorder cadence to new product introductions and account-level promotions.
• Protect and grow the anchor accounts that make up our current baseline.
• Find the next win inside each account: new product placements, additional locations, and seasonal programs.

Own the Trade Show Floor

• Build a rolling 12-month trade show calendar (NY NOW, Atlanta Market, Inspired Home, NY Toy Fair, CHITAG, and others as we expand).
• Make the call on which shows we attend, based on audience fit, exposure, and ROI.
• Fill your calendar with buyer meetings before the show, sell on the floor, and follow up fast after.
• Our contract event coordinator handles booth logistics, shipping, and travel. You own the brand, the buyer conversations, and the selling.

Keep the Engine Running

• Run and improve the wholesale operating system: order forms, CRM, line sheets, credit applications, terms, sales collateral, and the handoff to fulfillment. Working versions of most of these are already in place.
• Run wholesale order flow through Shopify, partnering with operations on fulfillment timing and inventory allocation.
• Keep the pipeline and account list current in Monday.com so leadership always knows the state of the channel.

Shape the Strategy

• Work directly with the CEO to align wholesale with product launches, brand goals, and company strategy.
• Turn channel results into clear calls on where to invest, where to pull back, and what to test next.
• Stay ahead of buyer trends in specialty retail, toy, and gifting so ONO shows up where the right buyers are looking.
• You love the cold call. You’d rather pick up the phone than wait for inbound, and you see outbound as your edge. This is not the role for someone who prefers to work only warm leads.
• You have the scoreboard to prove it. You can name the accounts you opened, the revenue you grew, and the calls you made about where to focus. You bring 5 to 7 years of B2B wholesale sales at an ecommerce-native consumer brand, with at least 2 years of channel ownership or senior account management. Categories that translate well: toy, gift, lifestyle, accessories, home and design, stationery, premium consumer electronics, beauty.
• You know the buyers. You know specialty toy stores, gift shops, museum stores, and the independent retail landscape: who the real buyers are, how they buy, and what sell-through looks like for a $35 to $100 product. Existing buyer relationships are a strong plus.
• You come alive on a show floor. You’ve worked trade shows, you know how to staff a booth, and you know the rhythm of pre-show outreach, on-floor selling, and post-show follow-up.
• You turn first orders into long relationships. Buyers call you back because you make their job easier and their shelves sell.
• You run your own channel. You own the results end to end without nudges, and you keep leadership in the loop with consistent updates, early flags on blockers, and proactive solutions.
• You know a clean pipeline closes faster. You work out of a CRM daily, build outreach sequences and automations, and keep your data clean. Experience with HubSpot, Pipedrive, Salesforce, Attio, or a custom-built CRM is a plus.
• You build so you can scale. As the first person in this seat, you’ll document and improve the systems that let the channel grow past you, not only work the phones.
• You run wholesale on Shopify. Hands-on experience through native B2B features, a wholesale channel app, draft orders, or a separate wholesale storefront. You can pull your own reports and partner with operations without hand-holding.
• You sell the product with conviction. ONO is a design-led brand. You can talk about materials, manufacturing, and craft in a way that makes buyers want to hold it.
• Tools: Working knowledge of Shopify, Monday.com, and standard CRM tools. Comfort with Claude, ChatGPT, Gemini, or similar AI tools to scale your output.
• Education: Bachelor's degree preferred but not required.

Your First 90 Days: The Scoreboard

• A clean, segmented wholesale prospect list and a working CRM with every active account and live conversation tracked.
• A rolling 12-month trade show plan with recommended shows, estimated ROI, and budget asks ready for CEO sign-off, with Q1 shows fully staffed and prepped.
• Every existing wholesale account contacted, reviewed, and on a clear reorder or expansion plan.
• A pipeline of 20 or more qualified new accounts, with at least 8 to 10 closed, and the wholesale operating system documented end to end.

What You Can Earn

Base salary of $65,000 to $85,000 per year, based on experience and location, plus commission on the wholesale revenue you generate or grow:

• 4% on new account revenue for the first 12 months of each account's life
• 4% on incremental revenue from existing accounts above the current baseline at hire
• 2% residual on year two and beyond revenue from accounts you opened
• $25,000 commission cap per account per year (year one), $10,000 cap per account per year on residual
• Commission paid monthly on collected revenue

Year one on-target earnings range from $80,000 to $105,000 depending on starting base and channel growth, with meaningful upside as the channel scales. Grow the channel and grow with it: there is a path to a Director of Wholesale title as the channel grows.

Benefits and Perks

Remote work from anywhere in the U.S., free ONO products, trade show travel covered, and a front-row seat on a scrappy team.

• Health insurance reimbursement of up to $500 per month through our ICHRA plan (you select your own individual coverage)
• 401(k) Safe Harbor plan with a 3% non-elective company contribution, available after 6 months of service
• Paid time off and paid sick time

ONO is an equal opportunity employer. We hire and promote without regard to race, color, religion, national origin, sex, sexual orientation, gender identity, age, disability, veteran status or any other characteristic protected by law. We’re committed to a workplace where the best people can do the best work of their careers.

If you need reasonable accommodation to participate in the application or interview process, let us know when you apply and we’ll work with you.