Wholesale Strategy Director: Amazon & Growth Architect

Duluth Trading Company

Mount Horeb (WI)

On-site

USD 140,000 - 190,000

Full time

14 days+

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Benefits offered by this job

Medical plan options

Dental & Vision plans

401(k) Employer Match

Parental Leave

Paid holidays

Daily pay

40% Employee Discount

Job summary

Duluth Trading Company is seeking a visionary Director of Wholesale Strategy & Business Development to own and scale our 1P Amazon business while architecting a broader wholesale strategy. Based at our HQ near Madison, WI, this role blends strategic leadership with hands-on execution across negotiations, advertising, and go-to-market planning.

The ideal candidate brings 10+ years in wholesale leadership within outdoor/workwear retail, deep Amazon experience, and a proven ability to build a

Qualifications

Bachelor's degree in Fashion Merchandising, Business, Marketing, or equivalent corporate experience.
10+ years of progressive leadership experience.
5+ years in senior wholesale strategy or business development in Outdoor/Workwear/National Specialty Retail sectors.
5-7+ years managing Amazon Ads budgets (multi-million)
Active relationships with major retail buyers and executives.
Strong P&L, forecasting, and cost-to-serve analysis skills.

Responsibilities

Own the Amazon 1P P&L, lead AVN negotiations, and optimize margins with MDF, damage allowances, and freight terms.
Lead full-funnel Amazon ads strategy, budgets, and performance metrics (ROAS, ACOS, TACOS).
Coordinate catalog/inventory with advertising, protect buy-box health, and pause low-stock campaigns as needed.
Partner with supply chain to audit operations and eliminate chargebacks.
Develop a standalone wholesale P&L model with margins and shipping terms.
Define wholesale GTM calendar and infrastructure requirements (EDI, labeling, logistics).
Leverage existing retailer relationships to pilot programs and validate the model.