Sales Representative, Wholesale Accounts

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.

**To be considered, please fill out this survey: https://go.cultureindex.com/p/ov5QEJmaphEMFWfv **

Key Responsibilities

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:
• • Camo Accounts (Top Tier):
  • • 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

• Bronze Accounts (Developing):
• • Nurture relationships and educate on the brand
  • Support progression into Silver-tier status over time

Sales Execution & Order Management

• Drive sell-in across seasonal lines and key programs
• Ensure accounts are compliant with wholesale order requirements:
• • Opening order minimum: $3,000
  • Reorder minimum: $500
  • 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
• Strong, long-term retail partnerships
• Healthy account tier progression (Bronze → Silver → Camo)
• 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
  
  

Benefits + Perks

• Medical, dental, and vision coverage
• 401(k) with employer match
• Paid parental leave
• Paid vacation and sick time
• Generous employee discount
• Annual company offsites