Key Responsibilities:
- Lead the strategic expansion and ongoing management of wholesale accounts across priority regions and nationally
- Develop and maintain strong relationships with specialty wholesalers, including but not limited to smoke shop, alternative retail, and adjacent specialty CPG channels
- Identify, onboard, and grow new wholesale partners aligned with company and revenue objectives
- Manage a broad base of wholesale partners and suppliers (experience working across 40+ accounts or suppliers preferred)
- Serve as the primary point of contact for wholesale partners, ensuring alignment, execution, and performance
- Collaborate with internal sales, operations, and marketing teams to support wholesale programs and product launches
- Drive wholesale growth through pricing strategy, promotions, and go-to-market initiatives
- Analyze account performance, sales trends, and inventory flow to identify growth opportunities
- Conduct targeted market visits to support partners, strengthen relationships, and drive adoption
- Ensure wholesale partners align with brand standards, merchandising expectations, and promotional plans
- Maintain accurate records of wholesale activity, pipeline, and performance within CRM and reporting tools
Candidate Requirements:
- 5+ years of experience in wholesale sales or account management within specialty retail or CPG environments
- Background working with regional or national wholesalers (experience in smoke shop, alternative retail, beverage, wellness, or similar channels is strongly preferred)
- Proven ability to manage a large portfolio of wholesale partners or suppliers
- Strong understanding of wholesale pricing, trade programs, and account economics
- Track record of building long-term, high-performing wholesale relationships
- Highly organized, self-directed, and comfortable operating in a growth-stage environment
- Excellent communication, negotiation, and relationship-building skills
- Proficiency with CRM platforms, Excel, and sales reporting tools
- Regional preference for candidates with experience or established networks in the Pacific Northwest and the Rust Belt regions
Additional Qualifications:
- Experience scaling wholesale sales in a high-growth or startup environment
- Established relationships across specialty wholesale or alternative retail channels
- Experience in the beverage industry or with functional/botanical drinks
- Background in regulated or highly competitive CPG categories