Alternative Sales Channel Manager

Set Active•Beverly Hills, CA

3d•Hybrid

About The Position

We are seeking a highly strategic and entrepreneurial Alternative Sales Channel Manager to own and scale SET Active's non-DTC revenue streams, including Wholesale, Retail (Leap-managed and partner stores), Pop-Ups, and Amazon. This role is responsible for defining channel strategy, building operational frameworks, and driving profitable growth across each channel while ensuring alignment with brand positioning and inventory strategy. This is a hybrid role combining business development, channel strategy, and operational leadership. You will work cross-functionally with Planning, Production, Finance, Marketing, and Operations to ensure each channel is thoughtfully scaled, well-managed, and accretive to the business.

Requirements

6+ years of experience in wholesale, retail operations, marketplace management, or alternative sales channels within apparel or consumer brands.
Proven experience scaling at least one non-DTC channel (wholesale, retail, Amazon, or pop-ups).
Strong understanding of retail math, margin structures, and inventory planning.
Experience working cross-functionally with Planning, Finance, and Operations.

Nice To Haves

Familiarity with Shopify, wholesale platforms (NuOrder, Joor), and Amazon Seller Central preferred.
Highly organized, analytical, and comfortable building systems from scratch.

Responsibilities

Alternative Channel Strategy & Ownership
Own the strategy, performance, and execution across all alternative sales channels: Wholesale, Retail, Pop-Ups, and Amazon.
Define channel-specific goals, KPIs, margin targets, and operating principles while maintaining a DTC-first mindset.
Develop scalable frameworks, SOPs, and policies to support profitable growth across channels.
Evaluate channel performance and recommend expansion, optimization, or pullback as needed.
Wholesale Strategy & Program Development
Define and scale the wholesale distribution framework aligned with brand growth and DTC protection.
Develop account segmentation strategy (boutiques, specialty stores, majors) with a phased rollout plan.
Establish wholesale pricing structures, markups, margin targets, and discount policies.
Set order minimums, payment terms, shipping policies, and return/exchange rules.
Draft and implement wholesale contracts, program guidelines, and SOPs.
Wholesale Business Development & Account Management
Identify and prioritize wholesale partners aligned with brand positioning.
Build and manage buyer lists, pitch decks, line sheets, and lookbooks.
Lead outreach, pitch meetings, onboarding, and negotiations with buyers.
Manage ongoing relationships, tracking sell-through, profitability, and reorder performance.
Retail Operations (Leap-Managed + Partner Stores)
Oversee retail operations across Leap-managed and partner stores, serving as the primary internal point person.
Run regular business reviews, support new store openings, and assist with retail events and activations.
Monitor and address retail escalations promptly via the #leap-x-set Slack channel.
Own retail sales analysis (daily, weekly, monthly) vs. forecast and communicate insights cross-functionally.
Track retail inventory health and recommend replenishments, transfers, and markdowns to maintain target turns.
Review and approve inventory transfers; assist with merchandising requests as needed.
Coordinate inventory sharing and reporting:
Ecom inventory exports via Shopify (Scale location; all locations during onboarding).
Retail inventory exports via the Scale portal for each location.
Coordinate retail events and support new store openings as needed.
Pop-Ups & Experiential Retail
Own planning and execution of pop-up retail initiatives, from concept through post-mortem.
Partner with Marketing, Creative, and Operations to define pop-up objectives, assortments, staffing, and logistics.
Manage inventory allocation, sales tracking, and performance analysis for pop-ups.
Evaluate ROI and make recommendations for future experiential retail opportunities.
Amazon Storefront Management
Oversee SET Active's Amazon storefront and third-party FBA operations.
Manage Seller Central, listings, FBA logistics, and account health.
Optimize product listings through Amazon SEO, keyword research, and content optimization.
Monitor performance metrics, advertising efficiency (if applicable), and product rankings.
Ensure brand standards, pricing integrity, and inventory alignment across Amazon and DTC.
Cross-Functional Planning & Operations
Partner with Planning & Production to align alternative channel buys with manufacturing runs.
Work with Finance to model margins, track channel-level P&Ls, and ensure profitability.
Collaborate with Marketing to support launches, retail activations, and partner marketing efforts.
Partner with Logistics & Operations to define fulfillment processes, timelines, and service standards.
Build and manage seasonal calendars, order deadlines, delivery windows, and key milestones across channels.
Analytics, Reporting & Scaling
Build dashboards and reporting to track performance across all alternative sales channels.
Establish KPIs for revenue contribution, margin, sell-through, and inventory efficiency.
Present performance updates, risks, and opportunities to leadership regularly.
Use insights to refine channel strategy and recommend next-phase growth initiatives.