Apparel Sales Manager

Cozy Earth•Lehi, UT

About The Position

Cozy Earth, recognized as the #299 fastest-growing company on the Inc. 5000 list, is at the forefront of home luxury and apparel. Our mission is to transform everyday comfort with our incredibly soft, temperature-regulating bedding, sleepwear, loungewear, and bath products. As the only brand to earn a spot on "Oprah's Favorite Things" for seven years in a row across five different categories, we pride ourselves on exceptional quality and innovation. The Apparel Sales Manager is responsible for building and leading Cozy Earth's wholesale apparel distribution across the US through a network of independent regional sales agencies. This person owns the full agency lifecycle - from identifying and onboarding rep groups to driving sell-in performance, managing seasonal forecasting, and ensuring Cozy Earth's brand standards are upheld at every retail touchpoint. They sit at the intersection of sales strategy, product merchandising, and cross-functional collaboration with marketing, planning, and operations.

Requirements

7–10+ years of wholesale apparel or soft goods sales, with 3+ years managing agencies or a regional team
Deep knowledge of how fashion/specialty, outdoor, department store, and gift channels actually operate
Proven ability to build granular wholesale forecasts and work within open-to-buy frameworks
Hands-on experience with CRM platforms (Salesforce, HubSpot) and B2B ordering portals (NuOrder, Joor, Brandboom)
A genuine merchandising eye - you can edit a line and match assortment depth to retailer needs
Established relationships with buyers and agency principals across at least two target channels
Experience with a premium or lifestyle brand where brand equity and distribution selectivity matter
Familiarity with sustainable or natural materials storytelling as a sales tool
Willingness to travel 30–40% for trade shows, agency visits, and key account calls

Responsibilities

Recruit, contract, and manage a national network of independent sales reps and multi-line agencies
Evaluate rep group coverage maps and identify channel conflicts
Set performance expectations through territory plans and account targets
Conduct regular business reviews and make replace-or-retain decisions based on sell-in and sell-through data
Lead hiring for any direct sales support staff
Onboard new rep groups including brand education, line training, and sample coordination
Equip reps with the tools and collateral they need to sell effectively
Own wholesale volume forecasts by channel, region, and account tier
Build bottom-up forecasts by agency territory and reconcile rep projections against open-to-buy windows
Flag risk or upside early enough for the supply chain to respond
Build account-specific assortments and advise agencies on storytelling and floor placement
Provide wholesale-informed feedback to product development on colorways, fabrications, and price architecture
Set strategic direction on key account priorities by channel
Support agencies in opening new accounts and co-present at major retail headquarters
Steward relationships with top-tier buyers across department stores, specialty retail, outdoor, and gift
Own the B2B sales tech stack and maintain clean CRM data across account records, contacts, pipeline, and activity
Manage the B2B ordering platform
Produce regular reporting on bookings, account health, reorder rates, and territory performance
Ensure Cozy Earth's premium, sustainable, lifestyle-led positioning is reflected consistently across all channels
Review sell-in collateral, approve account presentations, and push back on distribution that conflicts with brand equity