Channel Manager

Baltic Born•Lehi, UT

1d•Onsite

About The Position

We're hiring a Channel Manager to own Baltic Børn's Wholesale and Marketplace business end to end. You'll be the single point of accountability for revenue through these channels: deepening the partnerships we already have, and opening the doors we don't have yet. This is a builder's role at a brand with real momentum. Our D2C engine is strong, our product sells, and our brand travels well — what we need is someone who can translate that into meaningful, profitable growth outside of our own site. You'll report directly to the President of Baltic Børn, which means fast decisions, real ownership, and a short path from idea to execution.

Requirements

3–5+ years of experience in wholesale account management, marketplace/channel management, or sales within a consumer products or apparel business.
A track record of both growing existing accounts and winning new ones — you're comfortable being measured on a number, and you've hit one before.
Strong commercial instincts: you can read a sell-through report, understand margin, and make a decision that improves both.
Comfort with the operational side of the job — order flow, inventory, terms, compliance — not just the relationship side.
Excellent negotiation and communication skills, and the presence to represent our brand credibly in front of buyers.
Advanced spreadsheet skills and fluency with reporting tools; comfort working in an e-commerce/ERP stack.
Highly organized and self-directed. This role has broad scope and a small support structure — you need to be able to run your own calendar and your own pipeline.
Willingness to travel for market appointments, trade shows, and key account meetings.

Nice To Haves

Experience at a direct-to-consumer brand, particularly one scaling into wholesale or marketplace channels.
Experience in women's fashion or apparel, and familiarity with seasonal market calendars.
Existing relationships with buyers at national retailers, department stores, or major marketplace platforms.
Hands-on experience with Amazon Seller/Vendor Central, Nordstrom or Revolve partner portals, EDI, or wholesale platforms such as Mirakl Connect or Faire.
Shopify and ERP experience.

Responsibilities

Own day-to-day management and growth of Baltic Børn's marketplace business, including partners such as Amazon, Nordstrom, and Revolve, plus new marketplace platforms you identify and land.
Manage the full merchandising picture on each platform: assortment selection, listing quality, imagery and copy, pricing and promotional calendars, reviews, and content health.
Partner with our merchandising and planning teams on buy quantities, inventory allocation, and replenishment so we hit in-stock targets without over-committing.
Monitor platform-level performance — sell-through, conversion, return rate, margin, ad spend where applicable — and act on it weekly, not quarterly.
Stay ahead of each platform's rules, algorithm changes, and seasonal programs so we're early to opportunities instead of reacting to them.
Grow revenue with our existing wholesale accounts through smarter assortments, stronger seasonal planning, and consistent account management.
Build and work a pipeline of new wholesale prospects, with a particular focus on national retail and department store doors that fit the Baltic Børn customer.
Prepare and lead line presentations, seasonal market appointments, and buyer meetings — including trade shows and travel to key accounts.
Negotiate terms, margin structures, markdown and chargeback exposure, and program commitments that protect brand equity and profitability.
Manage the order lifecycle in coordination with operations and finance: order entry, EDI and routing requirements, ship windows, compliance, and on-time delivery.
Carry and hit monthly sales targets for your assigned channels.
Build the forecast: monthly and seasonal projections by account and platform that the rest of the business can plan inventory against.
Report performance clearly and honestly to the President — what's working, what isn't, and what you're changing about it.
Protect the brand. Every channel decision — pricing, assortment, presentation, partner selection — should make Baltic Børn look and feel like Baltic Børn.
Work cross-functionally with merchandising, marketing, operations, and finance to make sure channel growth is supported end to end.