Director, Independent Sales - Eastern US

Jellycat

19d•$175,000 - $195,000

About The Position

Jellycat is a privately owned, design-led gift brand headquartered in London, with products in soft toys, accessories, baby products, and books. As the company grows its North American presence, the Director, Independent Sales will define and execute short- and long-term strategy for the U.S. Independent business, elevating brand presence and retail excellence, strengthening partnerships, and delivering sustainable, brand-first revenue growth without compromising Jellycat’s luxury positioning. Reporting to the VP Sales, North America, the Director owns commercial performance for an assigned U.S. territory representing approximately half of the Independent business. The role develops go-to-market plans with the U.S. Commercial management team, sets and aligns annual budgets and product forecasts, and determines how objectives will be achieved. It contributes to commercial planning and broader North American business strategy, using market and customer insights to inform decisions on products, inventory, launches, territories, and resources. The Director leads three Heads of Sales and their regional teams, including more than 30 Regional Sales Managers. The role develops and coaches leaders, supports engagement and succession planning, and promotes accountability, collaboration, continuous improvement, and leadership excellence. It also builds executive-level customer relationships, leads negotiations and strategic business reviews, and collaborates with Marketing, Demand Planning, Operations, Finance, HR, and Field Training. The candidate must be based in a major metropolitan area on the East Coast, within the managed region. The work combines field-based management, remote work, and regular visits to the New York City and Minneapolis offices. Travel within the region is required for approximately 8–10 business days per month (40%–50%). Compensation is $175,000–$195,000.

Requirements

10 or more years of experience as a senior commercial professional.
At least 7 years of senior leadership experience managing large, multi-regional sales teams.
Experience in luxury or premium retail.
Independent channel account experience.
Must reside in or be based within the managed region, in a major metropolitan area on the East Coast.
Strong strategic and commercial mindset with a record of delivering growth in complex, fast-paced environments.
Exceptional communication and influencing skills, including confidence presenting to senior stakeholders and leading high-level negotiations.
Ability to coach, develop, and inspire teams and foster accountability and excellence.
Highly organized, financially literate, and comfortable with data-driven decision-making.
Ability to lead with resilience and confidence, maintaining clarity and focus as priorities shift and challenges arise.
Ability to travel within the region 40%–50% of the time, approximately 8–10 business days per month.
Ability to sit for prolonged periods while working at a desk and computer.
Ability to stand and walk for extended periods while in the field.
Ability to drive a motor vehicle and maintain a valid driver’s license if driving is an essential function of the position.

Responsibilities

Develop and execute short- and long-term commercial strategies supporting revenue growth, market expansion, and customer development.
Own commercial performance for the assigned U.S. territory, representing approximately half of the Independent business.
Identify market trends, customer opportunities, and competitive dynamics to inform strategic decisions.
Evaluate distribution opportunities, territory investments, and customer growth initiatives.
Drive strategic priorities in alignment with company goals and brand standards.
Contribute to commercial planning and broader North American business strategy.
Lead, develop, and inspire three Heads of Sales and their regional teams, fostering accountability, collaboration, and results.
Partner with Sales Training to provide coaching, mentorship, and leadership development.
Support employee engagement and a culture aligned with Jellycat’s values.
Ensure organizational structures, resources, and capabilities support business objectives.
Build and maintain executive-level relationships with key customers and strategic partners.
Lead commercial discussions, negotiations, and strategic business reviews with priority accounts.
Advocate for customer needs while balancing company objectives and brand integrity.
Collaborate with Marketing, Demand Planning, Operations, and Finance on business initiatives.
Use customer and market insights to influence product, inventory, and go-to-market decisions.
Provide senior leadership with market intelligence and recommendations.
Represent the sales organization in leadership discussions and strategic planning.
Partner with HR and Field Training to establish performance expectations and support professional growth.
Drive succession planning and organizational readiness for future growth.
Travel within the region and spend time in the field supporting, developing, and coaching the sales team.