Director, Independent Sales - East Coast

Jellycat

13d•$175,000 - $195,000

About The Position

Jellycat is a privately owned, design-led gift brand headquartered in London, creating luxury products across soft toys, accessories, baby, and books. As the company grows its North American presence, the Director, Independent Sales – East Coast 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 while protecting Jellycat’s luxury positioning. Reporting to the VP Sales, North America, this senior management role owns commercial performance for an assigned U.S. territory representing approximately half of the Independent business. The director works with the U.S. Commercial management team on go-to-market plans, annual budgets, and product forecasts. The role leads and develops three Heads of Sales and their regional teams, supports them through field management and coaching, and maintains brand standards and sales performance. The candidate must be based in a major metropolitan area on the East Coast, within the managed region. Work is a mix of field-based management, remote work, and regular visits to the New York City and Minneapolis offices.

Requirements

10+ years of experience as a senior commercial professional.
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, on the East Coast.
Passion for brands, retail, and customer experience.
Ability to lead with resilience and confidence, maintaining clarity and focus as priorities shift and challenges arise.
Strong strategic and commercial mindset, with a track 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 remain standing 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 for 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 execution of strategic priorities in alignment with company goals and brand standards.
Contribute to commercial planning and broader North American business strategy.
Develop and align annual budget plans and product forecasts, and define how objectives will be achieved.
Lead, develop, and inspire three Heads of Sales and their regional teams, building accountability, collaboration, and results.
Coach and mentor sales leaders in partnership with the Sales Training team; strengthen organizational capability and prepare future leaders.
Support employee engagement and foster 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, Finance, HR, and Field Training to execute business initiatives and support organizational development.
Use customer and market insights to influence product, inventory, and go-to-market decisions.
Provide senior leadership with market intelligence and recommendations that inform business strategy.
Influence decisions concerning product launches, territory investments, customer segmentation, and resource allocation.
Represent the sales organization in leadership discussions and strategic planning.
Champion accountability, continuous improvement, and leadership excellence; establish clear performance expectations and support professional growth.
Drive succession planning and organizational readiness for future growth.
Travel within the region approximately 40%–50% of the time, or 8–10 business days per month.
Maintain a valid driver’s license and drive a motor vehicle if driving is an essential function of the position.

Benefits

Annual discretionary bonus tied to company performance and personal contribution.
Medical coverage, Blue Cross Blue Shield, and a Health Savings Account contribution.
Dental insurance.
Vision insurance.
Disability insurance.
Life insurance.
401(k) matching up to 5% of salary.
30 days of combined vacation and sick-time PTO, prorated and loaded at the start of each year.
Employee Assistance Program.
Paid parking.
On-site gym, clinic, and pharmacy.
Social events organized by an active social committee.