Director, Independent Sales - Western US

Jellycat

12d•$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, and books. The company is growing its North American presence and awareness. The Director, Independent Sales – Western Region defines and executes 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. The role owns commercial performance for an assigned U.S. territory representing approximately half of the Independent business, and contributes to commercial planning and broader North American strategy. Reporting to the VP Sales, North America, this senior management role leads three Heads of Sales and their regional teams. It works with the U.S. Commercial management team to develop go-to-market plans, set annual budgets and product forecasts, and determine how to achieve business objectives. The role involves field-based management, remote work, and regular visits to corporate offices. The successful candidate must be located in a major metropolitan area or citadel in the Western Region and must reside or be based within the managed region.

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.
Experience with independent-channel accounts.
Must reside in or be based within the managed Western Region.
Ability to lead with resilience and confidence while maintaining clarity and focus when priorities shift or 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.
Valid driver's license if driving is an essential function of the position.

Nice To Haves

A passion for brands, retail, and customer experience.

Responsibilities

Develop and execute short- and long-term commercial strategies supporting revenue growth, market expansion, and customer development.
Own commercial performance of 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 on coaching, mentorship, and leadership development.
Support employee engagement and a culture aligned with Jellycat’s values.
Ensure organizational structures, resources, and capabilities are suited to 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.
Represent 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.
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, leadership excellence, succession planning, and organizational readiness for growth.
Set and align annual budget plans and product forecasts, and determine how to achieve them.
Spend time in the field supporting, developing, and coaching the regional sales team to maintain brand standards and achieve sales objectives.