Director of Wholesale (US based)

STERRY•, (Multiple States)

3d•Remote

About The Position

STERRY is seeking an experienced, strategic Director of Wholesale to expand its wholesale business across major retail channels in the United States, with additional oversight of growth initiatives in Canada and the United Kingdom. The primary focus is U.S. growth, strategic retail partnerships, and scaling wholesale operations. The role develops and executes wholesale growth strategies, manages key retail partnerships, optimizes inventory and margins, and drives profitable revenue while maintaining brand integrity. The successful candidate will bring experience scaling a direct-to-consumer consumer products, apparel, beauty, or lifestyle brand into major retail distribution. The Director will strengthen retail relationships and ensure operational excellence across wholesale channels.

Requirements

8+ years of experience in wholesale sales, retail partnerships, business development, or related leadership roles.
Proven success growing wholesale revenue for a consumer brand in the U.S. market.
Strong omnichannel retail experience and understanding of DTC and brick-and-mortar retail environments.
Demonstrated expertise in margin management, retail math, forecasting, and Open-to-Buy (OTB) planning.
Experience managing major retail accounts and wholesale partnerships.
Strong negotiation and relationship management skills.
Experience with vendor portals, EDI systems, retailer compliance requirements, and wholesale operations.
Excellent analytical, financial, and strategic planning capabilities.
Strong leadership and cross-functional collaboration skills.

Nice To Haves

Experience working with major retailers, specialty retailers, department stores, shopping networks, beauty retailers, or large-scale distribution partners.
Background in apparel, beauty, fashion, consumer products, or lifestyle brands.
Experience leading a brand's transition from DTC-focused sales into large-scale retail distribution.
Established network of retail buyers and wholesale industry contacts.

Responsibilities

Develop and execute the company's wholesale growth strategy across the United States, Canada, and the United Kingdom, with a primary focus on the U.S. market.
Identify, negotiate, and secure new wholesale opportunities with national, regional, and specialty retail partners across North America and the United Kingdom.
Manage and expand relationships with key retail accounts, distributors, and strategic partners across assigned markets.
Oversee wholesale forecasting, inventory planning, and Open-to-Buy (OTB) management to maximize profitability and minimize inventory risk.
Analyze retail performance metrics, sell-through rates, margins, inventory levels, and market trends to inform strategic decisions.
Lead account negotiations, pricing strategies, promotional planning, and commercial discussions with retail partners.
Collaborate with Operations, Supply Chain, Finance, and Marketing to execute wholesale initiatives across multiple regions.
Oversee retailer compliance requirements, vendor onboarding, EDI integrations, and vendor portal operations across wholesale partners in the United States, Canada, and the United Kingdom.
Monitor industry trends, competitor activity, and emerging opportunities across the United States, Canada, and the United Kingdom.
Build scalable wholesale processes, frameworks, and operational standards to support long-term international expansion.