Director of Wholesale - Cannabis

Natures NJ Management • Trenton, NJ

1d

About The Position

As Director of Wholesale, you will lead and scale the company's wholesale sales strategy across New Jersey and future expansion markets. You are accountable for revenue growth, retail partner relationships, sales team leadership, meeting discipline, hands-on coverage as needed, and cross-functional alignment while ensuring all wholesale activities meet or exceed regulatory requirements. This role blends strategic leadership with hands-on execution, requiring deep cannabis industry knowledge, strong commercial instincts, and the ability to build repeatable, compliant sales operations supported by a rigorous meeting cadence and KPI accountability.

Requirements

• 7+ years of experience in wholesale sales, account management, or distribution, with significant cannabis industry experience preferred.
• Prior leadership experience managing sales teams and revenue targets.
• Strong understanding of cannabis regulatory and compliance frameworks.
• Proven ability to develop and execute sales strategies in a fast-growing, regulated environment.
• Exceptional communication, negotiation, and relationship-building skills.
• Data-driven mindset with strong analytical and forecasting capabilities.
• Proficiency with CRM, order management, and compliance systems.
• Ability to balance strategic planning with hands-on execution.
• Ability to lift up to 50 pounds if for samples or displays.
• Ability to sit, stand, walk, bend, and travel throughout the workday.
• Willingness to travel regularly to retail partners, company sites, and industry events.

Responsibilities

• Sales Strategy & Revenue Growth Own and execute the wholesale sales strategy aligned with company growth goals.
• Build, lead, and mentor a high-performing wholesale sales team.
• Drive consistent revenue growth through account expansion, new retail partnerships, and product portfolio optimization.
• Analyze sales performance, market trends, and competitive activity to inform pricing, promotions, and go-to-market decisions.
• Forecast demand and revenue in collaboration with executive leadership.
• Serve as a player- coach when necessary, temporarily covering open territories, key accounts, or critical sales activities to ensure uninterrupted revenue flow, customer support, and compliance.
• Foster a culture of accountability, collaboration, ownership, and professional growth.
• Account & Partner Leadership Oversee relationships with key licensed wholesale buyers and strategic retail partners.
• Serve as executive -level escalation point for major accounts.
• Guide negotiations, contracts, pricing structures, and promotional programs.
• Ensure best-in-class customer experience across all wholesale accounts.
• Team Leadership & Development Build, lead, and mentor a high-performing wholesale sales team.
• Establish sales targets, KPIs, territories, and performance management processes.
• Coach team members on compliance, relationship management, and sales effectiveness.
• Foster a culture of accountability, collaboration, and professional growth.
• Cross-Functional Collaboration Partner closely with production, inventory, compliance, finance, and logistics teams to align sales efforts with supply and operational capacity.
• Ensure accurate order execution, fulfillment timelines, and inventory visibility.
• Support new product launches and portfolio transitions with coordinated internal planning.
• Compliance & Risk Management Ensure all wholesale sales activities comply with state and local cannabis regulations.
• Oversee accurate documentation, including Certificates of Analysis (COAs), pricing disclosures, and transactional records.
• Stay current on regulatory changes and proactively adjust sales processes as needed.
• Champion responsible cannabis distribution and ethical business practices.
• Systems, Reporting & Process Optimization Oversee use of CRM, order management, and compliance platforms.
• Establish reporting cadence for sales performance, pipeline health, and market insights.
• Identify and implement process improvements to support scale and efficiency.
• Industry Presence Represent the company at industry events, trade shows, and key customer meetings.
• Build brand credibility and thought leadership within the cannabis wholesale ecosystem.

Benefits

• This position offers a base salary plus commission , with total compensation aligned to experience and performance.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed