Director of Wholesale - Newton Baby

Resident

6h•Remote

About The Position

The Director of Wholesale will own and lead Newton Baby's wholesale business end-to-end, with full P&L responsibility across brick-and-mortar and e-commerce channels. This is a senior leadership role focused on setting strategic direction, driving profitable growth, and cultivating strong relationships with key retail partners — including Target, Walmart, Babylist, and Crate & Barrel, among others. The ideal candidate is a seasoned wholesale leader who brings deep retail expertise, a proven track record managing complex multi-account portfolios, and the commercial instincts to lead a lean, high-performing team with a high degree of autonomy.

Requirements

5+ years of progressive experience in wholesale, national account management, or retail sales
2+ years in a leadership role owning P&L.
Demonstrated experience managing major retail accounts (Target, Walmart, Babylist and/or comparable national retailers) at a senior level.
A deep understanding of both brick-and-mortar and e-commerce wholesale dynamics, including retailer portal systems and vendor compliance.
Strong financial acumen with experience building and managing trade budgets, forecasts, and margin analysis.
Exceptional negotiation, communication, and executive presence skills.
Proven ability to lead, inspire, and develop teams in a high-growth environment.
Proficiency with AI (Clause, Gemini, ChatGPT), Google docs, Microsoft Excel, PowerPoint, and relevant retail analytics platforms.

Nice To Haves

Experience in baby, juvenile, consumer products, or adjacent categories, strongly preferred.

Responsibilities

Own the full wholesale P&L, including net revenue, gross margin, trade spend, and contribution margin across all accounts.
Develop and execute a multi-year wholesale growth strategy aligned with overall company objectives.
Set annual plans, budgets, and forecasts; track performance against targets and adjust strategy as needed.
Identify and capitalize on new channel opportunities to expand the wholesale footprint.
Serve as the executive sponsor and primary relationship owner for Target, Walmart, Babylist, Crate & Barrel, and all other wholesale retail partners, including rep agencies.
Build and maintain senior-level relationships at key accounts, driving long-term strategic alignment and partnership depth.
Expand Newton’s wholesale channels with a laser focus on driving incremental business.
Lead joint business planning processes with top accounts, negotiating terms, promotional programs, and partnership agreements that deliver mutual growth.
Ensure best-in-class execution of product launches, seasonal assortments, and promotional events across all retail channels.
Partner closely with Marketing, Finance, Operations, and Product teams to deliver integrated go-to-market strategies.
Represent the wholesale channel in executive leadership discussions, providing visibility into performance, risks, and opportunities.
Monitor and analyze sales performance, inventory levels, sell-through rates, and market trends to proactively identify opportunities and risks.
Leverage data and insights to optimize product assortment, pricing strategy, and promotional effectiveness.
Stay current on industry trends, competitive landscape, and emerging retail technologies to maintain a competitive edge.