Director, Wholesale Strategy & Business Development

Duluth Trading Company•Mount Horeb, WI

4d•$140,000 - $190,000•Hybrid

About The Position

Duluth Trading Co. is seeking a visionary and highly analytical Director of Wholesale Strategy & Business Development to own, optimize, and scale their existing first-party (1P) Amazon business and evaluate, architect, and pilot their broader entry into the wholesale market. This role requires a true wholesale expert with deep industry relationships and the strategic horsepower to build the wholesale roadmap for Duluth, driving profitable revenue growth and managing the Amazon ecosystem. The individual will lay out the definitive blueprint for wholesale entry, including timeline, Go-To-Market calendar, operational infrastructure, and multi-year financial potential.

Requirements

Bachelor’s Degree in Fashion Merchandising, Business, Marketing, or equivalent corporate experience
10+ years of progressive leadership experience
5+ years specifically in a senior wholesale strategy or business development role within the Outdoor, Workwear, Corporate Apparel, or National Specialty Retail sectors, including proven experience in architecting a wholesale division from the ground up.
5–7+ years of direct, hands-on experience managing a high-volume brand on Amazon Vendor Central (1P)
3+ years directly managing complex, multi-million dollar Amazon Ads budgets.
Deep Industry Relationships: Must possess an active, robust network of established relationships with major retail buyers and retail executives across relevant sectors.
Financial & Analytical Acumen: Expert-level capability in P&L management, financial forecasting, and cost-to-serve analysis. Strong fluency in digital marketing math (ROAS, TACOS, CVR, CPC) alongside standard corporate retail finance, such as wholesale margin structures and co-op allowances.
Omnichannel Understanding: A strong grasp of how wholesale integrates into a broader omnichannel business, ensuring harmony between wholesale, brand retail stores, and e-commerce.
Amazon Logistics Expertise: Practical knowledge of Vendor Central operational compliance, including EDI integrations, ASNs, packaging compliance (FFP/SIOC), and chargeback dispute mechanisms.
Strategic Architect vs. Operator: Comfortable building a complex, numbers-driven business case for the executive leadership team just as much as picking up the phone to pitch a major retail buyer.
Brand Protectionist: Ensures that both traditional wholesale and Amazon amplify Duluth’s legendary brand story, creating a win-win strategy that protects the brand without diluting it or causing channel conflict.
Cross-Functional Diplomat: Capable of pivoting seamlessly between a creative marketing growth mindset and a rigid, execution-focused logistics mindset to guide internal cross-functional teams through complex new timelines and operational demands.
Project Management & Timeline Rigor: You possess a meticulous approach to project architecture, translating complex, multi-phased strategies into clear, actionable roadmaps with precise deadlines, milestones, and contingency planning.
Authorization to work in the United States without sponsorship.

Responsibilities

Instantly take ownership of the holistic P&L for the Amazon 1P channel, balancing top-line media-driven growth against bottom-line profitability.
Lead the Annual Vendor Negotiation (AVN) process, defending wholesale margins against Amazon's aggressive targets for MDF, damage allowances, and freight terms.
Own the strategy, execution, and optimization of all Amazon paid acquisition campaigns (Sponsored Products, Brands, Display, and Video).
Set clear ad spend targets, architect keyword bidding strategies, and optimize against core performance indicators like ROAS, ACOS, and TACOS.
Connect advertising push-periods with physical inventory realities, heavily funneling ad dollars into high-margin, high-stock items while pausing campaigns on low-stock items to protect buy-box health.
Partner with internal supply chain teams to audit operational compliance and permanently eliminate margin-eroding chargebacks.
Conduct a comprehensive assessment of the wholesale landscape to determine target partners that align with Duluth’s brand equity.
Develop a rigorous, standalone wholesale P&L model that maps out margins, chargebacks, markdown structures, shipping terms, and overall revenue potential.
Identify the operational requirements necessary to support wholesale (EDI compliance, ticketing/labeling, logistics) without disrupting existing DTC and retail operations.
Establish a comprehensive Go-To-Market calendar, mapping the lifecycle from product design to retail delivery.
Utilize deep, pre-existing relationships with major retailers to gather market feedback, secure initial presentations, and launch tightly managed pilot programs to validate the model before a broader national rollout.

Benefits

Multiple Medical plan options
Dental & Vision plans
Medical and Dependent Care Flexible Spending Accounts
Health Savings Account including company contributions
Company paid Life Insurance and AD&D
Company paid Short-Term Disability
Accident, Critical Illness, Hospital Indemnity, Long-Term Disability and Supplemental Life Insurance
401(k) Employer Match
Parental Leave
Paid holidays: New Year’s Day, Martin Luther King Jr. Day, Memorial Day, Juneteenth, Independence Day, Labor Day, Thanksgiving Day, Christmas Eve, Christmas Day
Paid Time Off: take it as you need it policy for exempt employees
Daily pay available
40% Employee Discount