Senior Director of Retail Sales, North America

Skylight • Los Angeles, CA

2d

About The Position

We are seeking a strategic and results-driven Senior Director of Retail Sales to lead our expansion across the North American markets. In this pivotal role, you will drive and build our critical Retailer go-to-market strategy, evaluate and prioritize new retail and distribution opportunities, and build a high-performance North America Retail sales team.
You’ll work cross-functionally with Marketing, Finance, Operations, and Product to drive sustainable growth, develop channel management and pricing strategies, forecast inventory needs, and cultivate strong executive retailer, distributor and internal executive team relationships. We are looking for a high level strategic sales leader who has a deep understanding of the North American retail market and has excellent business skills to deliver profitable customer plans and market share growth. This role will report directly to the VP of Sales and manage all aspects of our business in North American retail markets.

Requirements

• 8–12+ years of retail sales leadership, preferably in consumer electronics, houseware products, or lifestyle brands.
• Strong experience managing retail partnerships and distributor networks.
• Experience with National Retailers like Walmart, Costco and Target, as well with large distributors and specialty retailers.
• Proven track record of driving sales growth and managing retail partnerships in the United States and Canada.
• Highly analytical, with proven success in forecasting, planning, and performance analysis.
• Deep understanding of channel pricing, compliance, and commercial logistics required to support the National retail channel.
• Excellent negotiation, communication, and relationship-building skills.
• Ability to work independently and adapt to different cultural and business environments.
• Willingness to travel as needed.

Responsibilities

• Strategic Expansion & Market Development: Lead development of the retail growth strategy for North America: market selection, retail and channel prioritization, channel pricing management, sku assortments, future product development for key strategic exclusives and alignment on which channels deliver net new consumer markets.
• Partner management: Set and manage joint business plans (JBPs), annual targets, and promotional calendars with key partners, building executive level relationships.
• Channel Management: Build and execute best in class channel management and reseller enforcement strategies, tools, tracking and execution.
• Market Analysis: Conduct competitive, consumer, and retail landscape analysis to identify high-potential opportunities, top new retail partners to unlock and which channels have best opportunities for growth.
• Business development: Build business cases for expansion into new regions or retail partners, including financial modeling and risk analysis.
• Market definition: Define and localize the channel mix strategy: direct retail, distribution, ecommerce, and hybrid models.
• Distribution Management: Identify, negotiate, and onboard new retail partners and regional distributors
• Evaluate new Distribution partners, conduct RFPs and pricing analysis, sourcing and logistic capabilities to identify and finalize new partners and contracts.
• Manage and lead all onboarding activities for setting up new Distributors, Retail expansion or new direct retail accounts with collaboration between internal Operations and Finance teams.
• Forecasting, Pricing & Commercial Planning: Own Retail (North America) pricing strategy: tiered retail, distributor, and landed costs to ensure margin and brand positioning targets
• Partner with Operations to develop accurate inventory forecasts by retailer, product line, and retail partner.
• Analyze sell-in and sell-through data to optimize channel inventory levels and minimize stockouts or overages
• Work with Finance on contract terms, marketing investments, and contractual programs.
• Cross Functional Collaboration: Work closely with Marketing to ensure retail campaigns are aligned with retail and distributor needs.

Benefits

• Competitive Salary + Equity Package
• 401K matching
• Wellness, learning, and home-office budgets
• Health, Dental & Vision Medical Plans
• Tremendous autonomy to set the direction of your work
• Unlimited PTO
• Company holidays on the first Friday of every month (Excluding November, December, and January)

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 1-10 employees