Director of Wholesale

Position Summary

We're looking for a strategic, experienced Director of Wholesale to lead Halo Collar’s retail expansion as our business scales. This role reports into the VP of Omnichannel and will own the wholesale business end-to-end across first-party (1P) and brick-and-mortar partners, with full P&L responsibility and accountability for profitable growth.

Responsibilities

• P&L Ownership & Strategy
• 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 company objectives, identifying and capitalizing on new channel opportunities
• Monitor and improve platform health and compliance, including operational performance and policy adherence
• Key Account Management & Brand Representation
• Own senior-level retailer relationships end-to-end: from securing placements and influencing assortment to long-term strategic partnership planning, joint business planning, and negotiating terms and promotional programs
• Partner with internal creative and product teams to ensure tailored, timely content for platform promotions and seasonal campaigns
• Oversee seasonal showroom sales, trade shows, and market appointments, ensuring strong brand presentation and sales conversion
• Team Leadership, Cross-Functional Collaboration & Analytics
• Lead and grow a high-performing sales team, driving a culture of accountability, agility, and continuous improvement
• Balance team focus between long-term strategic planning and rapid response to business shifts
• Monitor and analyze sales performance, inventory levels, sell-through rates, and market trends to proactively identify opportunities and risks, translating insights into strategic action
• Represent the wholesale channel in leadership discussions, providing visibility into performance, risks, and opportunities
• Stay current on industry trends, competitive landscape, and emerging retail technologies

Requirements

• 10+ years of experience in sales, ideally in consumer tech, pet, or omnichannel brands
• Bachelor's degree in Business, Marketing, or a related field - or equivalent practical experience
• 3+ years of experience leading and developing sales teams
• Proven track record of owning a P&L and driving measurable revenue growth
• Deep understanding of omnichannel retail, including eCommerce, brick-and-mortar, and marketplace dynamics
• Strong analytical and commercial acumen, with strong negotiation and executive-level relationship management skills
• Fluency in Excel/Google Sheets; experience with BI tools like Looker or Tableau a plus
• Exceptional organizational and communication skills, with the ability to align cross-functional teams, agency partners, and stakeholders at all levels of the organization
• You are willing to travel up to 25%
• Bonus points if you love dogs

Perks of the Pack

• Medical, Dental, and Vision plans
• Company-paid Long-Term Disability
• 401(k) with Company Match
• Paid Time Off
• Free Halo gear + Product Testing Opportunities
• Work remotely from anywhere in the U.S.
• Be part of a mission-driven, dog-loving team
• Competitive compensation packages, including base salary, incentives, and benefits
• The salary range for this position is $150,000 - $160,000. Final compensation will depend on experience, skills, and qualifications