Director of Sales

The Director of Sales is a senior leadership role reporting directly to the President & CEO. This role is responsible for leading revenue generation efforts across all existing client relationships. It oversees account management (growth and retention of existing accounts) to ensure sustained commercial success.

This position holds full accountability for the company’s sales department planning, team development, structure, processes, and sales P&L. It plays a central role in transitioning company from a founder-led commercial model to a scalable, process-driven sales function, applying best practices while preserving company’s entrepreneurial speed and spirit.

The Director of Sales also manages merchandising and client service operations, ensuring execution excellence at store level, and fostering long-term relationships with key retail partners. Success in this role requires strategic thinking, tactical execution, strong leadership, a collaborative mindset, and the ability to elevate team performance while maintaining cultural alignment.

Key Responsibilities Revenue Growth and Commercial Strategy

Own all commercial aspects of company’s current client base, including mass retail, drug, grocery, discount, and department stores.

Understand and profile clients, size the client opportunities, and drive sales efforts to achieve revenue objectives.

Develop and execute tailored strategies/plans to drive topline growth and margin improvement.

Define and evolve the sales organizational structure to scale according to business objectives and results.

Hire, mentor, and develop highperforming account managers, and merchandising teams.

Build a culture of accountability, initiative, and continuous improvement.

Establish KPIs, performance management routines, and sales training programs that embed skills practice and growth into the sales culture.

Client Service and Program Execution

Lead the client service function to ensure timely, highquality delivery of retail programs.

Act as escalation point for internal and external clientrelated challenges.

Partner with internal teams (replenishment, logistics, etc.) to deliver a seamless client experience.

InStore Merchandising Oversight

Oversee service models that support planogram execution, compliance, and instore excellence.

Encourage innovation that improves onshelf presence and execution consistency.

CrossFunctional Collaboration

Work closely with Marketing, Product Development, Operations, and Finance to align forecasting, costing, and inventory planning.

Translate client insights into actionable strategies that influence product, marketing, financial and operational decisions.

Process Improvement and Systems Development

Design and implement scalable sales systems and processes to support growth.

Build repeatable tools for sales planning, forecasting, and reporting.

Ensure adoption of technology and tools that empower sales team performance.

New Business Handoff and Account Integration

Work in tandem with the Director of Business Development to coordinate the seamless handoff of newly won business from Business Development to Account Management team

Ensure complete transfer of client context, scope, and commitments to enable effective onboarding and delivery

Partner crossfunctionally to align resources, expectations, and timelines for new accounts

Maintain continuity of the client experience from deal close through ongoing account ownership

Act as a key member of the organization senior leadership team.

Contribute to companywide goal setting, strategy development, and cultural leadership.

Exemplify the company’s core values and hold true to them in decisionmaking and daily work.

Key Qualifications

Sales forecasting and reporting—strong fluency with building and interpreting sales data

End-to-end sales process development—from demand generation through to repeat business

Hiring, training, and developing high-performing sales and account teams

Structured selling—skilled in discovery, questioning, listening, and follow-through

CPG-informed methods—applies structured retail approaches with adaptability to fast-moving culture

Proposal and presentation excellence—crafts and delivers polished, strategic materials

Negotiation and pricing analysis—understands financial levers in sales performance

Broad business acumen—understands interdependencies across sales, operations, finance, and product

Internal coordination—collaborates cross-functionally to align objectives and outcomes

Communication proficiency—clear, credible, and persuasive across stakeholders and formats

Packaged goods industry experience—brings transferable methods and credibility

Private label and licensing experience—understands dynamics of brand ownership and retail partnerships

Experience with major retail channels—mass, grocery, drug, discount, department

Fashion accessories category experience—jewelry, hair accessories, sunglasses, watches, etc.

The salary range for this role is $130 - $150K/year. All applications are reviewed by real people — we do not use AI or automated screening tools in our recruitment process.

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