[Hiring] Director of Wholesale @Resident

Role Description

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.

What You'll be Doing

• 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 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.
• Key Account Management
  • 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.
• Team Leadership & Cross-Functional Collaboration
  • 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.
• Analytics & Market Intelligence
  • 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.

Qualifications

• 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.
• Experience in baby, juvenile, consumer products, or adjacent categories, strongly preferred.
• Proficiency with AI (Clause, Gemini, ChatGPT), Google docs, Microsoft Excel, PowerPoint, and relevant retail analytics platforms.

Benefits

• Unlimited Vacation
• Health, Dental, Vision, Pet Insurance, and more
• 401(k) with company match
• 24/7 Employee Assistance Program
• Paid Parental Leave
• Generous Employee Discounts on products