[Hiring] Director of Wholesale @Halo Collar

Role Description

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. You'll set strategic direction, build key retail relationships, oversee a portfolio of retail accounts, and ensure a consistent brand presence across channels. You will also build and lead a lean, high performing team.

This is a high-impact leadership role at the intersection of sales, marketing, operations, and strategy. You're energized by the evolving priorities in retail, and you believe dogs make everything better.

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.
  • Ensure best-in-class execution of product launches, seasonal assortments, and promotional events across all wholesale channels.
  • 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.

Qualifications

• 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.

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.

Benefits

• 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.
• We provide competitive compensation packages, inclusive of 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.