Wholesale Sales Manager

Job Overview Our wholesale channel is the heartbeat of the J.K. Adams business — independent retailers, specialty kitchen and gift stores, and select national accounts who choose us because we make products their customers can't get anywhere else. As Wholesale Sales Manager, you'll own that channel. You'll lead our outside sales rep network, recruit and develop new reps where we need them, sharpen our wholesale go-to-market, and partner directly with the buyers and store owners who carry the brand. You'll report to our VP of Sales and work shoulder-to-shoulder with our marketing, product, and operations leaders to grow the top line — and grow it profitably. This isn't a seat-warming role. We have a clear three-year plan, real product investment behind us, and the backing of an established parent company. We need a sales leader who wants to build something. Responsibilities Lead the J.K. Adams wholesale division — set the strategy, sales targets, and channel programs that drive top-line growth and healthy margin. Recruit, onboard, train, and manage our outside sales representative team — manufacturer's rep agencies and/or direct field reps across assigned territories. Set clear quotas, KPIs, and territory plans for every rep, and hold the rhythm of regular pipeline reviews, ride-alongs, and performance check-ins. Build and protect strong relationships with our most important wholesale accounts — independent retailers, specialty stores, and national wholesale buyers. Manage wholesale pricing, terms, and promotional programs in line with company margin guidelines. Lead annual line reviews and key-account presentations alongside outside reps, and personally close priority new accounts. Analyze sell-in and sell-through by rep, territory, and account — identify the gaps and direct corrective action. Partner with Marketing on wholesale collateral, trade-show presence (NY NOW, Atlanta Market, Las Vegas Market), and dealer programs. Own forecast accuracy and pipeline hygiene for the wholesale division, and report performance to the VP of Sales and leadership team. Manage rep contracts, commission plans, and territory assignments — clear terms, timely payments, no surprises. Coordinate with Customer Service and Operations on order fulfillment, lead times, and customer-issue resolution. Represent J.K. Adams at industry trade shows, dealer events, and key customer meetings. Experience 5+ years of progressive wholesale or B2B sales experience, with at least 3 years directly managing an outside sales rep team (manufacturer's reps and/or direct field reps). A proven track record of building and scaling rep networks in housewares, gift, home, kitchen, or related wholesale categories. Deep familiarity with the wholesale go-to-market: independent retail, specialty, distributor, and key-account channels. Strong working knowledge of rep commission structures, territory planning, and trade-show execution. Comfort with CRM systems, sales analytics, and pipeline management. Strong leadership and influencing skills — you've gotten results through a sales team you don't directly employ. Excellent verbal and written communication; you're at home presenting to buyers and leading rep meetings. Sharp negotiation skills and sound commercial judgment. Self-motivated and goal-oriented — you're comfortable owning a wholesale revenue number. Fluency with sales data, sell-through trends, and rep performance metrics, and the discipline to let those numbers drive your decisions. Proficiency in CRM software, sales analytics tools, and Microsoft Office (especially Excel and PowerPoint). Willingness to travel approximately 30% for ride-alongs, trade shows, and key-account meetings. Bachelor's degree in Business, Marketing, or a related field — or equivalent experience.

Pay:

$70,000.00 - $80,000.00 per year

Benefits:

401(k) matching Dental insurance Employee discount Health insurance Paid time off Vision insurance

Work Location:

In person