Specialty Sales Manager

Squishable is looking for a Specialty Sales Manager to manage and grow its specialty wholesale sales channel. The successful candidate will focus on developing relationships with specialty retailers, supporting independent sales representatives, and executing strategies to expand distribution and drive sales.

Responsibilities:

• Manage and grow relationships with specialty toy, gift, game, hobby, and boutique retailers throughout North America
• Identify new business opportunities, develop prospective accounts, and execute strategies to expand Squishable's specialty distribution channels
• Serve as the primary point of contact for trade associations, including ASTRA, and catalog and buying groups, such as The Good Toy Group
• Manage, train, and support independent sales representative teams through product education, sales tools, incentives, and ongoing communication
• Develop and execute specialty sales strategies, establish measurable KPIs, and prepare sales reports and forecasts
• Build strong relationships with specialty retailers and industry partners to identify growth opportunities and strengthen existing business
• Plan, coordinate, and attend trade shows, gift shows, industry events, and customer meetings
• Work with the marketing, product development, and operations teams to develop merchandising materials, planograms, promotional programs, and sales initiatives
• Gather retailer feedback and market insights to support product development, sales strategies, and business decisions
• Maintain comprehensive product knowledge and communicate new releases, product updates, and sales opportunities to retailers and representatives
• Identify opportunities to improve sales processes, communication, and overall channel efficiency
• Provide support for wholesale inquiries, sales documentation, and order-related needs as necessary

Skills:

• Specialty Wholesale Sales: Strong understanding of specialty retail channels, wholesale distribution, and independent sales representative networks
• Relationship Management: Ability to develop and maintain strong relationships with retailers, sales representatives, trade associations, and industry partners
• CRM/ERP: Comfortable using CRM systems to manage leads and existing customer relationships. Experience with NetSuite, MarketTime, and/or vendor extranets is preferred
• Reporting: Experience developing sales reports, tracking KPIs, analyzing performance, and presenting actionable recommendations
• Microsoft Office Suite: Intermediate Excel and Word skills, along with proficiency in Google Workspace and presentation tools
• Communication: Excellent written and verbal communication skills, including the ability to deliver engaging presentations and effectively communicate with internal and external stakeholders
• Flexibility: Ability to adapt to changing priorities, evolving market conditions, and frequent new product launches
• Self-Motivated: Ability to independently manage schedules, prioritize responsibilities, and balance multiple projects while meeting deadlines
• Problem-Solving: Strong critical thinking skills, attention to detail, and a proactive approach to identifying opportunities and implementing solutions

Qualifications:

• Bachelor's degree required, preferably with a concentration in business, sales, marketing, or a related field
• At least 4 years of previous account management or sales experience in toys, gifts, collectibles, or a related consumer products industry is required
• Experience working with specialty retailers, independent sales representatives, and wholesale distribution channels preferred
• Existing relationships within the specialty toy and gift retail community, including trade associations and buying groups, strongly preferred
• Demonstrated ability to develop and execute sales strategies, identify growth opportunities, and manage customer relationships
• Ability to travel approximately 25% for trade shows, industry events, and customer meetings

Benefits:

• 100% employer-paid health insurance
• 100% employer-paid short- and long-term disability insurance
• 100% employer-paid life insurance
• Affordable vision and dental insurance
• 18 days of PTO per year, plus 2 floating holidays
• 401(k) with employer match
• Generous employee discount