Director of Sales

Summary

Join Apothékary, a fast-growing health and wellness startup, as their Director of Sales. You will lead the development and execution of sales strategies across all retail partners, both domestically and internationally. This role requires building and managing a field sales team, securing new key accounts, and expanding into new channels. You will also be responsible for managing relationships with key retail partners and distributors, overseeing sales reporting and budgeting, and collaborating with other departments to ensure alignment on strategic priorities. The ideal candidate has 5-7 years of experience in sales within the consumer goods, beauty, or wellness industry, with a proven track record of success in managing major retail accounts. This is a full-time, fully remote position with some travel required.

Requirements

• Bachelor's degree in Business, Marketing, or a related field; MBA preferred
• 5-7 years of progressively responsible sales experience in the consumer goods, beauty or wellness industry with proven experience managing major retail accounts
• Demonstrated experience working with key retailers such as Whole Foods, Target, Ulta Beauty, Sprouts, or similar national chains
• Proven track record of driving sales growth, especially within natural and/or beauty retail channels
• Strong leadership skills with a history of managing high-performing sales teams and external broker relationships
• Excellent communication, negotiation, and presentation abilities with C-level executives and retail buyers
• Strategic thinker with the ability to translate market insights into actionable growth plans
• Proficiency with syndicated data platforms (IRI, Nielsen, SPINS) and retail analytics
• Entrepreneurial spirit and a passion for contributing to a fast-paced, high-growth environment
• Willingness to adapt, learn, and thrive in a rapidly changing industry
• Availability for travel as required (approximately 25-30%)
• Passion for wellness, natural products, and the Apothékary brand mission

Responsibilities

• Lead and execute the development of sales, distribution, and customer relations management strategies for Apothékary’s wholesale business while maintaining company and channel profitability domestically and internationally
• Systematically evaluate and identify new market opportunities, including emerging channels and potential international expansion, to diversify revenue streams and drive growth
• Prospect and build a pipeline of potential accounts, securing new key accounts in retail and ecommerce. Expand into new channels: practitioner, independent, hospitality (hotels), and create high branded marketing partnerships in conjunction with Brand team
• Lead the sales strategy of all products including assortment, merchandising, pricing, promotion, and shelving initiatives
• Lead visual merchandising and all marketing presence in stores, including development of fixtures, creative, and signage
• Work with Creative and Brand team to execute on eye catching marketing campaigns in-store and various OOH / trade marketing to drive velocities in-store
• Manage, grow and improve relationships with key retail partners including Sprouts, Ulta Beauty, and other major accounts to expand distribution and improve shelf positioning and velocities
• Oversee distributor partnerships with UNFI and other key distributors to ensure optimal product placement and availability
• Provide strategic direction to the sales team, brokers, and distributors to ensure consistent execution of Apothékary's brand plans across all trade channels
• Participate in trade shows, sales workshops, sales seminars, and events on behalf of the business in order to ensure that the business grows to its potential
• Oversee all sales reporting, budgeting, forecasting, demand planning, and alignment to Finance, Marketing and Operations to ensure cost-effective commercial initiatives
• Partner with Finance on the yearly budgeting process and participate and support the yearly long range planning processes
• Work closely with Operations & Supply Chain to align demand planning and inventory strategies with sales growth
• Collaborate with the CEO & Board on commercial growth plans, ensuring transparency and alignment on strategic priorities
• Leverage syndicated data (IRI, Nielsen, SPINS) to track performance and optimize pricing, and report data on a weekly basis to executive team
• Manage trade spend efficiency and ROI to optimize promotional investments and improve profitability
• Train store staff in person or zoom, demos and visit stores with Apothékary on shelf
• Analyze and upsell existing accounts based on customer buying history; suggest related and new products; explain technical features based on customer-identified needs
• Analyze and summarize competitor information and trends to identify new sales opportunities
• Travel as needed to meet with clients, attend and host at industry events (Expo West), and nurture relationships

Preferred Qualifications

Experience managing distributor relationships (UNFI, KeHE, or similar) preferred

Benefits

• Full-time (40 hours per week)
• Salary range: $110,000 - $135,000, depending on experience
• Eligibility for bonus
• Comprehensive health, dental and vision plans
• Monthly paid Mental Health Days in addition to PTO
• Monthly Apothékary product stipend