Specialty Sales Manager
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Job Description
Specialty Sales Manager growing Squishable's wholesale plush and lifestyle product distribution. Managing retailers, sales representatives, trade associations, and specialty channel expansion across North America.
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 expand specialty distribution channels
- Serve as the primary point of contact for trade associations, catalog groups, and buying groups
- 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 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
- Collaborate with marketing, product development, and operations teams on merchandising materials, planograms, promotional programs, and sales initiatives
- Gather retailer feedback and market insights to support product development, sales strategies, and business decisions
- Maintain product knowledge and communicate new releases, product updates, and sales opportunities
- Improve sales processes, communication, and channel efficiency
- Support wholesale inquiries, sales documentation, and order-related needs
Requirements:
- 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
- Strong understanding of specialty retail channels, wholesale distribution, and independent sales representative networks
- Comfortable using CRM systems to manage leads and existing customer relationships; experience with NetSuite, MarketTime, and/or vendor extranets is preferred
- Experience developing sales reports, tracking KPIs, analyzing performance, and presenting actionable recommendations
- Intermediate Excel and Word skills, proficiency in Google Workspace and presentation tools
- Excellent written and verbal communication skills, including engaging presentations and stakeholder communication
- Ability to adapt to changing priorities, evolving market conditions, and frequent new product launches
- Ability to independently manage schedules, prioritize responsibilities, balance multiple projects, and meet deadlines
- Strong critical thinking, attention to detail, and proactive problem-solving approach
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 (hello, giant plush!)
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