Role Summary
The Independent Sales Representative is responsible for managing and growing wholesale accounts within an assigned geographic region. This role is the frontline of our wholesale business and plays a critical role in building retailer relationships, driving sell-in, and ensuring our brand is represented consistently across all partner doors.
As an emerging lifestyle brand, we are looking for Sales Representatives who are hands-on, entrepreneurial, and comfortable owning their business end-to-end within their territory.
**To be considered, please fill out this survey: https://go.cultureindex.com/p/ov5QEJmaphEMFWfv **
Key Responsibilities
Account Management & Relationship Building
- Build, maintain, and strengthen relationships with all wholesale accounts in the assigned territory
- Serve as the primary point of contact for retailers, owning the day-to-day account relationship
- Act as a brand ambassador in-market, ensuring alignment with brand standards and values
Account Tiering & Coverage Strategy
- Manage accounts according to the company’s tiering structure:
- Camo Accounts (Top Tier):
- Highest priority accounts
- Frequent touchpoints, in-person visits, and strategic planning
- Drive long-term growth and expansion
- Silver Accounts (Mid Tier):
- Maintain consistent communication
- Identify upsell, expansion, and assortment optimization opportunities
- Bronze Accounts (Developing):
- Nurture relationships and educate on the brand
- Support progression into Silver-tier status over time
Sales Execution & Order Management
- Drive sell-in across seasonal lines and key programs
- Ensure accounts are compliant with wholesale order requirements:
- Opening order minimum: $3,000
- Reorder minimum: $500
- Minimum per new style: 6–8 units per style (S–XXL)
- Minimum of 2 units per size ordered
- Partner with internal teams to submit accurate orders and follow through from sell-in to fulfillment
Territory Growth & New Business Development
- Sales Representatives are expected to manage their time intentionally to balance growth of existing accounts with new business development.
- 70% of time – Existing Account Management
- Managing and growing current wholesale relationships
- Driving seasonal sell-in, reorders, and assortment expansion
- Account planning, in-person visits, follow-ups, and issue resolution
- 30% of time – New Business Prospecting
- Identifying, researching, and qualifying new wholesale accounts
- Outbound outreach via email, phone, and social channels
- Scheduling intro calls, meetings, and first appointments
- Building a healthy pipeline aligned with the brand’s distribution strategy
- New business prospecting is expected to take place in the mornings, prior to lunch, when focus and response rates are highest
Market & Brand Feedback
- Gather and share retailer feedback on product, pricing, and market trends
- Provide competitive insights and regional intelligence to sales and product teams
- Support product launches, regional events, and key selling moments as needed
Qualifications
- 2–5 years of wholesale sales experience, preferably in apparel, lifestyle, outdoor, or athletic categories
- Experience managing a geographic territory (remotely) and independent retail accounts
- Strong relationship-building and consultative selling skills
- Comfortable working in a fast-paced startup environment with limited structure
- Willingness to travel regularly within assigned territory
- Strong organizational skills and ability to manage multiple accounts simultaneously
What Success Looks Like
- Consistent year-over-year growth within the territory
- Strong, long-term retail partnerships
- Healthy account tier progression (Bronze Silver Camo)
- Clean order execution and compliance with wholesale standards
- Positive brand presence and reputation in-market
- Consistent morning prospecting ensures a steady pipeline while allowing afternoons to be dedicated to account management, meetings, and travel
Benefits + Perks
- Medical, dental, and vision coverage
- 401(k) with employer match
- Paid parental leave
- Paid vacation and sick time
- Generous employee discount
- Annual company offsites