Retail, E-commerce, Toy Manufacturing

Specialty Sales Manager

RemoteRemoteFull TimeManager / Head$70,000–$100,000 /yrPosted 12 days ago

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Required skills

specialty wholesale sales
specialty retailers
wholesale distribution
independent sales representatives
relationship management
CRM
sales reports
KPIs
Microsoft Office Suite
Excel

Nice to have

NetSuite
MarketTime
vendor extranets
trade associations
buying groups
ASTRA

Role summary

Squishable is seeking a Specialty Sales Manager to oversee and expand its specialty wholesale sales channel. This role involves cultivating relationships with specialty retailers and independent sales representatives across North America, driving sales growth, and representing Squishable within the specialty toy and gift market. Responsibilities include managing sales teams, developing sales strategies with measurable KPIs, attending trade shows, and collaborating with internal teams on merchandising and promotional programs. The ideal candidate will have a strong understanding of wholesale distribution, excellent relationship management skills, and experience with CRM systems.

Squishable is a close-knit team of designers, artists, pop-culture fanatics, and lovers of all things adorable. Together we create the cutest, cuddliest (and sometimes downright unusual) plush and lifestyle products in the world. With the millions-strong Squishable fan community cheering us on (and a lot of cupcakes, coffee, and karaoke) we make people say “awww.” Our offices are in a sunny loft in NYC's Flatiron District and in downtown Washington, DC.

Job Summary: The Specialty Sales Manager is responsible for managing and growing Squishable's specialty wholesale sales channel. This role focuses on developing relationships with specialty retailers, supporting independent sales representatives, and executing strategies to expand distribution and drive sales. The Specialty Sales Manager will also serve as the primary point of contact for industry trade associations and buying groups, helping strengthen Squishable's presence within the specialty toy and gift market.

Responsibilities

Managing and growing relationships with specialty toy, gift, game, hobby, and boutique retailers throughout North America

Identifying new business opportunities, developing prospective accounts, and executing strategies to expand Squishable's specialty distribution channels

Serving as the primary point of contact for trade associations, including ASTRA, and catalog and buying groups, such as The Good Toy Group

Managing, training, and supporting independent sales representative teams through product education, sales tools, incentives, and ongoing communication

Developing and executing specialty sales strategies, establishing measurable KPIs, and preparing sales reports and forecasts

Building strong relationships with specialty retailers and industry partners to identify growth opportunities and strengthen existing business

Planning, coordinating, and attending trade shows, gift shows, industry events, and customer meetings

Working in tandem with the marketing, product development, and operations teams to develop merchandising materials, planograms, promotional programs, and sales initiatives

Gathering retailer feedback and market insights to support product development, sales strategies, and business decisions

Maintaining comprehensive product knowledge and communicating new releases, product updates, and sales opportunities to retailers and representatives

Identifying opportunities to improve sales processes, communication, and overall channel efficiency

Providing support for wholesale inquiries, sales documentation, and order-related needs as necessary

Other duties as assigned

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

Salary Range: $70,000–$100,000 annuallyLocation: Remote, New York City preferredTravel: Requires approximately 25% travel

Benefits / Perks:

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!)

Squishable.com, Inc. is an Equal Opportunity Employer. We are committed to providing equal employment opportunities to all applicants and employees and prohibit discrimination and harassment based on race, color, religion, creed, national origin, ancestry, citizenship or immigration status, sex, pregnancy, childbirth or related medical conditions, sexual orientation, gender, gender identity or expression, age, disability, medical condition, genetic information, marital or familial status, military or veteran status, reproductive health decisions, or any other characteristic protected by applicable federal, state, or local law.

Squishable.com, Inc. also provides reasonable accommodations to qualified applicants and employees with disabilities, for sincerely held religious beliefs and practices, and as otherwise required by applicable law. Applicants who require a reasonable accommodation during the application or hiring process may contact Squishable for assistance.

Squishable.com, Inc. prohibits retaliation against any applicant or employee for exercising rights protected under applicable equal employment opportunity laws.

Squishable.com, Inc. will consider qualified applicants with criminal histories in accordance with applicable federal, state, and local law, including applicable Fair Chance laws.

Read our CCPA disclosure notice.

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Specialty Sales Manager

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